Pavion
Strategic Partnership Manager - EMEA
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The Strategic Partnership Manager
The Strategic Partnership Manager is responsible for owning and growing Pavion’s most important manufacturer and technology partnerships, using them to strengthen our market position and generate qualified opportunities and revenue. While the vendor and alliance function manages day-to-day relationships, this role sets the partnership strategy, agrees joint growth plans with priority partners, and works with Sales and delivery teams to turn those plans into won and successfully delivered projects. The role is accountable for the strategic direction and commercial performance of the partnership portfolio.
Essential Duties and Responsibilities
Strategy & Positioning
- Define and regularly review the partnership strategy, including which manufacturer and technology partners (e.g. Gallagher, Genetec, Bosch, Axis, Milestone, Lenel) develop or rationalise, based on market opportunity, customer demand, and commercial value.
- Lead the negotiation of strategic partner agreements and joint business plans, working with the appropriate commercial and legal stakeholders on final approval.
- Position Pavion as a partner of choice within each vendor's ecosystem, influencing where and how they route opportunity.
Growth & Expansion
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- Drive partner-sourced revenue: turn strategic relationships into referred projects, co-sell motions, and expansion into key pipeline and target sectors.
- Build joint go-to-market initiatives: campaigns, propositions, and events that create qualified demand.
- Work with Sales, account, and delivery leaders to qualify opportunities, support bids, and ensure that partner commitments can be delivered effectively.
Commercial Oversight
- Ensure the portfolio delivers full commercial value - partner tiers, rebates, and marketing development funds (MDF) - typically directing or overseeing this rather than administering it day to day.
- Report to leadership on partner performance, pipeline, revenue, return on joint activities, risks, and recommended changes to the portfolio.
Measures of Success
- Partner-sourced revenue and expansion (£), including into named growth pipeline.
- Progress against joint business plans and strategic partner agreements.
- Growth in priority partner relationships and the commercial benefits they provide.
- Qualified opportunities and revenue generated through joint go-to-market activity.
Qualifications & Experience
- Proven senior-level experience in partnerships, alliances, channel management, or strategic business development, ideally within electronic security, technology, or complex B2B integration.
- Strategic and commercial: able to shape a portfolio and a plan, negotiate at a senior level, and still drive tangible revenue.
- Strong executive presence and relationship-building — credible with both vendor leadership and internal leadership.
- Comfortable owning a growth number and reporting into the top of the business.
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Work Environment
- The role operates across office, home, and external meeting environments. Travel to customer premises, conferences, and industry events within EMEA.
- Occasional flexibility in working hours may be required to attend events or engage with partners across different time zones, where relevant.
What we offer
- Competitive base salary
- Commission
- Car allowance
- Comprehensive benefits package, including pension and private healthcare
- Access to TELUS LifeWorks wellbeing support
- Access to Pavion’s global network of expertise, capability, and resources
We are committed to creating an inclusive workplace where everyone feels respected and supported. We welcome applications from all backgrounds and experiences and make recruitment decisions based on skills, experience, and business needs.
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