Director of Strategic Partnerships

Location:

London 3 days a week - Tuesday Wednesday, Thursday

Now Hiring: Head of Partnerships / Strategic Channel Lead

(Newly Created Role | Build the Partner Ecosystem from Scratch)

I’m supporting a client in hiring someone to build and own their entire partner ecosystem, combining strategic account growth with creating a brand‐new channel function.

If you’re entrepreneurial, commercially sharp, and excited by building something from zero, this one’s for you👇

Salary/OTE

£80,000 - £100,000, OTE up to 50%

The Opportunity

This is a newly created role designed to build and own the organisation’s partner ecosystem . You will lead two interconnected workstreams:

1. Managing and growing strategic accounts

You will inherit a portfolio of high-value partner and OEM-style relationships worth approximately $1.5M, including major consulting and professional services firms. These accounts represent significant recurring revenue with strong growth potential. Your objective is to deepen relationships, expand adoption within partner-led client engagements, and drive commercial growth.

2. Building a new partner network

In parallel, you will establish the organisation’s channel function from the ground up. One of the company’s most successful models is a partnership with a specialist consultancy that has embedded the platform into its delivery methodology mapping client processes, building data integration solutions, and training end customers for long‐term ownership. This is not a reseller model; it is a solutions‐led, embedded‐technology partnership.

Your mission is to replicate and scale this model, targeting boutique-to-mid-sized system integrators and consultancies (typically 5–100 employees) working across data management, integration, digital transformation, and AI readiness. You will define the partner proposition, build the outreach engine, and grow a high-quality partner network across geographic and vertical markets.

This is fundamentally a builder role suited to someone entrepreneurial who wants to create a strategy, not just execute one.

Key Responsibilities

Strategic Account Management

• Own and develop an existing portfolio of VIP partner and OEM accounts, with full commercial responsibility for retention and growth.
• Build trusted, senior-level relationships, positioning the organisation as a strategic technology partner rather than a transactional vendor.
• Identify and pursue expansion opportunities including new use cases, geographies, and partner-led client engagements.
• Negotiate renewals, restructures, and commercial growth deals.

Partner Network Development

• Define and execute a partner recruitment strategy focused on specialist system integrators, data consultancies, and niche technology firms that embed tooling into their client delivery.
• Develop the partner value proposition, enablement assets, and commercial frameworks (referral, reseller, OEM).
• Build a pipeline of prospective partners through targeted outreach, events, and ecosystem engagement.
• Onboard, enable, and support new partners through their first projects and beyond.
• Track and report on partner-sourced and partner-influenced revenue against agreed targets.

Strategy & Revenue Diversification

• Contribute to the wider commercial strategy for diversifying revenue beyond direct sales.
• Identify high-potential segments for partnership development — by geography, vertical, or domain.
• Collaborate closely with Sales, Marketing, Product, and Professional Services to align partner initiatives with organisational goals.
• Provide regular reporting and forecasting across both strategic accounts and the developing partner channel.

What We’re Looking For

Essential

• 5–10 years’ commercial experience in channel, partnerships, alliances, or strategic account management within the technology sector.
• Proven experience building partner relationships or channel programmes, ideally from early or growth-stage environments.
• Experience managing high-value, complex, multi-stakeholder accounts.
• Track record of achieving revenue targets through indirect or partner-led models.
• Strong commercial instincts — able to structure deals, negotiate terms, and creatively align incentives.
• Excellent communication and relationship-building skills, comfortable engaging senior and C‐level stakeholders.
• Self-starter mentality with the desire to define and build new processes and frameworks.

Desirable

• Experience in data integration, data management, ETL, or broader data infrastructure.
• Familiarity with the competitive landscape (e.g., Informatica, Talend, SSIS, MuleSoft).
• Experience working with or selling through consulting firms (Big 4, mid-tier, specialist SIs).
• Background in a scale-up or mid-market software business where you have built rather than inherited processes.
• European language skills or experience operating across European markets.

Salary/OTE

£80,000 - £100,000, OTE up to 50%