Director, Alliances EMEA
On-siteParis, Île-de-France, France or Wokingham, England, United Kingdom
Job Summary
Build and maintain executive-level relationships with strategic partners across EMEA to drive partner-sourced and partner-influenced revenue growth. Create and execute regional alliance strategies aligned to sales and marketing priorities, working closely with direct sales teams to identify, pursue, and progress joint opportunities. Enable partners on value proposition and route-to-market approaches while establishing, tracking, and reporting on key alliance metrics and business outcomes. Identify new regional partner opportunities including systems integrators, OEMs, and channel partners to strengthen the network and minimize channel conflict. Act as a visible regional leader for the alliances function, collaborating with marketing and pre-sales on enablement activities and solution positioning.
Required Qualifications
- Bachelor's degree
- 10+ years of experience in alliances, partnerships, channel development, or enterprise software sales
- Proven track record of developing strategic alliances and driving new revenue in the enterprise software industry
- Experience working across multiple countries and cultures within EMEA
- Strong understanding of partner-led go-to-market models, enterprise sales cycles, and regional market dynamics
- Demonstrated ability to work cross-functionally with sales, marketing, pre-sales, and leadership stakeholders
- Excellent communication, relationship-building, negotiation, and presentation skills
- Strong analytical and strategic thinking capability, with the ability to translate plans into commercial outcomes
- Highly entrepreneurial and comfortable operating independently in a fast-moving environment
- Willingness to travel across the UK and EMEA as required
Desired Qualifications
- MBA
- Experience working with systems integrators, OEMs, application providers, and VARs
- Knowledge of supply chain, commerce, omnichannel, or enterprise SaaS/software ecosystems
- Experience building regional alliance plans and managing strategic partners across multiple EMEA markets
- Familiarity with partner performance metrics, pipeline governance, and alliance business planning
- Ability to influence senior stakeholders internally and externally in a matrixed organisation
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