Director, Partner & Channel

Strategy (Nasdaq: MSTR) is at the forefront of transforming organizations into intelligent enterprises through data-driven innovation. We don't just follow trends—we set them and drive change. As a market leader in enterprise analytics and mobility software, we've pioneered the BI and analytics space, empowering people to make better decisions and revolutionizing how businesses operate.

But that's not all. Strategy is also leading a groundbreaking shift in how companies approach their treasury reserve strategy, boldly adopting Bitcoin as a key asset. This visionary move is reshaping the financial landscape and solidifying our position as a forward-thinking, innovative force in the market. Four years after adopting the Bitcoin Standard, Strategy's stock has outperformed every company in the S&P 500.

Our people are the core of our success. At Strategy, you'll join a team of smart, creative minds working on dynamic projects with cutting-edge technologies. We thrive on curiosity, innovation, and a relentless pursuit of excellence.

Our corporate values—bold, agile, engaged, impactful, and united—are the foundation of our culture. As we lead the charge into the new era of AI and financial innovation, we foster an environment where every employee's contributions are recognized and valued.

Director, Partner & Channel EMEA

Location: London, UK

Full-time

Company Description

Strategy (Nasdaq: MSTR) is at the forefront of transforming organizations into intelligent enterprises through data-driven innovation. We don't just follow trends, we set them, and drive change. As a market leader in enterprise analytics and mobility software, we've pioneered the BI and analytics space, empowering people to make better decisions and revolutionizing how businesses operate.

But that's not all. Strategy is also leading a groundbreaking shift in how companies approach their treasury reserve strategy, boldly adopting Bitcoin as a key asset. This visionary move is reshaping the financial landscape and solidifying our position as a forward-thinking, innovative force in the market. Four years after adopting the Bitcoin Standard, Strategy's stock has outperformed every company in the S&P 500.

Our people are the core of our success. At Strategy, you'll join a team of smart, creative minds working on dynamic projects with cutting-edge technologies. We thrive on curiosity, innovation, and a relentless pursuit of excellence.

Our corporate values—bold, agile, engaged, impactful, and united—are the foundation of our culture. As we lead the charge into the new era of AI and financial innovation, we foster an environment where all employees’ contributions are recognized and valued.

Join us and be part of an organization that lives and breathes innovation every day. At Strategy, you're not just another employee; you're a crucial part of a mission to push the boundaries of analytics and redefine financial investment.

Job Description

As Strategy’s Director, Partner & Channels for EMEA, you will provide leadership for a collaborative, high-performing alliances, and partner sales organization, achieve revenue objectives with appropriate growth initiatives.  You will establish, build, manage and grow partnerships with Strategy partners in the region.

You will work jointly with Strategy’s Sales Vice President and the leadership team of EMEA to develop and implement win-win partner programs, sales processes, go-to-market strategies, and business development initiatives that generate revenue incremental to the company’s direct sales channel. Specifically, you must identify and develop partnerships and strategic alliances including systems integrators, which are optimized for exceptional revenue growth across Strategy’s products and services.    

Effective collaboration between sales and partners at both new and existing customers to drive acquisition of new logos, drive incremental revenue is essential in this role. You will ensure that teams are working together on the front line to identify, penetrate, and close large, complex, enterprise software deals and participate directly in the sales cycle for key ‘must win’ opportunities and facilitate co-sell opportunities.  Leverage and as appropriate, establish sales governance models to ensure leadership alignment and governance.

Build and drive joint strategy and business plans by segment and various regions in EMEA that include compelling joint value propositions, clearly defined go-to-market initiatives with key sponsors, milestone, and progress tracking metrics.  

Your Focus 

Manage partner activity across EMEA

• Working closely with the VP of Sales, EMEA, you will oversee and manage Resell, Systems Integrator, Technology partners for revenue growth, and expansion of Strategy business and market share in Europe.

• Maintain active lead management and sales funnel activity with key partners to achieve/exceed quarterly and annual revenue quotas.

• Create business plans with partners that are focused on results of accretive pipeline generation and joint wins.

• Assist partners, as needed, in the sales cycles to end user clients by utilizing Partner Presales Engineers and Field Sales resources

• Establish proactive measures and practices to manage potential channel conflicts 

• Design and implement joint marketing plans with partners and direct sales teams 

• Ensure partner commitment and participation in Strategy product launch events, PR activities, and marketing events. 

• Oversee partner enablement to ensure partners in Europe are properly trained and motivated to sell and deliver Strategy product and service offerings. Ensure standards for partner delivery excellence and customer satisfaction are maintained or exceeded.  

• You will work within a matrix organization and utilize appropriate resources to ensure success of your job responsibilities

Manage the team responsible for working with and supporting partner activities

• Lead, manage and support the team of 6 Partner Managers in EMEA, and ensure revenue growth through partners.

• Participate in hiring, performance management, and ongoing employee development activities to continuously enhance the capability of Strategy’s Partner Managers.    

• Partner with marketing to recommend and help produce requisite and up-to-date assets that support overall alliance plans and objectives.   

• Conduct Quarterly Business Reviews, measuring partner performance against pre-established business metrics. Identify areas of investment for MSTR that can include Marketing, co-funding, and other investments considered necessary to support growth and expansion

Qualifications

Required Experience and Skills

• The ideal candidate will have 8-10 plus years’ prior regional/global alliances leadership experience in enterprise software (including Enterprise SaaS); driving partner revenue and growth with key systems integrators and business partners through an enterprise sales force.  

• Team player who is goal-oriented and confident, with aptitude and desire to build high-performing dispersed team. Demonstrated ability to get things done, build consensus, resolve conflict, and solve tough business problems, working in concert with others.  

• Demonstrated ability to grow and close large global accounts through partners, selling a combination of products and services.

• Outstanding track record of consistently meeting/exceeding revenue and corporate objectives.  

• Skilled at business planning and securing field sales, channel sales, and partner sales leadership commitment to the plan. Secure commitment of senior management to meet quarterly objectives (revenue, demand generation, and enablement). Measuring and communicate progress towards the plan, identifying potential roadblocks, and coming up with appropriate resolutions.   

• Strong capabilities in building and executing channel strategies by segment and geography, creating, and presenting sales plans, setting milestones, measuring performance and being accountable for results to executive management.   

• Strong leadership and influencing skills: the ability to obtain results in a matrix organization.

• Highly professional persona and polished demeanor with exceptional communications, and interpersonal skills with a mature executive presence.

• A collaborative, self-directed leader with the ability to effectively build relationships, and display confidence in his or her intentions and those of the organization.  

• The successful candidate will be adaptable and flexible, able to work and thrive in an environment that is evolving and constantly changing.   

• Ability to travel up to 50%. 

Additional Information

Strategy is an Equal Employment and Affirmative Action employer F/M/Disability/Vet/Sexual Orientation/Gender Identity. All qualified applicants will receive consideration for employment without regard to race, creed, color, religion, national origin, sexual orientation, gender identity, disability, veteran status, sex age, genetic information, or any other legally protected basis.