Director of Partnerships, Go to Market (GTM)

Job Purpose

RWS’ vision to become the Cultural Intelligence Layer for Enterprise AI cannot be realized alone, it requires a sophisticated and cohesive partnership ecosystem.

 

We’re looking for a Director of Partnerships to lead the deployment of our new, unified partnership strategy. This is a critical leadership role that will transform our partner ecosystem into a core pillar of RWS’s growth. 

 

You will be the central architect of our partnership framework, responsible for building a sophisticated, revenue-driving ecosystem. You will own the partnership vision from end-to-end: defining the strategy, building the operational foundation, managing strategic alliances, and enabling our sales teams to win with partners.

 

The ideal candidate is a proactive and experienced leader who is comfortable with both high-level strategy and hands-on execution, with a passion for building and scaling global partner programs that drive innovation and growth.

Job Overview

Key Responsibilities

 

Strategic Leadership & Governance

• Own and execute the overall partnership ecosystem strategy.
• Establish the operating model, commercial rules of engagement, and performance metrics for the entire partner ecosystem.

Ecosystem Enablement 

• Lead and mentor a lean, central Partnership Team, positioning them as strategic enablers and a force multiplier for the organization.
• Lead the creation of foundational assets to empower partners and internal teams, including a partner portal, marketing materials, and sales playbooks.
• Drive the evolution of our partner programs across Technology, Solution, Reseller, and Community partner types.

Strategic Alliance Management

• Manage and cultivate relationships with our most strategic partners, including hyperscalers and foundational AI providers, to drive co-innovation, joint go-to-market initiatives, and significant revenue growth.

Channel Program Execution

• Oversee the development of key partnership programs, including the E-learning Partner Network, and manage the geographic channel partners to expand our market reach.

Operational Excellence:

• Establish and govern the operational backbone for all partnership activities. This includes implementing a single source of truth for partner data in Salesforce, creating a centralized and auditable contract repository, and managing the processes for partner onboarding and performance tracking.

Cross-Functional Leadership:

• Act as the main connection point between the Partnership team and internal stakeholders across Sales, Marketing, Product, R&D, and Legal. Ensure partner initiatives are aligned with wider company priorities. 

 

Skills & Experience

 

• Previous experience in a senior partnership or strategic alliance leadership role within a technology, SaaS, or enterprise software organization.
• Demonstrated success in designing and scaling a multi-faceted partner ecosystem, encompassing technology partners (ISVs, OEMs), solution partners (SIs, Consultants), and channel resellers.
• Deep understanding of co-sell motions and experience executing go-to-market strategies with major cloud hyperscalers
• Strong leadership skills and experience managing teams while influencing senior stakeholders across an organisation.
• Excellent communication, negotiation and relationship management skills.
• Experience in AI, language technology or content management would an advantage but is not essential.