EMEA Strategic Alliance Director

Position Summary/Objective

The European Strategic Alliances Manager owns the commercial relationship with Albida’s partner ecosystem end to end. This is a revenue-accountable role: the individual is responsible for a defined annual partner-sourced bookings target, for the commercial terms agreed with each partner, and for the health of the partner pipeline they build. Alongside this commercial mandate, the role continues to own partner development, onboarding, enablement, and relationship management globally.

• Develop and execute the global partner enablement plan
• Own an annual commercial target for partner-sourced subcontracting and downstream services bookings, tracked monthly against forecast
• Lead and develop partner awareness and expertise around the Workday platform, including Workday AI (Illuminate), Workday Extend, VAR Program and related downstream services capabilities
• Collaborate with the Workday Partner Alliances team to promote the Workday platform and Albida’s service opportunities, including joint go-to-market and co-sell motions
• Collaborate with the Resource Manager to identify bench availability for sub-contracting opportunities, balancing utilisation targets against margin
• Negotiate and agree commercial terms, rate cards, and referral arrangements with partners, within delegated authority limits
• Drive partner confidence in recommending Albida’s consulting and downstream service offerings
• Drive consultant availability and services roadmap discussions with partners
• Support, uphold and embody Albida’s values as a corporate representative to the European partner community

Commercial Responsibility

This role carries direct accountability for revenue generated through the European partner channel. Specific commercial duties include:

• Deliver against an agreed annual bookings/revenue quota for partner-sourced engagements, reported monthly
• Build and maintain a rolling partner pipeline forecast, with variance reporting to European leadership
• Own pricing discussions and rate-card negotiations with partners, ensuring margin targets are met alongside volume
• Track win rates, deal velocity, and margin contribution across the partner portfolio, and adjust partner strategy accordingly
• Partner with Finance to maintain a quarterly alliance P&L view covering partner-sourced revenue, cost of delivery, and net contribution
• Hold delegated commercial authority for agreed contract value thresholds; escalate terms outside this authority to the European leadership team

Essential Functions/Duties/Responsibilities

• Identify and grow European professional services sub-contractor bookings through Workday partner channels, where utilisation needs to be increased
• Build strong relationships with partner business leaders to become the strategic choice for Workday consulting augmentation
• Maintain current understanding of the European Workday market, partner business focus, and direction within the competitive Workday ecosystem
• Demonstrate Albida's value to partners through measurable, revenue-linked partner business growth
• Lead all European business alliance activity, subcontracting activity, and downstream services pipeline with assigned partner(s)
• Directly manage all opportunity development and commercial touchpoints with partners
• Create and maintain a multi-year European alliance business plan, with commercial targets by partner
• Collaborate with the broader management team to set European alliance priorities in line with the overall business plan
• Construct and schedule quarterly executive alliance reviews, presenting commercial performance to the European Senior Leadership Team
• Proactively manage the business plan and report progress — including revenue, pipeline and margin — via a quarterly dashboard
• Represent Albida at Workday Rising Europe and relevant partner conferences to build awareness and drive collaboration
• Provide partner sponsorship on subcontracting opportunities, ensuring consulting quality by working with the delivery sponsor on resolution of issues
• Ensure partner engagements comply with GDPR and relevant European data-residency requirements where client data is involved

If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!

Originally posted on Himalayas