Head of Alliances, EMEA & APAC

Responsibilities

• Own the partnership strategy for EMEA & APAC — including operating model design, partner segmentation, prioritization, and commercial outcomes.
• Build and scale the consultant engagement motion: develop influence strategies, proof points, training programs, and tools; establish sourced and influenced pipeline tracking.
• Build and scale the system integrator motion: lead target-partner selection, joint solution development, implementation coordination, and structured partner account planning.
• Design the analytics, reporting, and operating cadence that connect partnership activity to pipeline and revenue contribution.
• Lead and develop a partner manager, deploying them effectively across relationship management, field coordination, and execution tasks.
• Manage secondary partner motions — including co-sell, resell, field alignment, and account mapping — at appropriate priority.
• Collaborate cross-functionally with Sales, Marketing, Customer Success, and Product to ensure partner GTM motions are aligned with regional strategy and product roadmap.
• Deliver regular, data-driven reporting on partnership health, pipeline influence, and commercial outcomes to senior stakeholders.

Qualifications

• Bachelor's degree in Business Administration, Engineering, Supply Chain, or related field.
• 8+ years of experience in strategic partnerships, alliances, channel development, or business development in B2B technology, logistics/supply chain, or industrial automation.
• 3+ years of experience in warehouse automation, intralogistics, material handling, or adjacent industrial technology.
• Proven track record of building partnership programs.
• Strong understanding of consultant and system integrator engagement models, and how they differ from traditional reseller or co-sell motions.
• Ability to design operating cadences, partner scorecards, and pipeline attribution frameworks.
• Experience managing and developing a small team while remaining hands-on in strategic partner conversations.