Cloud Partner Development Lead (m/f/d) T Cloud Public Netherlands

Deutsche Telekom AG; Netherlands; Hybrid; EUR 90,000 - 140,000; Full time

Benefits offered by this job

Founding role

Hybrid work

Travel across Netherlands

Job summary

Deutsche Telekom AG, via T Cloud Public Netherlands, is building a partner ecosystem from scratch. We seek a Partner Ecosystem Lead to define the Dutch strategy, recruit first wave of partners, and set governance to enable scalable channel growth.

You will own a partner revenue target, collaborate with AWS, Google Cloud, and Azure programmes, and drive activation and consumption growth across the Netherlands. Fluent Dutch and English are essential.

Qualifications

• 3–5+ years in a partner development, channel sales, or alliance role within the public cloud industry.
• Direct experience at or with a major hyperscaler in a partner-facing role (AWS, Google Cloud, or Azure).
• Demonstrated ability to recruit and activate new partners and move them to active pipeline.
• Experience designing partner enablement content, GTM frameworks, or channel governance.
• Commercial fluency: cloud consumption models, partner margins, ARR/NRR mechanics.
• Personal sales track record: sourced and progressed deals.
• Familiarity with the Dutch cloud partner landscape.
• Fluency in Dutch and English.

Responsibilities

• Define and implement the Dutch partner ecosystem strategy, including prioritised partner types.
• Recruit, activate, and govern strategic partners, SI, born-in-cloud players, and resellers.
• Design indirect GTM models and enablement materials for partner success.
• Execute co-sell motions with hyperscaler programmes and drive partner-led pipeline.
• Own channel revenue targets and partner-sourced ARR and consumption growth.
• Position T Cloud Public Netherlands as a credible platform within the partner community.
• Establish lean governance, mutual commitments, and regular pipeline reviews.

Skills

Partner development

Channel sales

Alliances

Hyperscaler knowledge

Dutch & English fluency

Job description

Partner Ecosystem Lead — T Cloud Public Netherlands

ABOUT THE ROLE

There is no partner ecosystem yet. That is the opportunity. T Cloud Public Netherlands is building its indirect go-to-market motion from the ground up, and this role is responsible for making it real. As Partner Ecosystem Lead, you will identify, recruit, activate, and develop the strategic partners, system integrators, born-in-cloud consultancies, and resellers, who will take T Cloud Public to end customers at a scale a direct team alone cannot reach. This is not a partner management role in the traditional sense. There is no established channel to administer, no mature programme to maintain. What exists is an opportunity, a strong Group portfolio, hyperscaler co-sell relationships to activate, and a blank page. Your job is to turn that into a scalable indirect sales motion that drives sustained adoption and consumption growth in the Dutch market. You will build the partner strategy, define the enablement approach, recruit the first wave of strategic partners, and create the governance and processes that make the channel run. You will carry a commercial target and be active in deals alongside your partners, not coordinating from a distance. Success in this role is not measured by partner meetings or relationships maintained. It is measured by partner-led pipeline created, customers acquired through the channel, and consumption growing on T Cloud Public.

WHAT YOU WILL BUILD & OWN

• Partner ecosystem strategy: defining which partner types to prioritise for the Dutch market (GSIs, regional SIs, born-in-cloud consultancies, or specialist resellers) and the sequencing and investment logic behind those choices
• Partner recruitment and activation: identifying, approaching, and building the partnerships that matter, including the commercial agreements, onboarding structures, and activation plans that turn a signed partner into an active one
• Indirect GTM model: designing and executing the go-to-market approach for the partner channel in the Netherlands, how T Cloud Public reaches end customers through partners, and how partner and direct motions complement each other
• Partner enablement from scratch: creating the enablement materials, training programmes, and governance frameworks that give partners the confidence and capability to sell and deliver T Cloud Public
• Co-sell execution: running active co-sell motions with AWS, Google Cloud, and Azure partner programmes, and working alongside partners in live deals from discovery through to close
• Partner-led pipeline and consumption growth: owning a channel revenue target and being directly accountable for the partner-sourced ARR and consumption growth that results
• T Cloud Public positioning in the partner community: establishing T Cloud Public as a relevant, credible, and commercially attractive platform within the Dutch cloud partner landscape
• Partner performance and governance: putting in place effective, lightweight structures, business plans, mutual commitments, pipeline reviews that keep active partners focused and accountable

YOUR PROFILE — EXPERIENCE & SKILLS

• 3–5+ years in a partner development, channel sales, or alliance role within the public cloud industry, with a track record of building partner relationships and channel pipeline
• Direct experience at or with a major hyperscaler; AWS, Google Cloud, or Microsoft Azure in a partner-facing, channel, or alliance’s role, with knowledge of co-sell programme mechanics
• Demonstrated ability to recruit and activate new partners: bringing partners from first conversation through signed agreement to active pipeline contribution
• Experience designing or contributing to partner enablement content, go-to-market frameworks, or channel governance, ideally in an environment where these were being built rather than inherited
• Commercial fluency: cloud consumption models, partner margin structures, ARR/NRR mechanics, and how to construct a partner business case that is genuinely attractive
• A personal sales track record: you have sourced and progressed deals, not only supported others in doing so
• Familiarity with the Dutch cloud partner landscape: the relevant SIs, born-in-cloud players, and resellers, and what motivates them to invest in a new platform
• Fluency in Dutch and English, essential for partner relationships and T-Systems Group reporting

YOUR PROFILE: CHARACTER & APPROACH

• You are energised by building: you find satisfaction in creating structure, momentum, and results in an environment that does not yet have any of the three
• You are entrepreneurial and self-directing: you design your own approach, test it, and adapt when needed
• You invest in partner relationships for the long term and hold partners to commitments with clarity and mutual respect
• You think in pipeline, consumption, and revenue: a partner relationship that does not generate business is a problem to solve, not a success to celebrate
• You are credible at multiple levels: building rapport with a partner's technical pre-sales team and presenting a joint GTM plan to their leadership
• You bring confidence and clarity to ambiguous situations; partners will look to you to define what the T Cloud Public opportunity looks like for them
• You communicate with openness and directness; partners trust you because you tell them the truth, including when the answer is not yet what they hoped for

HOW SUCCESS IS MEASURED

• Number of strategic partners recruited and activated in year one
• Partner-sourced pipeline value and velocity
• Channel ARR and consumption growth, quarter over quarter
• Co-sell deal volume and conversion rate with hyperscaler programmes
• Partner activation rate: signed partners who have moved from agreement to active deal contribution

WHAT WE OFFER

• A genuine founding role: you will define what T Cloud Public's partner ecosystem in the Netherlands looks like
• The backing of T-Systems Group's hyperscaler co-sell relationships, Deutsche Telekom's European partner network, and a credible Group cloud portfolio
• Real commercial ownership: you carry a number and your contribution is directly visible
• A collaborative, senior team where partner success is a top-three business priority
• Competitive salary with a variable component, aligned with T-Systems Netherlands CAO and group grading
• Flexible hybrid working from our Netherlands office with regular travel to partners across the Netherlands
• An inclusive environment where we actively value diverse approaches to building and growing

OUR COMMITMENT TO INCLUSIVE HIRING

T-Systems Netherlands is committed to building a diverse team. We actively encourage applications from women, people from underrepresented groups, and candidates who bring different life and professional experiences to our work. We know that the best teams are built from a range of perspectives, and we are committed to an inclusive hiring process. If you do not meet every requirement listed here but believe you are the right person for this role, we encourage you to apply. We hire for potential, mindset, character and not just credentials. We offer flexible and hybrid working, and we are happy to discuss adjustments to the role or the process to make this work for you.

ROLE DETAILS

• Title: Partner Ecosystem Lead — T Cloud Public Netherlands
• Location: Netherlands (hybrid, partner-facing travel expected)
• Reports to: Managing Director / Leader T Cloud Public Netherlands
• Key interfaces: Product & Growth Lead, Cloud Adoption Manager, Business Developer, Sr. Cloud Architect, T-Systems Group Alliances
• Language requirement: Dutch (native or C1) + English (business fluent)
• Start: As soon as possible — Q3 2026