Head of Partnerships - EMEA

Xero; Cape Town; On-site; ZAR 500 000 - 600 000; Full time

Job summary

A leading software company is looking for a Head of Partnerships for EMEA based in Cape Town, South Africa. This role involves developing and executing partnership strategies to enhance growth across the region. Candidates should have senior-level experience in channel partnerships, a strategic mindset for evaluating deals, and a proven ability to negotiate successfully. This is a hands-on position that requires building executive-level relationships while navigating a fast-paced environment.

Qualifications

• Senior experience in partnerships within technology or B2B software.
• Ability to evaluate complex deal viability and build vs buy scenarios.
• Proven track record in negotiating contracts and deals.

Responsibilities

• Develop partnerships strategy for the EMEA region.
• Identify and execute high-value deals with strategic partners.
• Build a pipeline of opportunities to extend Xero’s ecosystem.

Skills

Senior-level experience in channel and product partnerships

Strategic mindset

Influencing executive stakeholders

Leading commercial and contract negotiations

Ability to navigate fast-paced environments

Understanding regional market trends

Job description

The role & impact

As the Head of Partnerships for EMEA, you will be the driving force behind Xero’s growth strategy across South Africa and broader EMEA markets, including Ireland and the UAE. This is a hands‑on, individual contributor role where you will shape and execute partnership strategies, originating high‑performing deals that enable Xero to acquire new customers and enhance our product offering through unique partner propositions.

You will operate with a high degree of independence as the sole partnerships lead for the region, acting as a master of negotiation and a key member of the regional leadership team. By building executive‑level relationships and managing connections with local tax authorities, you will align partnership initiatives with global business goals to create meaningful value for Xero and our customers.

The team & how they connect

You will form a vital part of the regional leadership team based in South Africa, collaborating closely with global and regional executives to ensure partnership strategies are in sync with product investments. You will act as an evangelist for the partnerships function, providing a global mindset while working across the business to build a pipeline that extends Xero’s ecosystem.

Initially, you will focus on

• Developing a comprehensive partnerships strategy for the EMEA region that builds new distribution channels and influences product direction.
• Identifying and executing complex, high‑value deals with strategic partners that align with our financial objectives.
• Establishing a pipeline of opportunities to extend Xero’s ecosystem in key areas and identify high‑value product partnerships.
• Navigating obstacles and managing risks to ensure timely execution of partnership agreements across the region.

Where and how you can work

This role is based in our Cape Town office, in South Africa, where you will join the regional leadership team.

Here are some of the things we are looking for

• You bring senior‑level experience in managing channel and product partnerships within the technology or B2B software industry.
• Your strategic mindset allows you to evaluate the commercial viability of complex deals and assess build‑versus‑buy scenarios.
• You possess the ability to influence executive stakeholders both internally and externally while building effective relationships across all levels of the business.
• You have a proven track record of leading commercial and contract negotiations, ideally helping others to develop these capabilities as well.
• You thrive in fast‑paced environments where you can take full ownership of your work and navigate through ambiguity.
• You have a deep understanding of regional market trends and can translate these into actionable insights for product roadmaps.

Apply even if your experience isn't a perfect match! At Xero, we hire based on your skills, passion, and the unique perspective you can bring to enhance our culture and team.