Job Title: Global Head – Strategic Partnerships & Channels
Location: India / Europe (Preferred: Germany)
Work Type: Remote
Role Purpose
The Global Head – Strategic Partnerships & Channels will design, build, and scale a global partner ecosystem. This executive leadership role will drive high-impact strategic alliances and channel models that accelerate revenue growth, expand geographic reach, and unlock new enterprise buying centres.
The role combines strategic vision, commercial leadership, and operational execution to establish a scalable and disciplined global channel engine.
Experience & Qualifications
- 15+ years of experience in strategic partnerships, alliances, or channel leadership within enterprise technology, industrial software, SaaS, or OT/IT environments.
- Proven track record building and scaling global partner ecosystems driving significant revenue growth.
- Experience working with OEMs, system integrators, and industrial technology ecosystems strongly preferred.
- Hands-on experience in co-sell, joint GTM, and partner-led revenue models.
- Executive-level stakeholder management across multiple geographies.
- International exposure and strong understanding of global enterprise buying behaviour.
Key Responsibilities
Channel & Ecosystem Strategy
- Define and execute a global channel and partnership strategy aligned to long-term growth objectives.
- Identify and prioritise key partner archetypes including OEMs, system integrators, industrial platforms, and ecosystem enablers.
- Establish channel segmentation and maturity frameworks to scale partner performance.
Strategic Partnerships Development
- Originate, negotiate, and structure global and regional strategic partnerships with measurable commercial impact.
- Co-create joint value propositions integrating AI platform capabilities with partner domain expertise.
- Design scalable co-sell and co-build models including joint account planning and shared pipeline development.
Partner Enablement & GTM Execution
- Build structured partner enablement programmes (certifications, playbooks, onboarding frameworks).
- Enable partners to independently originate, qualify, and close opportunities over time.
- Collaborate closely with Sales, Product, and Customer Success teams for seamless partner-led execution.
Commercial Governance & Performance
- Define partner KPIs covering pipeline contribution, revenue, deal velocity, and win rates.
- Establish disciplined governance mechanisms including QBRs and performance optimisation cycles.
- Align commercial models, incentives, and pricing frameworks to maximise partner productivity.
Global Expansion & Scale
- Leverage partnerships to enter new geographies and industry adjacencies.
- Develop ecosystem leaders capable of supporting complex, multi-country deployments.
- Continuously optimise channel mix to reduce CAC and improve revenue efficiency.