Our client is a leading provider of advanced workplace technology solutions, specializing in creating smart, efficient, and productive work environments. Their innovative solutions help organisations optimise their office spaces, enhance employee well-being, and drive operational efficiency.
Overview of Role
As Head of Strategic Partnerships, you will be responsible for developing and executing strategies to drive growth through partnerships with partners (i.e. referral, reseller partners). This role requires strong leadership, strategic thinking, and a deep understanding of how to effectively manage a partnership program. The role will work closely with several other teams (i.e. sales, marketing, operations, product) to generate leads and achieve business growth.
Key Duties and Responsibilities:
Strategic Partnership Development:
- Design, develop and operate a comprehensive Partner Management Programme
- Define clear ideal partner profile, create acquisition strategy, prepare commercial documentation and establish incentive mechanisms to activate
- Identify, prioritize, and cultivate partnerships with key partners that align with objectives and provide access to Ideal Customer Profile (ICP) customers
- Develop comprehensive partnership strategies to drive revenue growth, market expansion, and brand awareness
- Negotiate partnership agreements and ensure alignment of goals, expectations, and incentives for all parties involved
Relationship Management:
- Collaborate with sales to attract and on-board partners into the program and generate leads as part of ongoing discussions
- Build and maintain strong, collaborative relationships with partners, including referral, resellers, technology partners, and other relevant stakeholders
- Serve as the primary point of contact for partner enquiries, escalations, and strategic discussions
- Work closely with cross-functional teams, including sales, marketing, product, and finance, to ensure alignment and coordination in executing partnership initiatives
Channel Enablement and Support:
- Develop and implement channel enablement programs to educate and empower partners to effectively promote and sell our products or services
- Provide ongoing support, training, and resources to enable partners to achieve their sales and performance targets
- Monitor partner performance and provide regular performance feedback and coaching to drive sales and improvement
- Plan and execute events that are custom designed for partners to help them showcase the business to their clients
Market Analysis and Opportunity Identification:
- Conduct market research and analysis to identify emerging trends, competitive landscape, and new partnership opportunities
- Stay informed about industry developments, regulatory changes, and market dynamics that may impact partnership strategies
- Proactively identify and capitalize on opportunities to leverage partnerships to gain a competitive advantage
Metrics Tracking and Reporting:
- Drive partner engagement metrics - conversations, contacts added, leads generated, revenue achievement and commissions disbursed
- Define key performance indicators (KPIs) and metrics to measure the effectiveness of partnership initiatives and track progress
- Develop regular reports and dashboards to communicate partnership performance, insights, and recommendations to the SLT
Key Skills and Experience
- Proven ability to implement a global partner programme for a B2B Haas/Saas providers
- Knowledge of channel management best practices, ecosystems, and industry trends
- Proven ability to influence senior front end sales to drive local partner relationships
- Experience in Corporate Real Estate Technologies is highly desirable
- Proven ability in a sales environment
- Degree in business administration, marketing, or related field; MBA or equivalent
- Convincing demeanour to sell the benefits of partnerships
- Proven track record of success in developing and managing a partnerships programme, preferably in the technology, software, or SaaS industry
- Strong strategic thinking and analytical skills, with the ability to translate market insights into partnership strategies
- Excellent communication, negotiation, and relationship-building skills, with the ability to influence and collaborate effectively at all levels of the organization
- Demonstrated leadership experience, with the ability to inspire and motivate cross-functional teams to achieve common objectives
- Results-oriented mindset with a focus on driving measurable business outcomes and ROI from partnership initiatives
- Ability to thrive in a fast-paced, dynamic environment and adapt quickly to changing priorities and business needs