Alliance Director, EMEA

The Opportunity

Are you ready to be the driving force behind growing our strategic partnerships across EMEA? iGrafx is looking for an experienced, results-driven Alliance Director to join our dynamic team. This is your opportunity to play a critical role in scaling a leading SaaS Process Intelligence company by building and expanding a high-performing partner ecosystem.

As Alliance Director, EMEA, you will be responsible for recruiting, enabling, and growing strategic partnerships that drive partner-sourced and partner-influenced pipeline and revenue. You will work closely with Sales, Marketing, Product, and Customer Success teams to develop joint go-to-market strategies and create measurable business outcomes through our partner network.

We hire recognized leaders in their field who leverage their skills and experience to create measurable, improved outcomes for our customers and our company. We champion winning together and value humble, team-first leaders who also bring determination and resolve to meet commitments.

Responsibilities

Partnership Development

• Identify, recruit, and establish strategic alliances with consulting firms, system integrators, advisory organizations, technology partners, and software vendors across EMEA.
• Develop and execute partnership business plans focused on delivering predictable and recurring revenue growth.
• Negotiate partnership agreements, including commercial terms, mutual commitments, and go-to-market expectations.
• Identify and prioritize high-potential partners aligned with iGrafx's growth strategy.
  

Revenue Growth & Business Development

• Own partner-sourced and partner-influenced pipeline generation across EMEA.
• Collaborate with regional sales leadership to achieve annual revenue targets through strategic partnerships.
• Identify new market opportunities and jointly develop go-to-market strategies with partners.
• Drive joint sales motions, account planning, and opportunity development activities.
• Support strategic opportunities by coordinating partner engagement throughout the sales cycle.

Relationship Management

• Serve as the primary point of contact for key strategic partners.
• Build and maintain executive-level relationships within partner organizations.
• Facilitate regular business reviews to ensure alignment on objectives, pipeline, and growth initiatives.
• Resolve issues and remove barriers that may impact partnership success.

Partner Enablement & Co-Selling

• Develop and execute partner onboarding, training, and enablement programs.
• Ensure partners are equipped to position, sell, and support iGrafx solutions effectively.
• Coordinate joint account planning and co-selling activities with internal sales teams.
• Support partner certification and accreditation initiatives where appropriate.

Joint Marketing & Ecosystem Development

• Partner with Marketing to drive joint campaigns, webinars, events, and thought leadership initiatives.
• Increase iGrafx visibility within partner ecosystems and industry communities.
• Develop programs that encourage partner engagement and demand generation.

Performance Management

• Establish and monitor key performance indicators (KPIs) for strategic partnerships.
• Conduct regular performance reviews with partners and develop action plans to improve results.
• Track and report on partner-sourced pipeline, influenced revenue, and overall partner contribution.
• Provide regular updates and strategic recommendations to senior leadership.

Market Intelligence

• Stay informed on industry trends, competitive developments, emerging technologies, and partner ecosystem opportunities.
• Identify new partnership opportunities that strengthen iGrafx's market position.
• Provide insights and recommendations based on market intelligence and partner feedback.

Compliance & Risk Management

• Ensure all partnerships comply with legal, regulatory, and corporate requirements.
• Identify and mitigate risks associated with partnership agreements and business activities.

Qualifications

• Bachelor's degree in Business, Information Technology, Computer Science, or a related field.
• MBA or equivalent advanced degree preferred.
• 8+ years of experience in alliance management, channel sales, business development, strategic partnerships, or ecosystem development within enterprise software.
• Proven track record of recruiting, developing, and managing revenue-generating partnerships.
• Experience working with consulting firms, systems integrators, technology alliances, or enterprise software ecosystems.
• Demonstrated success driving partner-sourced pipeline and revenue growth.

Skills

• Strong understanding of enterprise software, SaaS business models, and technology trends.
• Excellent relationship-building and executive communication skills.
• Strong negotiation and influencing abilities.
• Ability to work cross-functionally and drive alignment without direct authority.
• Strategic thinker with strong analytical and problem-solving capabilities.
• Experience managing multiple priorities in a fast-paced, high-growth environment.
• Ability to travel throughout EMEA as required.

Success Metrics

• Partner-sourced pipeline generation
• Partner-influenced annual recurring revenue (ARR)
• Number of active revenue-generating partners
• Joint sales opportunities created and closed
• Partner enablement and certification completion
• Joint marketing campaign performance
• Strategic account engagement and expansion

Reports To: VP Sales, EMEA

iGrafx Company Description

iGrafx has always been a leader in the ever-evolving business process management industry and has contributed continuously along the way. iGrafx created the industry’s first Window’s-based process diagramming tool, the world’s first interactive graphical business process simulation tool, and trademarked the term “swim lane,” which has become the de facto way to represent and describe roles within process flows. We assisted in the creation of the BPMN standard. iGrafx also released the first process collaboration platform complete with business architecture modeling, and the industry’s first end-to-end RPA Acceleration Package. 

iGrafx was recently named a Leader in The Forrester Wave on Process Intelligence, a Leader in the 2024 SPARK Matrix for Digital Twin of an Organization (DTO) Solution, and the Customers' Choice in 2023 Gartner Peer Insights for Enterprise Business Process Analysis Tools.

Today, with offices around the world, and active distribution in more than 20 countries, we have never veered from our singular focus: to turn customer processes into valuable assets! This enables us to provide our employees with opportunities for experiences and recognition, and ROI-proven business transformation at scale for our customers. Our success in these areas show in both employee and customer satisfaction and longevity.   

iGrafx is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.