About The Role

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Senior Director, Alliance based in Portugal.

This is a senior leadership opportunity focused on building and scaling strategic alliances across <EMEA.You>’ll lead relationships with top-tier global systems integrators, shaping joint strategies that drive customer adoption, revenue, and long-term growth.The role combines executive relationship management with ownership of partner-sourced pipeline, consumption, innovation, and go-to-market <initiatives.You>’ll lead a team of alliance professionals while collaborating closely with sales, product, engineering, operations, and other regional stakeholders.A key part of the role is helping partners develop differentiated capabilities around emerging Data and AI technologies and enterprise <transformation.You>’ll operate in a fast-growing, complex environment where strategic judgment, technical fluency, and strong cross-functional leadership are essential.This is an opportunity to influence some of the region’s largest strategic accounts while building scalable partnership models for the future.

Accountabilities

Own and execute the EMEA alliance strategy across a portfolio of top-tier Global Systems Integrator (GSI) partners, developing strategic relationships and joint business plans.

Build strong C-suite relationships with priority partners and establish regular executive governance through business reviews, joint planning sessions, and strategic alignment meetings.

Develop mutually agreed partner strategies with clear objectives around consumption, bookings, certifications, pipeline generation, customer adoption, and joint innovation.

Lead the evolution of partner capabilities around emerging Data and AI technologies, including AI/BI, agentic AI, database and platform expansion, and other strategic innovations.

Drive joint co-innovation initiatives, repeatable intellectual property, solution development, and partner-led go-to-market campaigns that accelerate enterprise transformation.

Activate structured partner-led migration and sales motions, using scalable plays and funded programs to generate demand and accelerate customer value.

Manage and develop a team of EMEA alliance professionals, providing coaching, strategic direction, performance management, and career development.

Partner closely with regional sales and alliance leadership to increase partner-sourced pipeline, consumption, and customer impact.

Establish governance frameworks that ensure accurate attribution and visibility of partner-sourced and partner-influenced pipeline.

Develop enablement strategies that expand partner capabilities, including technical certifications, sales expertise, delivery skills, and knowledge of emerging technologies.

Secure investment and develop programs that encourage partners to build repeatable solutions and differentiated practices.

Own the full lifecycle of strategic partnerships, including evaluation, development, performance management, and potential offboarding.

Collaborate with internal and external stakeholders to align partner priorities, commercial objectives, technical capabilities, and customer outcomes.

Evangelize alliance strategy and process changes across Product, Sales, Engineering, Operations, and other cross-functional teams while fostering transparent, asynchronous collaboration.

Requirements

Extensive experience building, managing, and scaling strategic partnerships across EMEA, with progressive leadership experience within a reputable technology organization.

Proven track record of hiring, developing, and leading alliance or partner professionals to exceed business objectives.

Deep understanding of Global Systems Integrators and their organizational structures, stakeholders, strategies, cultures, offerings, and joint value propositions.

Experience working with major global consulting and systems integration organizations such as Accenture, Deloitte, Capgemini, EY, or equivalent firms.

Strong executive presence and demonstrated ability to establish trusted relationships with C-suite stakeholders at regional and global levels.

Proven ability to mobilize partner and field teams around a shared strategy and translate executive relationships into measurable business outcomes.

Deep domain knowledge across enterprise infrastructure, cloud, data, AI, analytics, or related technology markets, with the ability to communicate complex technical value propositions effectively.

Demonstrated success driving partner-sourced and partner-initiated pipeline, rather than focusing solely on co-selling or delivery attachment.

Experience moving strategic partners from reactive delivery relationships toward proactive demand generation and business development.

Strong experience designing and executing structured joint go-to-market campaigns, strategic account engagements, and scalable partner-led sales programs.

Experience delivering results within hyper-growth, large-scale enterprise environments where processes and operating models are continuously evolving.

Strong AI fluency, including hands-on use of AI tools to manage, analyze, and scale partner activities and workflows.

Understanding of the agentic AI landscape and how strategic partners can develop differentiated capabilities and practices around emerging AI technologies.

Excellent written, verbal, presentation, and organizational skills, with the ability to articulate complex solutions and influence senior internal and external stakeholders.

Strong strategic judgment, commercial acumen, and ability to balance long-term partnership strategy with immediate business priorities.

Ability to operate autonomously in a fast-paced, ambiguous environment while maintaining strong alignment across multiple teams and stakeholders.

Benefits

Competitive, location-based compensation designed to reflect role level, experience, skills, and local market conditions.
Comprehensive benefits and perks tailored to the employee’s region.
Opportunity to work with globally recognized technology and consulting partners across EMEA.
Exposure to senior executives and strategic enterprise customers.
Leadership and career development opportunities within a high-growth technology environment.
Opportunity to work at the forefront of Data, AI, cloud, and enterprise technology transformation.
Inclusive and diverse workplace culture focused on helping employees thrive and develop.
Opportunities to contribute to innovative partner solutions, go-to-market programs, and emerging AI initiatives.