What are the responsibilities and job description for the Head of Global Channels & Alliances position at Green Cabbage Inc.?
About the Role
We are seeking a highly driven and strategic Head of Global Channels & Alliances to lead the development, monetization, and management of key channel partnerships and alliances across the region. This role is responsible for identifying new opportunities, building high-value relationships, and driving revenue growth through strategic partner ecosystems. The ideal candidate combines a strong business development mindset, proven sales acumen, and exceptional relationship management skills at the executive level.
Key Responsibilities:
Business Development
- Identify, target, and qualify new channel and alliance opportunities across North America.
- Conduct initial discovery calls and meetings to assess strategic fit and market potential.
- Develop go-to-market strategies for each partnership, including competitive positioning and value proposition.
- Maintain a robust pipeline of potential partners through research, networking, and industry events.
- Ability to take initiative and execute tasks independently, not just delegate.
Sales & Monetization
- Define measurable financial outcomes from each partnership, including revenue targets and profitability goals.
- Negotiate commercial agreements that maximize mutual value.
- Collaborate with sales leadership to integrate alliance opportunities into core sales strategies.
- Track performance metrics and ensure ROI on all partnership initiatives.
Strategic Relationship Management
- Serve as the primary executive contact for strategic partners across the region.
- Develop and execute joint business plans with partners to ensure mutual growth.
- Maintain alignment between partner strategies and company objectives.
- Facilitate executive-level reviews to assess progress, address challenges, and expand collaboration opportunities.
Qualifications
- 10 years of experience in channels, alliances, or business development, preferably within procurement.
- Proven track record of identifying, securing, and monetizing strategic partnerships.
- Strong negotiation skills with the ability to close high-value agreements.
- Exceptional relationship-building skills with C-level executives.
- Ability to translate partnership opportunities into clear business and financial outcomes.
- Excellent communication, presentation, and strategic thinking skills.
- Willingness and ability to travel ~10% with ~2 trips to EMEA per year.
Success in This Role Will Mean
- Building a pipeline of high-potential partnerships that align with corporate growth goals.
- Delivering measurable revenue and profitability through channel and alliance strategies.
- Cultivating long-term, trust-based relationships with top-tier partners across North America.
Why Green Cabbage?
Green Cabbage, the Global Leader in Procurement Intelligence, provides mid-market and enterprise clients with the data and expertise needed to achieve better deals across technology, third-party labor, marketing, and travel & expense contracts. Our flagship platform, OneWorkspace, empowers procurement teams worldwide to access Green Cabbage’s precise, governed intelligence.
At Green Cabbage, we foster a collaborative, high-energy, and growth-minded culture. We move quickly, value accountability, and celebrate team wins. If you’re passionate about building secure, modern IT systems that keep a business running efficiently and safely, we’d love to hear from you.
We are an Equal Opportunity Employer and make employment decisions based on merit, qualifications, and business needs. We prohibit discrimination and harassment of any kind based on race, color, religion, sex (including pregnancy, sexual orientation, and gender identity), national origin, age, disability, genetic information, veteran status, or any other protected characteristic under federal, state, or local law.