Strategic Partnership Manager

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Take ownership of and expand Andela's co-sell partnership with GitHub throughout Europe, the Middle East, and Africa.

• Cultivate and sustain relationships with GitHub's field sales representatives, partner managers, solution engineers, and service leaders.

• Lead the development of the joint Partner Business Plan and facilitate quarterly business reviews and monthly deal assessments.

• Represent Andela at partner locations, sales kickoffs, field events, and executive meetings across the EMEA region.

• Identify and qualify partnership opportunities prior to engaging Andela's sales and Solutions Managers.

• Oversee co-sell initiatives on active deals and eliminate obstacles to success.

• Align accounts with GitHub and coordinate with Andela's EMEA sales team on targeted accounts.

• Build and manage a partner-sourced pipeline with precise Salesforce tracking.

• Register opportunities involving partners and secure funding based on deals.

• Manage marketplace listings, partner program tiers, designations, specializations, certifications, customer references, and registered-deal thresholds.

• Maintain partner portals, deal attribution, and consumption tagging.

• Assist Solutions Managers with qualified opportunities and partner enablement initiatives.

• Collaborate with the Partner Marketer on campaigns, customer initiatives, and events.

• Contribute to customer stories and references by sharing success stories.

• Report on partner pipeline, bookings, funding, and program status to the Director of Partnerships and sales leadership.

• Expand the co-sell playbook within GitHub's broader cloud ecosystem and support AI lab partners.

• Success will be gauged through partner-sourced and partner-influenced bookings, registered deals, pipeline growth, co-sell victories, partner funding, consumption, and program status.

⛳️ Requirements

• A minimum of 5 years of experience in partner, alliance, or channel management within a technology services company, consultancy, systems integrator, or ISV.

• Direct, hands-on experience with the GitHub partner program or a similar cloud or developer-platform partner program, including co-sell, deal registration, partner portals, and partner funding claims.

• Proven track record of managing a partner-sourced or partner-influenced revenue target and increasing pipeline through a partner's field sales teams.

• Experience in executing joint business plans, quarterly business reviews, and account mapping with a significant technology partner.

• Technical fluency in software development, DevOps, platform migration, or AI adoption sufficient to qualify potential opportunities.

• Ability to influence partner sellers and internal sales teams without direct authority.

• Strong organizational skills and commitment to program mechanics.

• Excellent CRM hygiene; experience with Salesforce is preferred.

• Must be based in or capable of working from London.

• Willingness to travel across EMEA for partner meetings and events.

• Existing network within GitHub's EMEA partner and field organizations is preferred.

• Experience managing partner tiers, designations, specializations, and marketplace listings is preferred.

• Exposure to AI lab partner programs or a willingness to develop in that area is preferred.

• Background in selling or partnering on developer tooling, cloud modernization, engineering talent, or technical training services is preferred.

• Experience working across European and African markets is preferred.

• Experience at a company involved in building a partner function from an early stage is preferred.

🏝️ Benefits

• A compensation structure that combines base pay with variable incentives linked to partner-sourced and partner-influenced bookings.

• Flexible remote work arrangement.

• Opportunity to collaborate with global technical talent and technology partners.

• Exposure to GitHub, the cloud ecosystem, and AI lab partner programs.