Channels & Alliances & Business Development Director SI/MSP

About the role

We are seeking a Channels & Alliances & Business Development Director (SI/MSP) to lead the creation and growth of a strategic partner ecosystem in the platform engineering and cloud technology space. Based in Spain and operating in a remote‑first environment, you will shape alliances with system integrators, managed service providers and consulting firms across the UKI market, driving revenue and market penetration.

Key responsibilities

• Develop and execute the regional channel and alliance strategy targeting system integrators, MSPs, distributors and strategic consulting partners.
• Identify, prospect and onboard new partners that match the ideal partner and customer profile.
• Build and maintain strong relationships with key stakeholders across the partner ecosystem.
• Manage both partnership development and direct business development activities, converting partners into active customers when relevant.
• Co‑create joint go‑to‑market initiatives, marketing campaigns and customer engagement strategies with partners.
• Support partners in adopting and promoting the platform to their customer base.
• Drive pipeline generation, customer acquisition and revenue growth through strategic alliances.
• Collaborate cross‑functionally with sales and leadership teams to align commercial objectives.
• Contribute to scaling the partner function, including future recruitment and leadership opportunities.
• Represent the business within the platform engineering and cloud ecosystem to strengthen market visibility.

Required profile

• Minimum 10 years of experience in partnerships, alliances, or channel development within the UKI technology market.
• At least 5 years of successful software sales experience with a proven track record closing deals with MSPs, system integrators or GSIs.
• Strong commercial acumen with excellent negotiation and stakeholder management skills.
• Entrepreneurial mindset and ability to work autonomously in a fast‑growing environment.
• Experience building strategic partnerships and go‑to‑market initiatives in early‑stage or growth companies.

Required skills

• Platform engineering
• Internal developer platforms
• DevOps
• Cloud technologies
• FinOps
• GreenOps