Identify, recruit, and onboard high-value partners (system integrators, VARs, MSPs, etc.)
Define partner segmentation and prioritize relationships based on business impact
Build and maintain strong, trust-based relationships with key partner stakeholders
Act as the main point of contact and lead regular business reviews (QBRs, pipeline reviews)
Develop and execute joint go-to-market (GTM) plans with partners
Drive co-selling initiatives and support strategic deals
Generate and grow partner-sourced and partner-influenced pipeline
Enable partners to effectively position, sell, and deliver solutions
Develop clear value propositions and business cases to support partner engagement
Define KPIs and track partner performance (pipeline, revenue, activity)
Improve partner lifecycle efficiency, including time-to-activation
Collaborate with the EMEA/worldwide team, and cross-functionally with Sales, Marketing, Product, and Customer Success
Advocate for partner needs internally and manage channel alignment/conflict

Proven experience in partnerships, alliances, indirect sales, or business development
Strong track record of driving revenue through partners
Experience working within cloud, infrastructure, or enterprise software ecosystems (strong advantage)
Experience managing complex stakeholder environments (internal & external)
Strong commercial acumen and results-oriented mindset
Excellent communication, negotiation, and influencing skills
Ability to operate both strategically and hands-on
Comfortable working cross-functionally in a fast-paced environment
Bachelor’s degree in Business Administration, Engineering, Computer Science, or a related field. An MBA or relevant certifications in cloud or partner management are a plus.
Native Spanish speakers with advanced English level (C1 or higher) are required.

Competitive compensation package and flexible remuneration: Meals, Transport, Nursery/Childcare
Customized workstation (macOS, Windows, Linux)
Private health insurance
Paid time off: Holidays, Personal Time, Sick Time, Parental leave
Afternoon-off working day every Friday and during summer
Remote company with bright HQ centrally located in Madrid; offices in Boston (USA), Brussels (Belgium) and Brno (Czech Republic); and access to office space near your location when needed.
Healthy work-life balance: We encourage the right for Digital Disconnecting and promote harmony between employees personal and professional lives
Flexible hiring options: Full Time/Part Time, Employee (Spain/USA) / Contractor (other locations)

Senior Partner Manager – Alliances, Ecosystem

Key skills