Role Purpose
This role builds and grows strategic partnerships with major technology players to drive revenue, strengthen solutions, and position Enfrasys competitively in the market.
The Head of Partnerships will drive partner-led revenue growth, market differentiation, and solution innovation, positioning Enfrasys as a preferred partner within the technology ecosystem.
Key Responsibilities (Strategic & Commercial Outcomes)
1. Partnership Strategy & Ecosystem Development
- Define and execute a Group-wide partnership strategy and roadmap aligned to business growth priorities
- Identify, onboard, and scale strategic partners across cloud, infrastructure, data, AI, and enterprise solutions
- Position Enfrasys within key ecosystems (e.g. hyperscalers) to maximise co-sell and co-innovation opportunities
2. Revenue Ownership & Growth
- Own and deliver partner-sourced and partner-influenced revenue targets
- Drive co-sell motions, joint account planning, and pipeline acceleration with key partners
- Expand revenue streams via new solution offerings, bundles, and marketplace opportunities
3. Executive Relationship Management
- Build and manage C-level relationships with strategic partners
- Act as the primary escalation and governance point for key alliances
- Strengthen Enfrasys positioning as a trusted strategic partner
4. Go-To-Market (GTM) & Pipeline Development
- Lead joint GTM strategies, campaigns, and solution plays
- Collaborate with Sales and Presales to drive qualified pipeline and win rates
- Champion partner-led innovation initiatives (e.g. AI / Co-Pilot, cloud transformation)
5. Commercial & Contract Governance
- Lead commercial negotiations, partner agreements, and strategic deal structuring
- Optimise rebates, incentives, margins, and funding programmes
- Ensure robust governance of partner performance, compliance, and value realisation
6. Cross-Functional Leadership
- Work closely with Sales, Presales, Delivery, and Finance to maximise partner value
- Align internal teams to partner priorities and joint business plans
- Drive organisational readiness to support scalable partner engagement
