Senior Director, Partner Ecosystem EMEA
Kubernetes and AI Infrastructure Platform
Salary £175,000 - £210,000 plus bonus
Location UK Remote
About the Role
We are seeking a Senior Director, Partner Ecosystem — EMEA to build and lead the regional partner strategy across Europe, the Middle East, and Africa. This is a high‑impact, high‑visibility role for a proven alliances leader who thrives at the intersection of technical platform sales, strategic co‑sell motions, and ecosystem development. This position reports to the VP, Global Partnerships
You will be the face of the company to EMEA partners — owning the full partner lifecycle from recruitment and onboarding through enablement, pipeline generation, and joint revenue execution. You will develop deep relationships with Global System Integrators (GSIs), Regional SIs, OEM hardware partners, hyperscalers, and ISVs, and work closely with the EMEA field sales team to convert partner pipeline into closed revenue. The role requires up to 40% travel to client sites, partner offices, and regional event
Responsibilities
Partner Strategy & Ecosystem Development
- Define and execute the EMEA partner strategy across GSIs, regional SIs, OEM/hardware alliances, and ISV/technology partners
- Identify, recruit, and onboard new strategic partners aligned to the company’s ideal customer profile, including neoclouds, sovereign AI operators, telecom/NCP accounts, and regulated enterprise verticals
- Build partner segmentation and tiering frameworks to prioritise investment, enablement, and co‑sell resources
- Represent the company at EMEA industry events, partner QBRs, and executive forums; act as a regional brand ambassador and thought leader in Kubernetes, AI infrastructure, and platform operations.
Go‑to‑Market Execution & Revenue Attainment
- Own EMEA partner‑sourced and partner‑influenced pipeline targets; develop joint business plans with top partners and track progress against revenue goals
- Drive co‑sell motions with EMEA field account executives, including partner introductions, account mapping, and joint customer presentations
- Manage EMEA marketplace and co‑investment programs with hyperscaler partners, driving consumption, co‑marketing alignment, and deal registration
- Collaborate with marketing on partner‑led demand generation campaigns, field events, and joint content tailored to EMEA verticals
- Maintain accurate partner pipeline data in CRM and provide regular forecasts and performance reporting to global and regional leader
Partner Enablement & Success
- Develop and deliver EMEA‑specific partner enablement programs, including sales certifications, technical training, and solution play content aligned to the platform’s capabilities
- Create and maintain partner‑facing sales tools such as solution briefs, co‑branded pitch decks, qualification frameworks, objection‑handling guides, and competitive positioning mate
- Establish a systematic partner success cadence — business reviews, pipeline reviews, executive sponsor alignment, and escalation paths
- Ensure partners achieve meaningful competency on the platform and can independently position, demo, and sell core use cases (e.g., cluster lifecycle management, multi‑cluster governance, AI/ML infrastructure, sovereign Kubernetes
Cross‑Functional Collaboration
- Serve as the primary regional liaison between EMEA partners and internal product, marketing, solutions engineering, and legal/finance teams
- Surface partner and market feedback to inform product roadmap, partner program design, and regional go‑to‑market priorities
- Work closely with solutions engineering to support partner‑led technical discovery, proof‑of‑concept engagements, and integration certifications
- Collaborate with global alliances counterparts to ensure EMEA partner activities align with global partnership frameworks
Qualifications
- Required10+ years of partner, alliances, or business development experience in enterprise software, cloud infrastructure, or SaaS, including 4+ years in an EMEA leadership role
- Demonstrated success building and scaling partner ecosystems in EMEA with measurable revenue outcomes
- Proven ability to drive co‑sell motions with field sales teams and convert partner relationships into qualified pipeline and closed revenue
- Strong executive presence and comfort engaging C‑suite stakeholders at partner organisations and enterprise customers
- Experience building and deploying partner enablement programs, including training, sales tools, partner portals, and certifications
- Deep familiarity with EMEA market dynamics across key verticals such as financial services, telecom, public sector/sovereign, manufacturing, or
- Preferred Background in Kubernetes, cloud‑native infrastructure, DevOps platforms, or AI/ML infrastructure in a technical sales, solutions engineering, or alliances
- Experience building co‑sell partnerships with major infrastructure
- OEMs Prior work with sovereign cloud or regulated AI infrastructure programs in EMEA government, defence, or telecom
- Familiarity with MEDDPICC or similar enterprise sales methodologies
- Bachelor’s degree in business, computer science, or related field; MBA preferred
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