Strategic Partner Leader - EMEA

Job Title: Strategic Partner Leader - EMEA

Level: Senior

Working Hours: Full Time (40h/Week)

Location: Remote (EMEA)

Your Team 👥

You will report to our Head of Global Partnerships and join the Channel & Partnerships team.  On TheOrg you can view the complete structure of our organisation, including information about every team member, hiring managers and the size of each department.

Your Responsibilities ✏️ 

You will be responsible for spearheading our partner ecosystem strategy in Greater EMEA which includes the following regions: UKI, France, DACH and NORDIC core regions, driving revenue growth and expansion into our Enterprise ICP by developing our partner ecosystem, leveraging one of the world’s most widely deployed Commercial Open Source Software (COSS) collaboration products worldwide.

The role will require a diversified approach to build the partner ecosystem on top of existing partners and the development of pipeline generation along with those partners, targeting core ICP accounts via outbound, leveraging all kinds of partners to penetrate net new logos and existing customers. This is an opportunity to structure the partnership ecosystem within those regions from a handful of existing partners to a solid foundation to scale the market for long-term success through a channel-first strategy.

The successful candidate will build the foundation of the partner ecosystem in the region, designing and implementing sales strategies and fostering partnerships to achieve sales targets. If you thrive in a high-growth, high-impact role—where you can shape strategy, build strong alliances, and drive business success—this is the perfect role and opportunity for you!

Mandatory Hard Skills 🎯

• 7 to 10 years of experience in enterprise software sales, focusing on building partner ecosystems;
• 3 to 5 years of selling with Partners to the Public or Federal Sector;
• Proven experience working with partners in heavily regulated industries in the greater EMEA markets (Core DACH, UKI, France, Nordics);
• Expert knowledge of the B2B business model and partnership ecosystem;
• English Fluency;
• Availability to travel 25% of the time (estimated);
• Strong relationships with Partners in the EMEA region.

Desirable Hard Skills 💕 

• Dutch, German or French proficiency;
• Strong relationships with Partners working with Government and Defense in Greater EMEA, with a strong focus in France, DACH and Nordics.

Soft Skills ✨

• Dynamic professional with a passion for effective communication and collaboration;
• Key player, engaging in cross-functional collaboration, fostering a positive work environment that values teamwork and innovation;
• A critical thinking and analytical mindset will be instrumental in solving complex challenges and driving strategic initiatives;
• Presentation skills, delivering compelling and impactful messages to diverse audiences;
• Entrepreneurial skills are a must as you contribute to the development of innovative solutions and identify growth opportunities;
• Results-oriented individual, you'll thrive in a fast-paced environment, consistently delivering on targets combined with your disciplined approach, ensuring efficiency and effectiveness in all tasks;
• Passion: Genuine enthusiasm for what you do and how it contributes to our company's mission;
• Dream: Proactively seek out opportunities and challenges to achieve extraordinary results. If you're someone who takes initiative and is always striving to improve, you'll fit right in;
• Own: Take ownership of your work, set high standards for yourself, and be accountable for outcomes, demonstrating a strong sense of responsibility and commitment;
• Trust: Recognizing the importance of trust and support and actively working towards a collaborative and inclusive workplace;
• Share: Communicating openly and transparently ensures clarity and honesty in interactions.

What You'll Do 🖥️

• Collaborate with external partners strategically, co-selling with distributors and SIs OEM/VARs;
• Lead the strategy and build out, recruiting, onboarding, and enablement of new partners in Greater EMEA to expand Rocket.Chat’s global partner ecosystem;
• Develop and manage a robust pipeline to generate revenue from  partners;
• Develop joint business plans with the partners of your core regions and the rest of the sales team to ensure consistent growth.;
• Work with different stakeholders in sales, operations, engineering, and finance to make sure our partners across EMEA are successful;
• Collaborate with Marketing on a regional basis to develop strategies that drive demand through the partner ecosystem and educate the market on Rocket.Chat’s value proposition;
• Assess partner performance, develop action plans, and manage quarterly business reviews;
• Support the recruiting, onboarding, and enablement of new partners in the region to expand Rocket.Chat’s global ecosystem.