andela - Strategic Partnership Manager
Requirements
• 5+ years in partner, alliance or channel management at a technology services firm, consultancy, systems integrator or ISV. • Direct, hands-on experience with the GitHub partner program or a comparable cloud or developer-platform partner program: co-sell, deal registration, partner portals and partner funding claims. • A track record of carrying a partner-sourced or partner-influenced revenue target and growing pipeline through a partner's field sellers. • Experience running joint business plans, QBRs and account mapping with a large technology partner. • Enough technical fluency in software development, DevOps, platform migration or AI adoption to qualify an opportunity before bringing in a solutions specialist. • Comfortable working through others: you influence partner sellers and internal sales teams without direct authority. • Strong organization and follow-through on program mechanics, with clean CRM hygiene (Salesforce preferred). • Based in or able to work from London, and able to travel across EMEA for partner meetings and events. • An existing network inside GitHub's EMEA partner and field organizations. • Experience managing partner tiers, designations, specializations and marketplace listings (for example, cloud marketplace listings and partner designations). • Exposure to AI lab partner programs, or interest in growing into them. We value candidates with a strong GitHub or cloud partner foundation who can carry that motion into newer programs. • Background selling or partnering on developer tooling, cloud modernization, engineering talent or technical training services. • Experience working across European and African markets. • Experience at a company building a partner function from an early stage. • #LI-REMOTE #LI-NR1
Responsibilities
• OWN THE GITHUB PARTNERSHIP IN EMEA • Build and maintain relationships with GitHub's EMEA field sellers, partner managers, solution engineers and services leaders, so Andela is the partner they bring into accounts first. • Own the joint Partner Business Plan for the region, and run the QBR cadence and monthly deal reviews with GitHub. • Represent Andela in person at partner offices, sales kickoffs, field events and executive meetings across EMEA. • DRIVE PARTNER-SOURCED AND PARTNER-INFLUENCED REVENUE • Source new opportunities from the partner's field organization and qualify them before bringing in Andela sales and Solutions Managers. • Run co-sell on live deals: connect partner sellers with Andela sellers, keep the partner informed through close, and remove blockers on both sides. • Map accounts with GitHub to agree on which customers we target together, then align Andela's EMEA sales team on how to pursue them. • Build and manage partner-sourced pipeline against a coverage target, with clean attribution in Salesforce. • RUN DEAL REGISTRATION, FUNDING AND PROGRAM MECHANICS • Register every partner-involved opportunity so Andela receives credit for the consumption and seats we drive (for example, platform seats and cloud consumption). • Identify and secure deal-based partner funding, including co-investment and incentive programs, so sellers have more pricing flexibility on competitive deals. • Manage marketplace listings and partner program tiers: track designation and specialization requirements, certification counts, customer references and registered-deal thresholds, and file what is needed to maintain or move up a tier. • Maintain partner attribution tooling, such as partner portals and deal and consumption tagging. • WORK ACROSS THE ANDELA PARTNER TEAM • Bring Solutions Managers into qualified opportunities and partner enablement sessions, and relay what partner sellers need back into our offers. • Partner with the Partner Marketer on campaigns to partner sellers, joint customer campaigns and events, and own follow-up with partner sellers on the leads they produce. • Feed wins back into customer stories and references that strengthen our standing with each partner. • Report on partner pipeline, bookings, funding secured and program status to the Director of Partnerships and sales leadership. • EXTEND THE MOTION TO MORE PARTNERS • Apply the same co-sell playbook across GitHub's wider cloud ecosystem in EMEA. • As activity grows, support our AI lab partners in region: partner seller relationships, deal registration, program tiers and marketplace presence. • HOW SUCCESS IS MEASURED • Partner-sourced bookings (primary), with partner-influenced bookings credited at a lower weight. • Deals registered and accepted by the partner, and co-sell opportunities with a partner seller engaged. • Partner-sourced pipeline against a coverage target, and co-sell wins. • Partner funding secured, and partner consumption driven (platform seats, cloud consumption, AI licenses). • Program status: designations achieved, tier requirements met, business plans current and QBRs held on schedule.
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