li>Partner ecosystem exposure in a prior role even if not partnership leadership: a product manager or engineer who led a technology partnership, a Solutions Architect who covered partner accounts, a consultant who lived inside an SI partner program. You'll sustain and grow an active portfolio of strategic partners (MongoDB, Zebra, AWS, Apple, LaunchDarkly, Oracle, Palantir, Carahsoft, and others) while building the FY27 partnership plan from the ground up: targets, named-partner waterfall, comp structure, program design, and operating cadence.