Partner Strategy & Program Lead

Join a high-impact role at the centre of our partner-led growth strategy, where you’ll shape how we scale through our ecosystem and deliver measurable commercial outcomes.

The Role

We’re looking for a strategic and execution-focused leader to define and operationalise our partner growth strategy. Sitting at the heart of our partner ecosystem, you’ll bridge long-term vision with day-to-day execution—ensuring our partners are aligned, activated, and driving revenue.

Reporting to the Head of Partner Operations & Strategy, you’ll lead a team responsible for both where we play (strategy and planning) and how we win (programs and lifecycle execution).

What You’ll Be Doing

Partner Strategy & Ecosystem Design

• Define and evolve the global partner strategy aligned to business growth objectives
• Segment the partner ecosystem (channel, SI, technology, OEM) and clarify roles across each
• Identify priority markets, industries, and partners for expansion
• Partner with Product and Corporate Strategy on build, buy, or partner decisions

• Lead annual and multi-year partner planning cycles
• Design coverage models, territory alignment, and capacity planning
• Identify whitespace opportunities and optimise partner deployment globally
• Align partner strategy with Sales, Marketing, and Finance planning

Partner Program Design

• Own the global partner program framework, including tiering, benefits, and requirements
• Build scalable, performance-driven program structures
• Ensure programs drive partner activation, productivity, and growth
• Continuously evolve programmes based on insight and performance

Partner Lifecycle & Experience

• Define and optimise the full partner lifecycle (recruit → onboard → activate → grow → retain)
• Enhance onboarding, activation, and engagement through structured programmes
• Deliver a consistent, high-quality global partner experience
• Use partner feedback to improve lifecycle and programme design

Investment & MDF Strategy

• Define the approach to partner investments (e.g. MDF, co-marketing)
• Ensure benefits are aligned to performance and outcomes
• Track and optimise ROI on partner investments

• Prioritise high-performing partners and markets

Cross-Functional Collaboration

• Work closely with Sales, Marketing, Product, Finance, and Partner Enablement
• Ensure alignment between partner strategy and go-to-market priorities
• Collaborate with systems, incentives, and analytics teams

• Provide strategic insight and recommendations to leadership

Performance & Optimisation

• Define and track KPIs across strategy, programmes, and lifecycle
• Use data to continuously refine approach and improve effectiveness

• Drive measurable improvements in partner activation, productivity, and retention

Leadership

• Lead and develop a high-performing team across strategy, planning, programmes, and lifecycle
• Establish clear ownership, operating rhythms, and accountability

• Foster a culture of strategic thinking, operational excellence, and continuous improvement

  About You

• Strong experience in partner strategy, revenue operations, channel programmes, or go-to-market strategy
• Proven success building and scaling partner ecosystems and programmes
• Experience leading and developing high-performing, cross-functional teams
• Strong strategic planning, segmentation, and financial modelling capability
• Deep understanding of partner lifecycle and channel business models

Nice to have

• Background in SaaS or high-growth technology environments
• Experience in consulting, corporate strategy, or planning roles
• Experience designing global partner programmes and tiering structures
• Familiarity with ecosystem-led growth models

What You'll Bring

• Strategic thinking with strong execution focus
• Ability to build and scale programmes and frameworks
• Data-driven decision making
• Strong influencing and stakeholder management skills
• Commercial and financial acumen
• Clear and confident communication style

What Success Looks Like

• Growth in partner-sourced and influenced revenue
• Improved partner activation, onboarding, and retention
• Increased adoption and effectiveness of partner programmes
• Strong ROI from partner investments
• Expanded market coverage and partner performance
• Clear alignment between partner strategy and business growth

Why Join

This is a key role connecting strategy with execution across the partner ecosystem. You’ll play a critical part in shaping how we scale through partners—ensuring our approach is aligned, optimised, and driving predictable growth.