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EMEA Channels and Alliances Manager



Germany · United Kingdom
Posted on Friday, November 3, 2023

Company Description: Run:ai is a leading provider of cutting-edge generative AI/ML solutions, collaborating with the largest technology providers worldwide. Our strategic partnerships span public cloud providers, GPU/AI infrastructure platforms, and container-based orchestration platforms. We empower our customers with innovative solutions, enabling them to leverage the power of AI and ML technologies.

Job Summary: We are seeking a results-driven EMEA Channel and Alliances Manager to bolster our Partnerships team. In this pivotal role, you will spearhead the expansion and nurturing of Run:ai's channel and ecosystem, aiming to drive incremental revenue growth. With a specific emphasis on Strategic Technology Alliances, Cloud Vendors, and Regional VAR partners in multiple countries across EMEA, your responsibility will be to execute the defined business development strategy and foster key initiatives to attain revenue growth targets.

Key Responsibilities:

  • Actively prospect, identify, qualify and develop key ecosystem partners in the region, with the primary objective of establishing an incremental partner revenue through partner led initiatives.
  • Collaborate closely with the global team overseeing Nvidia, Dell, AWS, GCP and Microsoft Azure, forging strong connections with regional sales and marketing teams. These relationships will play a pivotal role in expanding our global partnerships.
  • Identify and establish partnerships with regional VAR (Value-Added Reseller) partners, focusing on generating partner sourced sales pipeline geared towards customer prospects in high-value enterprise accounts.
  • Collaborate closely with our EMEA Sales team to drive business closures and exceed quarterly / annual ARR targets.
  • Develop, oversee, and deliver regular reports on partner business while providing precise and timely forecasts. This will involve making effective use of Salesforce and other relevant company tools.
  • Serve as the primary point of contact for partnerships-related activities in EMEA.

If you are a driven, innovative individual with a passion for building and nurturing strategic and channel partnerships in the technology industry, we invite you to be part of our team. Join us on our journey to shape the future of Run:ai in EMEA.

About You:

  • 5 - 8+ years of relevant experience building and scaling Technology Alliances and Channel ecosystem
  • Solid track record in recruiting, managing, and driving sales with partners
  • Proven track record in driving partner sourced / influence sales results
  • Experience working in a high-growth enterprise software startup, demonstrating flexibility and adaptability to thrive in a dynamic environment.
  • Excellent communication and interpersonal skills to build relationships and effectively collaborate with both internal and external stakeholders.
  • Experience delivering presentations at conferences, webinars, and similar events.
  • Strong negotiation, analytical, data-driven, problem-solving skills.
  • Excellent project management and organizational skills with the ability to prioritize tasks and manage multiple work streams simultaneously, meeting deadlines.
  • Bachelor's degree or equivalent experience