Head Of Partnerships & Alliances

• Build the partnerships that drive our next phase of growth
• Own global alliances with GSIs, hyperscalers & VARs, shape commercial strategy, and turn big relationships into revenue
• This is a senior, commercial-facing, quota-carrying leadership role
• It owns the global build-out and expansion of Intent HQ’s commercial ecosystem through partners — covering Tier 1 global systems integrators (GSIs) such as Accenture, Capgemini, Deloitte, EY, KPMG, Tata Consultancy Services and Infosys; technology and hyperscaler alliances such as AWS, Google Cloud and Microsoft Azure; and boutique partners we onboard as value-added resellers (VARs)
• The role reports into the CRO and sits within the senior commercial leadership team, contributing directly into Sales Ops, Deal Desk and Legal on how partner deals are structured, priced and approved
• Intent HQ already has several significant partnership plays in flight: this person will pick those up, own them through to signed, revenue-generating agreements, and build the pipeline of new partnerships alongside them
• Own the global strategy for growing revenue through partners, spanning Tier 1 GSIs (Accenture, Capgemini, Deloitte, EY, KPMG, Tata Consultancy Services, Infosys and similar), technology/hyperscaler alliances (AWS, Google Cloud, Microsoft Azure and others), and boutique/value-added-reseller partners
• Build and prioritise a partner portfolio and plan, identifying where to invest first for commercial impact
• Carry and be accountable for a quota — partner-sourced and partner-influenced revenue — alongside the wider commercial organization
• Design and stand up the commercial partnership programs needed across the ecosystem: reselling, white-labeling, referral, collaboration/co-sell, and joint marketing campaigns
• Define the commercial terms, tiering and incentive structures appropriate to each program type and partner segment
• Ensure every program is properly reflected in contracts, pricing and approval processes, working closely with Sales Ops, Deal Desk and Legal
• Take ownership of partnership opportunities already in flight, managing them through to signed agreements and live revenue
• Build and manage a pipeline of new partner opportunities across GSIs, technology alliances and boutique/VAR partners
• Represent partnerships in forecasting and pipeline reviews alongside the rest of the commercial organization
• Report into the CRO and operate as part of the senior commercial leadership team
• Contribute directly into Sales Ops, Deal Desk and Legal on partner-related commercial process, pricing and contract structure
• Partner with Product, Delivery and Customer Success to ensure partner deals are deliverable once signed
• Identify and onboard boutique partners suited to a value-added-reseller model
• Ensure new partners are properly set up commercially and operationally before they begin transacting
• What Success Looks Like:
• Existing in-flight partnership opportunities converted into signed, live commercial agreements
• A clear, active portfolio of Tier 1 GSI, technology alliance and boutique/VAR relationships, each with a defined program type and commercial structure
• Partner-sourced and partner-influenced pipeline and revenue building steadily against quota
• Reseller, white-label, referral and joint-marketing programs formally defined, approved through Deal Desk and Legal, and in active use

Benefits

• 26 days + Public Holidays
• Pension Scheme
• Income Protection
• Complimentary Breakfast (when in office)
• Cycle to Work Scheme
• 20 days + 10 Federal Holidays
• Flexible Working
• Hybrid Working Policy
• Personal Development Opportunities
• Mental Health Counselling
• Family Friendly Benefits
• Company Events
• Company Socials
• 401k
• Life Insurance
• Healthcare, Dental and Visual plans
• 401k Safe Harbour
• Short and Long Term Disability Allowance
• 24 days + Public Holidays
• Complimentary Breakfast (when in office)
• Restaurant, Travel & Childcare Scheme

• Experience designing and running multiple partnership program types: reseller, white-label, referral, collaboration/co-sell and joint marketing
• Experience working closely with Sales Ops, Deal Desk and Legal to get partner commercial structures approved and operational
• Able to both manage live, in-flight partnership opportunities and originate new ones from scratch
• A strong, credible existing network within the partner ecosystem, able to open doors at a senior level
• A senior, commercially minded leader with a strong track record building and scaling a partner/alliances ecosystem, ideally within a SaaS, martech, deeptech or enterprise technology business
• Comfortable carrying a quota and being accountable for partner-sourced and partner-influenced revenue
• Direct, hands-on experience with Tier 1 global systems integrators (Accenture, Capgemini, Deloitte, EY, KPMG, Tata Consultancy Services, Infosys or similar) and hyperscaler technology alliances (AWS, Google Cloud, Microsoft Azure)
• Based in the UK is preferred, but this is a global role — we are not fixed on location for the right candidate
• Experience negotiating joint-venture or other complex commercial partnership structures
• Multi-region experience (EMEA, Americas, APAC) and familiarity with cross-border contracting nuances
• Familiarity with partner relationship management (PRM) tooling (e.g. Salesforce, PartnerStack, Crossbeam)