Alliances & Channels Leader

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for an Alliances & Channels Leader based in Poland.

This is a senior, high-impact leadership role focused on building and scaling strategic technology partnerships across global ecosystems.
You will drive alliances that shape how enterprise customers adopt open-source solutions across cloud, AI, infrastructure, and emerging technologies.
The role spans executive relationship management, joint go-to-market strategy, and complex multi-partner sales motions.
You will operate across a globally distributed environment, working closely with engineering, product, sales, and marketing teams.
A key part of the role is transforming partner potential into measurable revenue growth and market expansion.
It offers exposure to leading global technology players and cutting-edge open-source innovation.
This position is suited for a commercially strong leader who thrives in fast-moving, matrixed, and highly collaborative ecosystems.

• Own and drive partner strategy, revenue forecasting, bookings, and overall business performance across assigned ecosystems and indirect channels.
• Build, manage, or scale strategic partner portfolios and/or teams to accelerate revenue growth and market penetration.
• Develop and maintain senior executive relationships across global and regional technology partners.
• Design and execute joint go-to-market strategies in collaboration with internal and external stakeholders across product, engineering, sales, and marketing.
• Lead partner enablement initiatives, including technical training, sales support, joint campaigns, and structured business planning.
• Establish governance models, pipeline management practices, and performance tracking across complex partner networks.

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Requirements:

• 10+ years of experience in alliances, channels, partner management, or indirect enterprise sales roles.
• Proven background working with ecosystems such as GSIs, VARs, distributors, ISVs, IHVs/OEMs, silicon vendors, or cloud providers.
• Strong commercial acumen with expertise in revenue generation, forecasting, margins, and partner economics.
• Demonstrated ability to engage and influence stakeholders from technical teams to C-level executives.
• Experience aligning cross-functional teams across sales, product, engineering, and marketing in global environments.
• Solid understanding of enterprise infrastructure, cloud, AI, security, and open-source ecosystems.
• Strong analytical, execution-driven mindset with a track record of delivering results in complex, data-driven environments.
• Excellent written and spoken English, with an autonomous, hands-on, and highly disciplined working style.

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Benefits:

• Competitive global compensation aligned with experience, location, and performance, with annual reviews.
• Performance-based bonus or commission in addition to base salary.
• Fully remote, distributed work environment with in-person global team gatherings twice a year.
• Annual learning and development budget of USD 2,000.
• Generous paid annual leave, plus maternity and paternity leave policies.
• Wellness and employee assistance programs supporting mental and physical health.
• Travel opportunities for company events, including long-haul travel support and upgrades where applicable.
• Recognition rewards and structured career growth opportunities in a high-performance environment.