Head of Partnerships & Strategic Alliances (EMEA)

3 months, 2 weeks ago
Full-time
Lead
Sales and Business Development
HSI

HSI

HSI is a premier provider of EHS solutions, offering safety training, compliance services, and software solutions to enhance workplace safety and employee development globally.

Professional Services
251-1K
Founded 1978

Description

  • Define and execute HSI’s EMEA partnerships and alliances strategy.
  • Build a scalable indirect go-to-market motion across the UK and Ireland.
  • Identify and develop high-value channel, referral, technology, consulting, and industry-body partners.
  • Create and manage co-selling, joint pipeline generation, and partner-led revenue plans.
  • Expand HSI’s presence in regulated sectors such as utilities, infrastructure, construction, logistics, and workplace compliance.
  • Deliver partner-sourced pipeline and revenue targets and contribute to ARR growth.
  • Build quarterly and annual alliance business plans and forecast partner pipeline accurately.
  • Track partnership performance metrics including sourced pipeline, influenced revenue, sourced revenue, win rates, and conversion rates.
  • Own senior stakeholder relationships with strategic accounts, alliance partners, and executive leaders.
  • Lead partner onboarding, certification, joint business reviews, co-branded enablement, and partner events such as webinars and roundtables.

Requirements

  • 8–10+ years of experience in SaaS partnerships, alliances, or channel leadership.
  • Proven success building partner-led revenue in the UK, Ireland, or EMEA.
  • Experience in B2B SaaS, consulting, workforce, or EHS software is preferred.
  • Strong enterprise commercial acumen.
  • Track record of delivering measurable pipeline and ARR growth.
  • Experience with strategic planning, executive stakeholder management, commercial negotiation, and GTM execution.
  • Experience with revenue forecasting and cross-functional leadership.
  • Proficiency with CRM systems, including Salesforce.
  • Ability to work remotely or in a hybrid setup.
  • Meets ADA requirements including strong interpersonal, communication, teamwork, problem-solving, and presentation skills.

Interested in this position?

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