Head of Partnerships

Automaise; Lisboa; Híbrido; EUR 70 000 - 120 000; Tempo integral

Vantagens oferecidas por esta oferta de emprego

Competitive salary

Remote or Hybrid work regime

22 days vacation + 5 days

Resumo da oferta

Automaise in Portugal is seeking a Head of Partnerships to scale enterprise collaborations. You will own partner strategy, sign and onboard partners, and lead high-value opportunities inside a partner's sales motions, aligning with Automaise's go-to-market.

You’ll develop joint business plans, manage governance, and coach a growing partnerships team across Iberia and the UK, aiming to drive ARR growth through partner-sourced revenue while delivering enablement and certification.

Qualificações

• Partnerships or channel experience in technology services and BPO/systems integrators.
• Executive-level stakeholder management across client partners and internal teams.
• Ability to translate Automaise value into partner-specific narratives and business cases.

Responsabilidades

• Grow partner-sourced revenue and own ARR contribution with existing partners.
• Lead high-value partner opportunities and embed in partner sales motions.
• Build and sign a scalable partner base across regions ( Iberia, UK ).
• Own partner contracting, governance, and performance reporting.
• Coach and develop the partnerships team and align cross-functional teams.

Conhecimentos

Partnerships experience

Executive stakeholder management

Channel sales

Strategy development

Descrição da oferta de emprego

Automaise is a fast-moving, VC funded, exciting start-up helping customers from all over the world to use Artificial Intelligence to automate business critical processes through our leading-edge product. Founded in 2018, we are offering a great working environment with excellent career development opportunities to the best and brightest professionals. At Automaise we’re building the future of easy-to-use AI using deep learning and other Artificial Intelligence technologies.

Job Overview

Partnerships are how Automaise reaches enterprise scale. Our AI agents solve real business problems, and the partners who sell and implement them put us in front of customers we could not reach alone. We already work with prominent integrators - Claranet and NTT Data in Portugal, VASS in Spain, Alorica in the United States. Automaise is committed to partner-sourced pipeline reaching 30% or more within twelve months, and to partners generating 30% of ARR by the end of 2027. The Head of Partnerships owns that outcome and everything that produces it: which partners we sign, what we agree with them, how they are onboarded and certified, the plans we build together, and the deals that follow.

How You’ll Make an Impact

Revenue

• Grow partner-sourced revenue. Own the partner contribution to ARR and its growth within each existing partner.
• Lead the deals that matter. Personally run the highest-value partner opportunities, and act as Automaise's embedded expert inside a partner's own sales motion - enabling their sellers, joining their customer conversations, and making it easy for them to position Automaise with confidence.

Making partners sell

• Build the partner-facing proposition. Translate what Automaise does into each partner's own commercial language - transformation programmes for a systems integrator, cost and capacity for an outsourcer - and produce the materials, narrative and business case they need to sell it as their offer rather than forward ours.
• Create alignment across the partner organisation. Commercial teams need to qualify and source well enough to raise Automaise in the right conversations and make the introductions that matter. Solution architects need to hold the technical discussion without escalating to us.

Ecosystem

• Recruit and sign. Build the partner base across the referral, co-sell and solutions categories, including outsourcers, systems integrators and resellers. Decide which relationships deserve investment.
• Own partner contracting. Author and renegotiate partner agreements, amendments and tier terms, and bring the existing estate onto consistent paper.

Partner enablement

• Onboard and certify. Design onboarding by partner type, covering commercial enablement and the product ramp, and own the certification path jointly with the Services team.
• Judge delivery readiness. Establish with Services and the partner whether a solutions partner can implement without supervision. A partner that sells well but implements badly costs more than it earns.
• Build joint business plans. Produce the template, write the plans for strategic partners personally, and roll it out across the estate. Each plan carries commercial targets, joint activity and a review cadence both sides are held to.
• Run go-to-market motions. Joint events, workshops, round tables and executive engagement, designed with partners and delivered alongside the Automaise marketing team against allocated partner budget.
• Run sales sprints. Coordinated pushes with a partner at a defined target list in a specific vertical, with both sides committing resource and a result measured at the end.

Leadership

• Coach the partnership managers. Develop the team in senior stakeholder management, business planning and deal negotiation. This is a working leadership role: with one partnership manager covering Spain and LatAm, the Head of Partnerships personally carries that function for Portugal and the UK.
• Own governance. Partner QBRs, pipeline reviews, deal registration and attribution, and partnerships reporting to the executive.

How The Role Works

The role does not operate alone. Solutions consultants support partner bids with pre-sales, scoping and proposal work. The Services team builds the product enablement behind certification and helps judge when a partner is ready to deliver on its own. Marketing runs partner campaigns jointly. Referral and co-sell opportunities are taken to close with the regional sales managers and account executives who own those markets, so the role can stay on building the channel rather than working every deal in it.

Success Measures

• Partner-sourced pipeline, against the 30% milestone in the first twelve months.
• ARR generated through partners, against the 2027 ambition.
• ARR growth within each existing partner, measured year on year rather than at signature.
• Professional services revenue sold and delivered through partners.
• Certifications achieved across the partner base.
• Most importantly, the number of partners successfully onboarded and genuinely active — carrying a robust pipeline and selling. A signed partner producing nothing is not a partner.

Minimum Requirements

What we’re looking for:

• Partnerships or channel experience in technology services. Consulting, systems integration or applied AI backgrounds fit this role better than pure B2B SaaS. What partners sell alongside Automaise is projects, not just licences, and the person understandsthat motion. Structuring and closing partner-led enterprise deals matters more than time served managing relationships.
• Executive inside and outside the building. Credible with senior stakeholders in partner organisations and with clients when a deal requires it, and equally able to work across Automaise — sales, services, product, marketing — to get partners what they need.
• Ownership. This is a start-up. The person who does well here treats a problem as theirs whether or not it sits in their remit, and fixes it. There is no partner operations function, no portal and no enablement library, and nobody is coming to build them.
• Coachable and fast. Conversational AI and AI workflows sit between B2B SaaS and applied AI projects, in a market that changes every few months. Willingness to be coached and speed at absorbing an unfamiliar business matter as much as prior experience.
• Understanding of AI concepts, with experience selling AI or transformation work a clear advantage.
• Fluent Portuguese, English and Spanish, is mandatory.
• Experience across Iberia and the UK, or the standing to build it quickly.
• Experience of business process outsourcing (BPO) is valued given the shape of the current partner base, though not required.

What you’ll get from us

• Competitive Salary: Attractive compensation based on your experience and role.
• Generous Time Off: Enjoy 22 days of paid annual leave plus 5 extra days.
• Flexible Work Options: Remote or Hybrid work regime.
• Performance Bonuses: Earn bonuses based on your achievements.
• Health Benefits: Comprehensive health insurance coverage.
• Career Growth: Opportunities for personal and professional development.
• Continuous Learning: Access to training programs to enhance your skills.
• Supportive Team: Join a dynamic, agile, and expanding team.
• Growth Opportunities: Thrive in a growing company with a strong career path.
• Positive Environment: Enjoy a collaborative and open work culture.
• Work-Life Balance: Embrace a balanced work-life with flexibility and support.
• Fun Perks: Engage in company events, treats, and team-building activities.