Senior Director, Partner Ecosystem – EMEA

Senior Director, Partner Ecosystem – EMEA

📍 Flexible Base Location: London, Switzerland, Spain, Austria - (EMEA Coverage)

• Senior Individual Contributor | Hybrid | Up to 25% Travel

We are partnering with a high-growth cloud infrastructure and AI platform company seeking a Senior Director, Partner Ecosystem – EMEA to build and scale its regional partner strategy across Europe, the Middle East and Africa.

This is a highly visible, revenue-focused leadership role for an experienced alliances professional who thrives at the intersection of strategic partnerships, enterprise sales, cloud infrastructure, AI platforms and ecosystem development.

Reporting to the Global Partnerships leadership team, you will own the EMEA partner ecosystem, driving recruitment, enablement, co-sell execution and revenue growth through a network of Global System Integrators, regional SIs, hyperscalers, infrastructure OEMs and technology partners.

This is a unique opportunity to shape and lead a partner ecosystem strategy for an organisation at the forefront of cloud-native infrastructure, Kubernetes and AI platform technologies.

You will work closely with regional sales leadership and executive stakeholders to develop strategic alliances that generate pipeline, accelerate enterprise adoption and deliver measurable revenue outcomes across EMEA.

Key Responsibilities:

Partner Strategy & Ecosystem Development

• Define and execute the EMEA partner strategy across GSIs, regional SIs, cloud providers, OEMs and technology alliances.
• Recruit, onboard and develop strategic partners aligned to key growth markets including AI infrastructure, cloud services, telecommunications, sovereign cloud and regulated industries.
• Build partner segmentation, investment and tiering frameworks to maximise ecosystem impact and revenue contribution.
• Represent the business at industry events, executive forums and partner leadership meetings across the region.

Revenue Growth & Go-to-Market Execution

• Own partner-sourced and partner-influenced pipeline objectives across EMEA.
• Develop joint business plans and co-sell motions with strategic partners.
• Partner closely with enterprise sales teams on account mapping, opportunity development and executive customer engagement.
• Drive marketplace and co-investment initiatives with major cloud providers.
• Support partner-led demand generation, events and regional marketing initiatives.

Partner Enablement & Success

• Develop and execute partner enablement programmes, certifications and sales training initiatives.
• Create partner-facing sales tools, solution messaging and competitive positioning materials.
• Establish a structured partner success framework including business reviews, pipeline governance and executive sponsorship programmes.
• Ensure partners can effectively position, demonstrate and sell platform capabilities independently.

Cross-Functional Leadership

• Act as the primary liaison between EMEA partners and internal teams including Sales, Solutions Engineering, Product, Marketing and Operations.
• Provide market and partner feedback to influence product strategy and go-to-market priorities.
• Support partner-led technical engagements, proof-of-concepts and strategic customer initiatives.
• Align regional partnership activities with global alliance programmes and objectives.

About You

You will be a proven ecosystem and alliances leader with a strong record of building revenue-generating partnerships across EMEA.

Required Experience

• 10+ years' experience in partnerships, alliances, channel or business development within enterprise software, SaaS, cloud infrastructure or platform technologies.
• Minimum 4 years operating in a senior EMEA-focused leadership role.
• Demonstrated success building and scaling partner ecosystems that generate measurable revenue outcomes.
• Strong experience working with GSIs, regional SIs and strategic technology partners.
• Proven ability to drive successful co-sell motions with enterprise sales teams.
• Executive-level communication and stakeholder management skills.
• Experience developing partner enablement programmes, certifications and sales tools.
• Strong understanding of EMEA market dynamics across sectors such as financial services, telecommunications, public sector, manufacturing or defence.
• Fluent English; additional European languages are highly advantageous.

Preferred Experience

• Background in Kubernetes, cloud-native technologies, DevOps platforms, infrastructure software or AI/ML environments.
• Experience working with major infrastructure OEMs and technology vendors.
• Exposure to sovereign cloud, regulated AI infrastructure or government-focused technology programmes.
• Knowledge of enterprise sales methodologies such as MEDDPICC.
• Bachelor's degree required; MBA preferred.

Why Consider This Opportunity?

• Build and lead a strategic EMEA partner ecosystem for an innovative technology platform.
• Significant executive visibility and influence.
• Opportunity to shape regional growth strategy during a period of rapid expansion.
• Work at the forefront of AI infrastructure, cloud-native platforms and enterprise technology transformation.
• Competitive compensation package including equity participation.

Apply now to explore this exciting opportunity: james.pedlow@asobbi.com / +44 7973 750683