Head of Strategic Partnerships, EMEA and APJ

				Overview:

The Head of Strategic Partnerships will drive ecosystem-led growth across EMEA. Sitting at the intersection of regional sales and global partner strategy, this high-visibility role is built for someone who can translate relationships into measurable revenue at scale.

Responsibilities:

*  Regional Ecosystem Orchestration: Serve as a strategic advisor to the Regional SVP of Sales by mapping global partner capabilities (Workday SAP AWS etc.) to customer workloads to increase win rates. 

*  Joint GTM Execution: Drive partner-sourced and partner-influenced revenue through territory planning and account mapping with partner counterparts. 

*  Field Activation & Enablement: Ensure Hyland stays top of mind for partner sellers through targeted demand generation and enablement. 

*  Executive Alignment: Build strong relationships with regional partner executives so Hyland is prioritized in their local GTM plans. 

How We Will Measure Success 

*  Revenue Impact: Accountability for partner-sourced and partner-influenced revenue targets. 

*  Pipeline Acceleration: Improved co-sell win rates and reduced time-to-close. 

*  Relationship Depth: Growth in executive engagement and joint regional business planning. 

Ideal Candidate Background 

*  Experience: ~15+ years in partner or enterprise sales ideally someone who understands hyperscaler cloud economics and how GSIs like Capgemini deliver solutions. 

*  Ecosystem Expertise: Experience working with partners such as Workday SAP Guidewire or similar. 

*  Matrix Leadership: Ability to influence without authority while balancing central partner priorities with regional sales goals. 

Qualifications:

* 15+ years of experience in partner management, channel sales, or enterprise sales within the enterprise software or cloud industry
* Proven track record of driving partner-sourced and partner-influenced revenue in a regional or global capacity
* Deep understanding of hyperscaler cloud economics and go-to-market models (AWS, Azure, GCP or similar)
* Experience working with and through GSIs such as Capgemini, Accenture, Deloitte, or equivalent
* Hands-on ecosystem experience with ISV partners such as Workday, SAP, Guidewire, or similar enterprise platforms
* Demonstrated ability to build and execute joint GTM plans, including territory planning and account mapping with partner counterparts
* Strong executive presence with the ability to build and maintain relationships at senior and C-level within partner organizations
* Experience in field activation and partner enablement, including demand generation programs
* Ability to influence without authority in a matrixed organization, balancing global partner strategy with regional sales priorities
* Excellent communication and stakeholder management skills across internal and external audiences
			

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Hyland Software