Partner Manager - EMEA

This pivotal Partner Manager role at Sitetracker drives revenue growth and customer acquisition across EMEA by building and activating high-value, long-term alliances with SIs, Consultancies, and ISVs. The role involves influencing major players within the critical infrastructure ecosystem, achieving ambitious ARR targets, and spearheading co-selling initiatives. Fluency in a European language (German, French, Spanish, or Italian) is essential for this challenging, growth-oriented opportunity within a high-performing team.

Must Have

• Achieve ambitious ARR targets
• Drive leads and opportunities with the partner network
• Establish and nurture joint business plans with priority SIs and Consultancies
• Expand relationships and spearhead co-selling initiatives
• Consistently exceed personal revenue targets
• Identify win-win opportunities for end customer value
• Lead sales cycles with Partners and AEs
• Run training sessions for Account Executives on partner collaboration
• Articulate a compelling value proposition for SIs, Consultancies and ISVs
• Map internal account lists with partner accounts
• Understand internal dynamics and structure of professional service organisations
• Negotiate and advance partner agreements
• Coordinate successful sales or delivery enablement programs
• Demonstrate a structured approach to governance (QBRs)
• Handle critical escalations
• Demonstrate fluency in the Plan, Build, Operate, Maintain lifecycle for critical infrastructure
• Possess direct experience in relevant industries (Clean Energy, Utilities, Digital Infrastructure, Data Centres, Real Estate, Rail)
• Exhibit detailed knowledge of competitive technology solutions

Good to Have

• Existing network of relevant partners
• Experience of working with Salesforce
• Experience of working with AWS

The Opportunity

Step into a pivotal role at the intersection of enterprise technology and strategic partnerships, driving significant revenue growth and customer acquisition across Europe. As someone that is fluent in at least one European language (German, French, Spanish AND/OR Italian you’ll build and activate high-value, long-term alliances with SIs, Consultancies, and ISVs, influencing major players within the critical infrastructure ecosystem. This is a challenging, growth-oriented opportunity within a high-performing team, where your commercial acumen and ability to move with speed and rigour will directly shape our market expansion.

What You'll Do

Reporting directly to the Head of Partners - EMEA, you'll be a highly effective operational 'activator' making things happen out in the field together with our partners. Your core mission will be to achieve ambitious ARR targets, driving leads and opportunities with the partner network. You will establish and nurture joint business plans with priority SIs and Consultancies, expanding relationships and spearheading co-selling initiatives. You will join an established Partners team, hitting the ground running as you apply your Partner Management experience and adapt at speed.

The Skills You'll Have

Co-Sell Orchestration & Sales Influence

• Consistently exceed personal revenue targets, demonstrating a strong commercial drive.
• Identify win-win opportunities that bring end customer value through software licenses and implementation services.
• Demonstrate a hands-on approach to leading sales cycles together with Partners and AEs, including shaping joint value propositions, preparing sales collateral, and drafting joint delivery models.
• Possess experience in running training sessions for Account Executives on effective partner collaboration throughout a deal cycle.

Field Activation & Account Mapping

• Articulate a compelling value proposition for SIs, Consultancies and ISVs to partner with Sitetracker
• Provide evidence of successfully mapping internal account lists with partner accounts to identify concrete opportunities for collaboration.
• Understand the internal dynamics and structure of professional service organisations and identify the key profiles to sponsor and drive partnerships
• Share success stories of converting nascent or unproductive partnerships into highly productive ones
• Point to multiple successful account mapping exercises that directly translated into leads and opportunities, bringing account teams together for a joint customer approach with partners similar to Sitetracker's.

Partner Relationship Management

• Show experience negotiating and advancing partner agreements, moving partners through various tiers (e.g., from "Registered" to "Preferred").
• Provide evidence of coordinating successful sales or delivery enablement programs that resulted in partner certification.
• Demonstrate a structured approach to governance, including examples of agendas used for Quarterly Business Reviews (QBRs).
• Successfully handle critical escalations (e.g., a failed delivery) and adeptly restore the health and trust in relationships.
• Possess an existing network of relevant partners that will accelerate Sitetracker’s progress.
• Ideally have or do have experience of working with Salesforce and/or AWS

Sector and Domain-Specific Expertise

• Demonstrate fluency in the Plan, Build, Operate, Maintain lifecycle for critical infrastructure
• Possess direct experience in relevant industries such as Clean Energy, Utilities, Digital Infrastructure, Data Centres, Real Estate, Rail
• Exhibit detailed knowledge of competitive technology solutions within asset lifecycle management.

Within 90 Days, You'll:

• Integrate swiftly into the EMEA Partner and Sales teams, gaining a comprehensive understanding of the current partner network and ongoing initiatives.
• Have command of the Sitetracker message and be able to articulate our story and value proposition to partners and prospects
• Contribute to the partner-sourced pipeline by influencing early-stage opportunities and actively supporting existing co-sell motions.

Within 180 Days, You'll:

• Establish and formalize joint business plans with each of your SI/Consultancy partners, detailing co-selling and enablement initiatives with clear success metrics.
• Be facilitating and closing multiple late stage opportunities together with partners
• Orchestrate and participate in successful enablement programs for partner sales teams

Within 365 Days, You'll:

• Exceed annual ARR targets driven by your partner network, demonstrating consistent pipeline build, deal velocity and successfully won opportunities
• Elevate strategic partner relationships, advancing key partners through the partner tiers and working closely with them for customer and partner success
• Maintain a vibrant portfolio of trusted partners across geographies, industries, segments

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.