Manager, Global Strategic Alliances

Toronto, Ontario, Canada · Docebo expand job description ↓


Role: Manager, Global Strategic Alliances

Reports To: VP of Global Strategic Alliances

Company: Docebo,

Location: Downtown Toronto

Travel: up to 30%-40%


Docebo is a cloud e-learning solutions provider that is revolutionizing the online training market with its Software as a Service (SaaS) Learning Management System (LMS). Docebo's LMS is the industry's most comprehensive solution for training management, chosen by some of the world's most respected companies to achieve operational efficiency. Designed as a true software as a service, cloud-based platform, Docebo is not just an e-learning tool but is specially designed to be delivered in SaaS as an ecosystem of features and modules that can be adapted to any requirement. Culture is incredibly important at Docebo. Docebo encourages the team to work effectively together, but also have fun together!


We are looking for an experienced Strategic Alliance (SaaS) Professional who has a proven track-record of hunting, sourcing, evaluating, enabling and managing OEM (white-label), Technology and System Integration partnerships in a high-growth environment.

We are looking for somebody who is hungry for an opportunity to develop and shape larger partner programs. A strong asset will be a background in Human Capital Management (HCM) or Learning Management (LMS). Enterprise software experience is a must!


  1. Support Strategic Alliances global go-to-market strategy
    • Focus on OEM, large-scale VARs and System Integrators
    • Define segmentation, geographies, messaging, ideal partner profiles, and lead-generation strategies
  2. Actively build pipeline and close significant Strategic Alliance partners
    • Build, manage and report on the funnel of global Strategic Alliance Partners
    • Support the entire lifecycle of the partnership agreement - discovery, demo, business case/financials, product/technical, co-marketing, negotiation, contracts, etc.
    • Build strong relationships across partners’ organization - build executive sponsorship of Docebo and strong working relationships with key sales, marketing, product, implementation and customer success teams
  3. Enable and grow revenue with Strategic Partners
    • Work collaboratively with other Docebo Teams to onboard and support partners
    • Work closely with major existing and new partners to drive new business and retain existing customers
    • Plan and participate with partner sales teams on events, demos, and joint-sales opportunities with customers
    • Up-skill (teach, train, etc.) partner sales teams on Docebo’s offering (solution, partner offering, and key new features)
    • Be the “voice of the partner” inside Docebo and advocate on their behalf

4. Manage pipeline of Docebo's Technology and Integration Partners

  • Support VP Strategic Alliances with evaluation of financial, operational, functional aspects of potential integration partners
  • Work closely with Docebo sales, marketing, and product teams to identify partnership needs
  • Support Docebo sales, marketing, and product teams with on-boarding and launching new partnerships


  • A proven track record of managing large Strategic Alliances/Partnerships - consistent overachievement of quota and revenue goals
  • A proven track record of hunting and winning new customers/partners/alliances (either in direct sales / BDR / SDR / AE / Partnerships / Channel)
  • A minimum of 4 to 5 years of Strategic Alliances / Partnerships experience (or similar roles involving solution selling within a SaaS B2B company)
  • A minimum of 2 to 3 years of HCM or Learning Technology experience is highly desirable
  • Experience in Sales Operations is an asset
  • Ability to sell into any level of the partner organization (front-line to C-suite)
  • Experience negotiating and closing large deal sizes
  • Experience working with large, complex agreements
  • Experience managing an "ecosystem" of integration partners
  • Technical aptitude and eagerness to learn and stay up to date with Docebo's innovation
  • International mind-set and cross-cultural experience (worked and closed deals in international companies/roles) - Global experience is highly desirable
  • Hunter mentality and enjoy the challenge of winning new partners
  • You have experience working with longer sales cycles
  • Ability to manage strong personalities and C Level Executives
  • Ability to work independently
  • Thrive in a fast-paced and high growth environment
  • Ability to succeed in a dynamic and agile environment with ambiguity
  • Positive mind-set, and you are process and data-driven


The company focuses on developing team members both professionally and personally by establishing career progression paths and offering a full health benefits package, company sponsored events, and a strong focus on continual improvement of the company culture.

Klass Capital and our portfolio companies are equal opportunity employers. Accommodations are available on request for candidates taking part in all aspects of the selection process.

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