Senior Manager, Partnerships EMEA

ROLE SUMMARY

The company powers critical applications and AI agents at companies including OpenAI, Stripe, Netflix and JPMorgan Chase. Following our $550M Series E at a $12.55B valuation, we’re accelerating our global expansion as demand for reliable AI infrastructure grows.

As Director / Sr. Manager, EMEA Partnerships, you’ll run our regional partner business like a GM, owning the strategy, team, execution and results. Your mandate is to make Partnerships mission-critical to winning EMEA, sourcing new opportunities, helping our field teams win and accelerating consumption.

This is a player-coach role. You’ll attract and develop strong talent while personally building partner relationships, creating pipeline and working deals alongside our sellers. SI and GSI partnerships will be a primary focus, with hyperscalers central to how we build and win business together. You’ll determine the right partner mix, build the team to execute, and instill the mindset that partners are how we sell and win.

WHAT YOU’LL DO

• Run the EMEA partner business like a GM, making clear choices about strategy, priorities and investment, and making Partnerships mission-critical to winning in the region

• Lead and develop the existing team while recruiting and hiring strong talent as we grow; build a team that great people want to join

• Set clear priorities and expectations, coach the team on partner development and deal execution, and establish a consistent approach to pipeline reviews, forecasting and accountability

• Scale our SI and GSI ecosystem, generating new business from existing partners while recruiting and activating priority partners across EMEA

• Lead our regional hyperscaler partnerships to drive joint pipeline and consumption, making “power of three” co-selling between the company, hyperscalers and SI/GSI partners a core part of the motion

• Work hand-in-hand with EMEA sales leadership to instill the mindset that partners are how we sell and win; equip sellers with the partner relationships, knowledge and plays to put that into practice in account planning, pipeline creation and deal execution

• Operate as a player-coach, personally recruiting and developing partners, sourcing opportunities and working deals through close, while coaching your team to do the same

• Partner with our Technical Services team to get SI and GSI practitioners trained, certified and delivering successful the company projects

• Evaluate and develop emerging partner models, including ISVs, and adjust the regional partner mix based on business impact

• Represent EMEA at the global level, working with global partner owners so regional execution and global strategy reinforce each other

WHAT YOU’LL BRING

• A track record of owning and growing a regional partnerships business in EMEA, including building and scaling services partner ecosystems

• A strong eye for talent and demonstrated ability to attract, recruit and hire high-performing partnerships or sales professionals

• Proven experience directly managing and developing a team, including setting goals, coaching individuals, addressing underperformance and helping people grow

• A track record of originating partner-sourced pipeline and closing deals, with numbers you can point to for both your own work and the teams you’ve led

• Strong business judgment about where to invest time and resources across markets, partners and motions, with the ability to turn those decisions into results

• Established relationships with regional and global SIs and hyperscaler teams, and experience bringing them together to win business

• Demonstrated ability to earn credibility with sales leaders and sellers, influence how they sell, and translate partner strategy into sales execution

• Ability to build rapport with and influence partner executives, global alliance stakeholders and cross-functional teams

• Comfort in conversations with developer and architect personas; a background in developer platforms, cloud infrastructure, open source or AI is a strong plus

• Maniacal attention to detail, excellent work ethic and unwavering commitment to delivering business results

• Willingness to travel regularly across EMEA

The company Technologies is an Equal Opportunity Employer. The company Technologies does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status, or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business need. We embrace and celebrate differences and diversity.

The company is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. If you need to request a reasonable accommodation, please let your Recruiter know so we can assist.