Director, Partnerships & Strategic Alliances (EMEA)

Job Summary

The Head of Partnerships & Alliances, EMEA leads the development and execution of our UK, Ireland, and EMEA partner strategy. This is a strategic leadership role focused on building a high-impact ecosystem of:

--channel partners

--technology alliances

--industry bodies

--consulting firms

This role owns the regional partnership strategy and builds executive-level relationships that drive pipeline creation, revenue growth, and long-term market expansion.

This role is ideal for someone who thrives in a fast-growth SaaS environment and understands how to build repeatable partner-led revenue motions.

Role is Remote or Hybrid.

Essential Functions

·       Define and execute HSI’s EMEA partnerships and alliances strategy

·       Build a scalable indirect GTM motion across UK & Ireland

·       Identify high-value channel and referral partners

·       Develop strategic plans for co-selling and joint pipeline generation

·       Expand HSI’s presence within regulated sectors including utilities, infrastructure, construction, logistics, and workplace compliance

·       Deliver partner-sourced pipeline and revenue targets

·       Work with multiple stakeholders to build Joint GTM Plan

·       Drive measurable contribution to ARR growth

·       Build quarterly and annual alliance business plans

·       Forecast partner pipeline with rigor and accuracy

·       Track key metrics including sourced pipeline, influenced revenue, sourced revenue, win rates, and partner conversion

·       Own senior stakeholder relationships across strategic accounts and alliance partners

·       Engage with executive leadership teams at partner organisations

·       Drive commercial alignment with joint value propositions

·       Lead executive business reviews and strategic planning sessions

·       Work closely with:

  Sales

       Marketing

     Product

     Customer Success

        RevOps

      Legal / Procurement

·       Build partner onboarding and certification frameworks

·       Develop co-branded sales plays and enablement assets

·       Support joint events, webinars, and industry roundtables

·       Ensure partners can effectively position HSI’s EHS and compliance software suite

Requirements

·       Experience

·       8–10+ years in SaaS partnerships, alliances, or channel leadership

·       Proven success building partner-led revenue in UK / Ireland / EMEA

·       Experience in B2B SaaS, Consulting, workforce, or EHS software preferred

·       Strong enterprise commercial acumen

·       Track record of delivering measurable pipeline and ARR growth

  Skills

·       Strategic planning

·       executive stakeholder management

·       commercial negotiation

·       revenue forecasting

·       cross-functional leadership

·       GTM execution

·       CRM / Salesforce proficiency

ADA Requirements

Constant interpersonal skills, teamwork, customer service, problem analysis, and reading, speaking, writing, and understanding English. Frequent creativity, mentoring, presentations, and teaching. Occasional decision making and independent judgment or action. Frequent keyboarding, sitting, standing, hearing, and talking.