[Hiring] Director Partner Sales @Foundever®

Role Description

Foundever is creating a new ecosystem for the Partner Sales role within the EMEA Sales organisation. This leader will own the strategy, development, pipeline, and revenue delivery of business sold with Foundever’s partner and alliance ecosystem across the region, forging and scaling relationships with technology partners, consulting firms, system integrators, hyperscalers, and industry alliances that drive incremental pipeline, accelerate deal velocity, and expand Foundever’s addressable market. This is not a passive programme-management role — it demands a builder who can contribute to creating structure where none exists, generate and close complex co-sell deals, and inspire both internal teams and external partners to think bigger.

Key Job Responsibilities

• The Partner Sales play is a specific Business Development activity that consists of opening a new sales channel: selling to customers with / through Partners.
• Ecosystem Strategy & Revenue Ownership
  • Execute (and contribute to define) Foundever’s EMEA partner sales strategy, aligned with the broader sales and growth objectives.
  • Build the business case, operating model, and governance framework for a scalable ecosystem motion.
  • Own its attributed P&L: pipeline generation, co-sell revenue, partner-sourced leads, and margin contribution.
• Co-Sell & Go-to-Market Execution
  • Focus prioritarily on new customer acquisition in EMEA – with and through partners.
  • Embed partner-led and partner-attached selling motions into the EMEA sales engine, working shoulder-to-shoulder with hunters, account managers, and solution architects.
  • Drive joint pipeline creation and co-sell execution of $10M+ enterprise deals, leading on the Foundever side, complex negotiations alongside the partner’s sales teams.
  • Develop joint value propositions, reference architectures, and industry-specific solution plays that position Foundever as the CX partner of choice within partner ecosystems.
• Operational Excellence & Sales Management
  • Establish and operate the rhythm of the business for the ecosystem function: pipeline reviews, reporting to the CSO and EMEA leadership.
  • Implement partner CRM hygiene and reporting, providing leadership with clear visibility into ecosystem-sourced pipeline health, conversion rates, and forecast accuracy.
  • Leverage data and analytics to continuously optimise partner ROI, redirect investment toward highest-performing alliances, and sunset underperforming partnerships.
• Cross-Functional Influence & Evangelism
  • Leverage the Partner Development activity done by other teams to prioritize the Partners we will engage with.
  • Operate as a senior individual contributor with outsized influence: mobilise resources across sales, solution design, marketing, and delivery without direct line authority.
  • Foster a proactive, entrepreneurial culture around ecosystem selling that combines the discipline of process with the agility of a startup.
  • Champion the ecosystem mindset across the broader sales organisation, coaching hunters and account managers on how to leverage partner relationships for competitive advantage.

Qualifications

• 15+ years of progressive experience in enterprise sales, business development, partner / alliance management, or ecosystem sales.
• Demonstrated track record of building and scaling partner/alliance ecosystems that generated significant, measurable revenue ($50M+ annually).
• Proven ability to drive results through influence in a matrixed, multinational environment, mobilising cross-functional resources without direct line authority.
• Deep understanding of the CX, BPO, digital operations, or technology services market.
• Strong executive presence and communication skills; fluent in English; additional European languages highly valued.
• Willingness to travel 20-25%, mostly in UK.

Preferred Qualifications

• Experience in the outsourcing, BPO, or CX technology sector with established relationships across the partner landscape.
• Familiarity with hyperscaler partner programmes (AWS Partner Network, Microsoft Partner Network, Salesforce AppExchange/Consulting Partner programme).
• Experience with MEDDPICC or similar enterprise sales methodologies applied to partner / co-sell motions.
• Knowledge of AI/ML, CCaaS, CRM, and digital transformation platforms and their role in CX delivery.
• MBA or advanced degree in a relevant field.
• Existing executive network across major SIs (Accenture, Deloitte, Capgemini, TCS, Infosys, etc.).

Critical Leadership Competencies

• Customer Obsession: Starts with the client and works backward. Understands that ecosystem value is only real when it creates differentiated outcomes for Foundever’s clients.
• Ownership & Bias for Action: Thinks and acts like a founder. Takes personal accountability for the ecosystem revenue number and makes decisions with speed and conviction.
• Think Big: Sets audacious goals that inspire partners and internal teams. Articulates a bold vision for how partner relationships can reshape Foundever’s competitive position in EMEA.
• Deliver Results: Maintains a relentless focus on measurable outcomes: pipeline generated, deals closed, revenue recognised.
• Earn Trust: Builds credibility with internal stakeholders and external partners through transparency, consistency, and follow-through.
• Influence Without Authority: Mobilises cross-functional resources without direct line management. Earns followership through expertise and energy.