Tech Partners Lead - UK

Tech Partners Lead - UK Sweep is hiring a Tech Partners Lead, to drive Sweep’s revenue growth in the UK, scaling a high-performing partner ecosystem. Sweep is hiring a Tech Partners Lead, based in London, to drive Sweep’s revenue growth in the UK by building, activating, and scaling a high-performing partner ecosystem (consulting firms, specialist boutiques, and, selectively, system integrators). You'll own Sweep's technology partnership strategy and pipeline. This is a strategic and revenue-generating role: you'll identify, qualify, and activate partnerships that expand our market reach, embed us into customer tech stacks, and drive partnership-influenced revenue. The role spans four interconnected areas: ecosystem strategy, partner lifecycle management, GTM activation, and product coordination. Success means building a repeatable, high-quality partnership channel while maintaining a clear view of where we play and why. Ok, sounds promising. What will I be doing? You are on the front line of the partner motion in the UK: managing and developing partner pipelines, maintaining forecast accuracy, and achieving/exceeding quarterly and annual revenue objectives tied to partner impact. You will be in regular interaction with existing and prospective partner executives, services leaders, and partner sales teams, and you will work closely with Sweep AEs, SEs, Delivery, Marketing, Legal, and Sales Ops to ensure partner-involved opportunities are executed cleanly and tracked accurately. To be more specific, this includes: 1. Ecosystem strategy 🌱 Build and maintain a holistic, living view of Sweep's tech partner landscape: current partners, target partners, and white spaces, across all four portfolio categories: platform and scalability, functional extension, data and Intelligence Hub, and ecosystem plays Define and own the partner segmentation model: which partners belong in which category, at what priority level, and why, with a clear rationale tied to Sweep's product roadmap and GTM strategy. Lead proactive market mapping to identify the best solutions in each strategic category. Maintain a qualification framework for evaluating both inbound and proactive partner conversations: strategic fit, product compatibility, commercial potential, and resource requirements Develop and maintain a build-vs.-partner-vs.-acquire perspective on key product gaps, feeding structured signals to Product and leadership on companies worth watching or pursuing. 2. Partner lifecycle management 🤝 Own each priority partnership end-to-end across four stages: Qualify: assess strategic fit, product feasibility, and commercial potential; present go/no-go recommendation to the partnership governance body Build: coordinate integration scoping with Product, negotiate commercial and legal terms, define joint value proposition Activate: ensure sales enablement is in place, pricing is defined, and the partnership is embedded in Sweep's GTM motion Sustain: maintain the relationship over time, track partner-influenced pipeline, identify expansion opportunities, and manage escalations 3. Partnership Governance & Decision-Making 🏅 You'll animate a monthly partnership governance committee (Product & Leadership) to arbitrate and prioritize tech partner decisions. You're responsible for presenting clear recommendations at each stage, synthesizing input from Product, Legal, and Sales to surface trade-offs and facilitate swift go/no-go decisions. This role requires you to push back when needed, advocate for priorities, and ensure the committee has what it needs to decide. Coordinate across Product, Legal, Marketing, Sales, and Sales Engineering at each stage, ensuring no partnership stalls due to a missing internal handoff. Manage inbound tech partner requests through a structured intake process: qualify fast, respond clearly, and avoid bandwidth leakage on low-priority conversations. 4. GTM activation and partner-sourced pipeline 🎯 Build and maintain partner-specific enablement assets for each activated partnership: positioning narrative, competitive differentiation, pricing guidance, objection handling, and sales plays Own scaling with hyperscalers (AWS, GCP, Azure, Snowflake, etc.) and leverage Marketplaces (AWS Marketplace, Azure Marketplace, Snowflake Marketplace, GCP Marketplace) as both a deal-influence and revenue channel Build a structured and repeatable referral and co-sell program with priority partners; track tech partner-influenced pipeline as a formal channel Work closely with Product Marketing to integrate tech alliances into Sweep's external narrative Ensure the Growth function can confidently and consistently pitch Sweep's tech alliance story in customer conversations Identify, structure, and activate co-sell and co-marketing opportunities with priority partners, including joint prospecting, event presence, customer references, and content co-creation Lead the definition of bundled pricing and packaging offers when Sweep goes to market alongside a partner. 5. Sweep's presence inside partner ecosystems 🌎 Actively manage Sweep's visibility and standing within partner programs: AWS Partner Network tier progression, Snowflake partner directory, and equivalent programs at priority partners Identify and pursue co-marketing opportunities that increase Sweep's surface area inside partner ecosystems, including joint content, event presence, and marketplace listings Represent Sweep in partner-facing forums where relevant 6. Product coordination ⚙️ For product-led partnerships: support the Product team in benchmarking candidate solutions across technical fit, pricing, contractual flexibility, and GTM potential Own the transition from the Product-led build phase to the Legal/GTM-led activation phase Escalate trade-offs and sequencing conflicts to the Leadership team when Product bandwidth is constrained and prioritization decisions need to be made at leadership level. What success looks like in year one You've established a clear, repeatable partnership qualification and intake process. Inbound requests get fast decisions; no bandwidth leakage on low-priority conversations. You've activated 3 to 5 key partnerships end-to-end: from qualification through legal negotiation, sales enablement, and launch. Each has defined success metrics and is tracked separately in our pipeline. Governance is working: clear decision-making across Product, Legal, Sales, and Marketing. Partnership-sourced pipeline is growing: by Q4, 15% of new sourced pipeline conversations come from partner referrals or co-sell channels. You've built a documented partnership strategy that shapes Product's roadmap thinking and informs our build-vs.-partner-vs.-acquire decisions. At Sweep, artificial intelligence is part of how we work, learn, and build. Every team member uses AI tools daily to speed up operations, improve decision making, and unlock creativity. We don’t expect you to be an expert on day one, but we do expect curiosity, a willingness to experiment, and the desire to use AI as a true partner in your work. Whether it's analyzing information, drafting content, improving workflows, designing better employee experiences, or supporting distributed teams, you’ll use AI to work faster and smarter. We provide guidance, tools, and best practices so you can get the most out of it. We’re looking for candidates who already have hands-on experience with AI tools in a professional setting. You should be comfortable using AI to support your daily work, enhance productivity, and create new solutions. If you naturally reach for AI to amplify what you do, you’ll feel right at home here. That sounds just right for me. What do I need to bring? Glad you asked. This is who we’re looking for : Qualifications 🏆 5 to 8 years in tech partnerships, business development, or alliances, in a B2B SaaS, data, or enterprise software environment Previous experience in a high-growth Series B/C SaaS company, or in an established enterprise vendor where tech alliances is a mature, repeatable source of pipeline (Salesforce, Xerox, Microsoft, SAP, Cisco, ServiceNow, or similar) Demonstrated track record of owning partnerships end-to-end: from initial qualification through commercial negotiation, integration coordination, and GTM activation Experience building partner-sourced pipeline and revenue as a repeatable channel, not just managing existing relationships Experience working cross-functionally in complex organizations; comfortable driving alignment across Product, Legal, Sales, and Marketing without direct authority Prior experience engaging senior stakeholders at large technology vendors: hyperscalers, enterprise software platforms, or data providers Qualities 🧠 Strong commercial instinct: able to build a business case, structure a negotiation, think through pricing and bundling models, and assess the revenue potential of a partnership Able to translate product and technical complexity into a clear, compelling partner narrative, both internally and in front of partners Highly organized: capable of managing a portfolio of 10–15 active partner conversations at different stages simultaneously, without losing rigor Confident and credible in senior-level discussions; able to represent Sweep in a one-on-one with a VP of Partnerships at a major tech vendor Clear communicator: knows how to synthesize a complex ecosystem situation into a crisp recommendation for leadership Curious and opinionated: this role is expected to have a point of view on the market and push back, not just execute A plus Background in or strong working knowledge of sustainability, ESG, or climate tech Familiarity with the data provider ecosystem relevant to Sweep: S&P Global, EcoVadis, CDP, SBTi, Ecoinvent, and similar Experience with cloud marketplace programs (AWS Marketplace, Azure Marketplace, Snowflake Marketplace, GCP Marketplace) Exposure to M&A or build-vs.-buy processes in a product or corporate development context Copy that. And what’s in it for me? You will be joining an exciting young business that has the humble ambition to change the world. With a proven track record in starting companies, we’re hitting the ground running and aim to have an impact fast. Joining this journey allows you to really help shape our path. You will join a dynamic (mostly remote) team of engineers, business minds, creatives and carbon experts spread across Europe. We’re a fun bunch of people that want to work hard, and enjoy ourselves while doing so. And we believe in creating a calm environment, that knows that life is not just work, and we’ll all be doing better work because of that. We’re big believers in creating successful businesses that are good for everyone, including society and the planet. That’s why we’re a “Entreprise à Mission” and a Certified B Corp. We think this might be the ride of our lives. And hopefully yours, too. Department Partnership Role Tech Partner Locations London Remote status Hybrid Yearly salary £80,000 - £90,000 Variable Salary 30% About SWEEP Sweep is a sustainability data management platform. Though our primary focus is on environmental action, Sweep supports clients with all ESG goals, including waste reduction, water usage, biodiversity impacts, social equity and transparency in governance. We’re building a business that’s good for everyone, including society and the planet. That’s why we have B-Corp status and are an entreprise à mission, with our own committee that helps us keep to our manifesto . We’re committed to building an inclusive company, with a diverse group of talented people who all feel valued, feel like themselves, and thrive. Founded in 2020