Alliances & Channels Leader

Role overview

This is a senior leadership opportunity for a professional based in Germany who will help shape and grow strategic technology partnerships across international ecosystems. The position focuses on turning partner relationships into commercial outcomes, especially for enterprise adoption of open-source solutions spanning cloud, AI, infrastructure, and related emerging technologies.

You will be part of a globally distributed setup and work closely with teams across engineering, product, sales, and marketing. The remit includes executive-level partner management, joint go-to-market planning, and managing complex multi-partner sales cycles. The company is looking for someone who is commercially sharp, highly collaborative, and comfortable operating in a fast-moving matrixed environment.

Core accountabilities

• Take ownership of partner strategy, revenue expectations, bookings, and overall business performance across assigned ecosystems and indirect routes to market.
• Build, manage, or expand strategic partner portfolios and/or teams to support stronger revenue growth and market reach.
• Develop and maintain relationships with senior executives at global and regional technology partners.
• Shape and implement joint go-to-market plans with internal and external stakeholders across product, engineering, sales, and marketing.
• Lead partner enablement efforts such as technical education, sales support, joint campaigns, and structured business planning.
• Set up governance frameworks, pipeline management processes, and performance reporting across complex partner networks.

Candidate profile

The ideal applicant brings deep experience in alliances, channel development, partner management, or indirect enterprise sales. A strong commercial mindset is essential, along with the ability to work across technical and executive audiences and to align cross-functional teams in global settings. Familiarity with enterprise infrastructure, cloud, AI, security, and open-source ecosystems is important, as is a disciplined, self-directed working style and excellent English communication skills.

Benefits and rewards

• Competitive global pay based on experience, location, and performance, reviewed annually.
• Performance-linked bonus or commission on top of base pay.
• Fully remote work setup with in-person global team meetups twice each year.
• Annual learning and development allowance of USD 2,000.
• Generous paid leave, along with maternity and paternity leave support.
• Wellness and employee assistance programs for mental and physical wellbeing.
• Travel opportunities for company events, including long-haul support and upgrades where eligible.
• Recognition-based rewards and clear opportunities for career growth in a high-performance environment.

Important notes

This role is being promoted on behalf of a partner company, which will handle applications and all subsequent hiring steps. The application review process uses automated matching support to help identify strong-fit candidates, after which shortlisted profiles are shared with the hiring company. The final hiring decisions, interviews, and assessments are managed by the employer directly.

By submitting an application, candidates acknowledge that personal data may be processed for recruitment evaluation and shared with the employer in line with applicable data protection rules, including GDPR. Automated tools may be used to support parts of the hiring process, but human judgment remains central to final decisions.