Director, Global Partner Success & Strategic Accounts

Summary

Join Katalon, a leading provider of a quality management platform, as the Director, Global Partner Success and Strategic Accounts. This strategic role focuses on driving partner engagement within Katalon’s key customer accounts, boosting adoption, expanding revenue growth, and fostering co-selling initiatives. You will lead partner collaboration within Katalon’s largest customer accounts, establishing joint strategies to support adoption and expansion. Responsibilities include designing and executing partner-influenced expansion plans, identifying new use cases for partners, and ensuring increased product consumption and revenue. You will also lead joint account planning, establish governance models, and track the impact of partner involvement. The ideal candidate possesses 10+ years of experience in enterprise software account management or strategic alliances, a proven track record of driving joint go-to-market motions, and deep understanding of customer expansion strategies. This role requires excellent cross-functional leadership and executive communication skills.

Requirements

• 10+ years of experience in enterprise software account management, partner success, or strategic alliances
• Proven track record of driving joint go-to-market motions with GSIs, RSIs, and technology partners inside large customer accounts
• Deep understanding of customer expansion strategies and how partner ecosystems can influence cross-sell, upsell, and GRR growth
• Excellent cross-functional leadership skills and executive communication abilities
• Comfortable operating in a global, matrixed environment with diverse teams and stakeholders
• Proficient in using CRM and partner management tools to manage pipeline, forecast impact, and track KPIs

Responsibilities

• Serve as the strategic lead for partner collaboration inside Katalon’s largest customer accounts
• Establish and drive joint partner-customer account strategies that support both adoption and expansion across business units, regions, and functional teams
• Orchestrate alignment between Katalon’s account executives, customer success, solutions engineering, and partner teams to ensure partners are tightly integrated into account growth strategies
• Design and execute partner-influenced expansion plans to grow Katalon usage across the enterprise
• Identify whitespace and net-new use cases where partners can drive incremental value and services
• Ensure joint efforts between partners and Katalon teams contribute to increased product consumption, license expansion, and improved Gross Revenue Retention (GRR)
• Lead joint account planning sessions with strategic partners and internal teams
• Establish structured governance models, including QBRs, pipeline reviews, and performance scorecards across partner-customer engagements
• Foster trust and transparency between Katalon and partner teams by sharing account intelligence, joint objectives, and co-sell plans
• Track, measure, and report on the impact of partner involvement in adoption, expansion, and renewal motions across strategic accounts
• Use Salesforce, PRM, and partner analytics tools to drive visibility into joint engagement and success metrics
• Collaborate with internal partner operations, enablement, and program teams to scale successful practices globally

Preferred Qualifications

• Familiarity with enterprise DevOps, QA testing, or automation software
• Experience working in high-growth SaaS organizations with complex sales cycles
• Background in managing joint success programs and co-sell frameworks

Benefits

• Attractive compensation package: Either embrace periodic and compelling performance bonus OR uncapped sales commission scheme, spiffs, and accelerators for Sales positions
• Flexible remote work that empowers you to work from your preferred location
• Self-Managed Paid Time Off (PTO) - We place complete trust in the professionalism and responsibility of our team members. When you are unwell, please take the necessary time for a full recovery. If you need a break to rejuvenate and recharge, cherish your well-deserved time off
• 100% company-paid Medical, Dental, & Vision insurance: For you and your dependents
• 401(k) retirement plan with company match