The Opportunity
We are working with a global enterprise software provider that operates at scale across EMEA through an extensive partner ecosystem. They are hiring a Partner Account Director to own and grow a defined portfolio of strategic and long-tail partners within the commercial segment.
This is not a traditional "channel-only" role. The client is specifically looking for someone who brings the mindset, urgency, and commercial discipline of direct sales, combined with hands-on experience working with partners.
If your background includes carrying a number, building pipeline, closing business directly and you've since applied those skills in a partner-led or hybrid go-to-market model. This role will strongly resonate.
What You'll Be Doing
You'll be responsible for driving revenue growth through a subset of authorised partners, acting as their primary commercial point of contact while orchestrating internal resources to deliver results.
Key responsibilities include:
* Owning and growing relationships across a defined partner portfolio, including onboarding and enablement of new partners
* Driving performance against a clearly defined revenue quota, with a strong focus on renewal, expansion, and net-new business
* Building and executing joint business and partner development plans
* Influencing and guiding partners to build a healthy, sustainable pipeline across the installed base and new opportunities
* Working closely with internal sales teams to align partner activity with broader territory and account strategies
* Supporting transactional deal execution, including pricing, quoting, and deal progression
* Acting as an escalation point for partner sales and commercial issues when required
* Engaging with end customers, including senior stakeholders, alongside partners when appropriate
What Success Looks Like (First 6–12 Months)
* Measurable growth in annual billings across your partner set
* A visible, well-qualified pipeline that supports ongoing growth
* Strong credibility with partners and internal stakeholders
* Clear impact on partner engagement, execution, and commercial outcomes
The Profile They're Looking For. You are likely to be successful if you have:
* A strong background in direct sales, ideally carrying a quota and closing complex or high-volume deals
* Subsequent experience working with partners or resellers, applying a seller's mindset in a channel environment
* A commercial, outcome-driven approach, you're comfortable being accountable for numbers
* Experience operating in a fast-paced, transactional and renewal-driven sales model
* Strong stakeholder management skills across partners, customers, and internal teams
* Comfort navigating tools, forecasting, and structured sales processes