Gravitas Recruitment Group (Global) Ltd
Director of Strategic Partnerships
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Location:
London
3 days a week - Tuesday, Wednesday, Thursday
Now Hiring: Head of Partnerships / Strategic Channel Lead
(Newly Created Role | Build the Partner Ecosystem from Scratch)
I’m supporting a client in hiring someone to build and own their entire partner ecosystem, combining strategic account growth with creating a brand-new channel function.
If you’re entrepreneurial, commercially sharp, and excited by building something from zero, this one’s for you👇
Salary/OTE
£80,000 - £100,000, OTE up to 50%
The Opportunity
This is a newly created role designed to build and own the organisation’s partner ecosystem. You will lead two interconnected workstreams:
1. Managing and growing strategic accounts
You will inherit a portfolio of high-value partner and OEM-style relationships worth approximately $1.5M, including major consulting and professional services firms. These accounts represent significant recurring revenue with strong growth potential. Your objective is to deepen relationships, expand adoption within partner-led client engagements, and drive commercial growth.
2. Building a new partner network
In parallel, you will establish the organisation’s channel function from the ground up. One of the company’s most successful models is a partnership with a specialist consultancy that has embedded the platform into its delivery methodology mapping client processes, building data integration solutions, and training end customers for long-term ownership. This is not a reseller model; it is a solutions-led, embedded-technology partnership.
Your mission is to replicate and scale this model, targeting boutique-to-mid-sized system integrators and consultancies (typically 5–100 employees) working across data management, integration, digital transformation, and AI readiness. You will define the partner proposition, build the outreach engine, and grow a high-quality partner network across geographic and vertical markets.
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This is fundamentally a builder role suited to someone entrepreneurial who wants to create a strategy, not just execute one.
Key Responsibilities
Strategic Account Management
- Own and develop an existing portfolio of VIP partner and OEM accounts, with full commercial responsibility for retention and growth.
- Build trusted, senior-level relationships, positioning the organisation as a strategic technology partner rather than a transactional vendor.
- Identify and pursue expansion opportunities including new use cases, geographies, and partner-led client engagements.
- Negotiate renewals, restructures, and commercial growth deals.
Partner Network Development
- Define and execute a partner recruitment strategy focused on specialist system integrators, data consultancies, and niche technology firms that embed tooling into their client delivery.
- Develop the partner value proposition, enablement assets, and commercial frameworks (referral, reseller, OEM).
- Build a pipeline of prospective partners through targeted outreach, events, and ecosystem engagement.
- Onboard, enable, and support new partners through their first projects and beyond.
- Track and report on partner-sourced and partner-influenced revenue against agreed targets.
Strategy & Revenue Diversification
- Contribute to the wider commercial strategy for diversifying revenue beyond direct sales.
- Identify high-potential segments for partnership development — by geography, vertical, or domain.
- Collaborate closely with Sales, Marketing, Product, and Professional Services to align partner initiatives with organisational goals.
- Provide regular reporting and forecasting across both strategic accounts and the developing partner channel.
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What We’re Looking For
Essential
- 5–10 years’ commercial experience in channel, partnerships, alliances, or strategic account management within the technology sector.
- Proven experience building partner relationships or channel programmes, ideally from early or growth-stage environments.
- Experience managing high-value, complex, multi-stakeholder accounts.
- Track record of achieving revenue targets through indirect or partner-led models.
- Strong commercial instincts — able to structure deals, negotiate terms, and creatively align incentives.
- Excellent communication and relationship-building skills, comfortable engaging senior and C-level stakeholders.
- Self-starter mentality with the desire to define and build new processes and frameworks.
Desirable
- Experience in data integration, data management, ETL, or broader data infrastructure.
- Familiarity with the competitive landscape (e.g., Informatica, Talend, SSIS, MuleSoft).
- Experience working with or selling through consulting firms (Big 4, mid-tier, specialist SIs).
- Background in a scale-up or mid-market software business where you have built rather than inherited processes.
- European language skills or experience operating across European markets.
Salary/OTE
£80,000 - £100,000, OTE up to 50%
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