Head of Partnerships & Strategic Alliances (EMEA)

About the Role

HSI is seeking an experienced, strategic leader to spearhead the development and execution of its partnership strategy across the UK, Ireland, and the wider EMEA region. This crucial leadership role specializes in crafting and scaling an indirect go-to-market partner ecosystem within a fast-paced SaaS environment, targeting channel partners, technology alliances, consulting firms, and industry associations. Initially, this position functions as an individual contributor with strong growth potential to build and manage a regional partnerships team as the company expands.

Key Responsibilities

• Craft and implement a comprehensive EMEA partnerships and alliances strategy covering UK, Ireland, and the broader EMEA markets.
• Recruit, develop, and expand a high-performing partner network including channel, technology, consulting, and strategic referral partners.
• Create a consistent indirect sales motion to generate partner-originated pipeline, boost revenue growth, and foster sustainable market expansion.
• Identify strategic partner opportunities aligned with HSI’s commercial goals and target sectors.
• Collaborate on joint go-to-market initiatives, co-selling efforts, and develop partner enablement programs aimed at achieving measurable revenue targets.
• Build and nurture executive-level connections with partner organizations and lead strategic partnership planning.
• Partner closely with Sales, Marketing, Product, Customer Success, Revenue Operations, Legal, and Procurement to ensure alignment and partner success.
• Monitor and report partnership performance metrics including pipeline contribution, revenue influenced, conversion ratios, and Annual Recurring Revenue (ARR) impact.
• Evaluate current partner relationships for optimization and help establish a scalable partnership operating model for sustained growth.
• Operate effectively in a dynamic, fast-evolving SaaS setup, demonstrating initiative and hands-on program development from inception.

Qualifications and Experience

• Eight or more years of leadership experience in SaaS partnerships, alliances, channel sales, or indirect go-to-market functions.
• Proven track record of building partner-led pipelines and driving revenue growth in the UK, Ireland, or EMEA regions.
• Experience scaling partner ecosystems including channel, consulting, referral, or technology partners.
• Strong commercial insights with the ability to manage high-level partner relationships effectively.
• Demonstrated success in creating joint go-to-market plans and co-selling strategies.
• Familiarity with fast-growing, changing, or post-acquisition SaaS environments.
• Excellent cross-functional collaboration skills with teams such as Sales, Marketing, Product, Customer Success, and Revenue Operations.
• Competency in forecasting partner pipeline and analyzing partnership performance metrics.
• Proficiency using Salesforce or similar CRM tools.

Preferred Background

• Experience in B2B SaaS, particularly in sectors like compliance, workforce management, HR technology, safety, or regulated industries.
• History of working alongside consulting firms, system integrators, or technology alliance partners.
• Involvement in SaaS businesses characterized by high growth or rapid scaling.
• Leadership experience is advantageous although this role starts as an individual contributor.

Additional Requirements and Working Conditions

• Excellent interpersonal and communication skills including reading, writing, speaking, and understanding English.
• Frequent opportunities requiring creativity, mentoring, presentations, and teaching.
• Occasional necessity for independent decision-making and judgment calls.
• Regular keyboard use, sitting, standing, hearing, and talking essential for daily tasks.