What the job involves
The main requirements, responsibilities and hiring steps.
Requirements
- 10+ years of partner alliances or business development experience in enterprise software cloud infrastructure or SaaS
- 4+ years in an EMEA leadership role
- Proven success scaling partner ecosystems in EMEA with measurable revenue outcomes
- Ability to drive co-sell motions and convert partner relationships into pipeline and revenue
- Strong executive presence with C-suite stakeholders
- Experience building partner enablement programs including training sales tools portals and certifications
- Deep familiarity with EMEA market dynamics across key verticals
- Background in Kubernetes cloud-native infrastructure DevOps platforms or AI/ML infrastructure
- Experience building co-sell partnerships with major infrastructure OEMs
- Prior work with sovereign cloud or regulated AI infrastructure programs in EMEA
- Familiarity with MEDDPICC or similar enterprise sales methodologies
- Bachelor’s degree in business computer science or related field
Nice to have
- Executive presence
- Strategic thinker
- Commercial mindset
- Cross-functional collaboration
- Technical credibility
- Regional market knowledge
Day to day
- Lead the EMEA partner ecosystem strategy across GSIs regional SIs OEM hardware partners hyperscalers and ISVs
- Own partner lifecycle activities from recruitment and onboarding through enablement pipeline generation and joint revenue execution
- Build strong partner and field sales relationships to convert partner activity into qualified pipeline and closed revenue