Alliance Director, EMEA

The Opportunity

iGrafx is seeking a seasoned, outcomes-focused Alliance Director to lead strategic partnership growth across EMEA. In this role, you will help expand a high-performing partner ecosystem and contribute directly to scaling a leading SaaS company focused on process intelligence.

You will be responsible for recruiting, enabling, and developing strategic partnerships that generate partner-sourced and partner-influenced pipeline and revenue. This role works closely with Sales, Marketing, Product, and Customer Success to shape joint go-to-market plans and deliver measurable business impact through the partner network.

The company values respected leaders who use their expertise to improve results for customers and the business. A collaborative, team-first mindset, paired with determination and follow-through, is highly valued.

Partnership Development

• Build strategic alliances across EMEA with consulting firms, systems integrators, advisory firms, technology partners, and software vendors.
• Create and run partner business plans aimed at steady, repeatable revenue growth.
• Lead negotiations on partner agreements, covering commercial terms, shared commitments, and go-to-market expectations.
• Select and prioritize partners with strong alignment to the company’s growth strategy.

Revenue Growth and Business Development

• Take ownership of partner-sourced and partner-influenced pipeline creation across EMEA.
• Work with regional sales leaders to deliver annual revenue goals through strategic partnerships.
• Spot new market opportunities and co-develop go-to-market strategies with partners.
• Drive joint selling, account planning, and opportunity development efforts.
• Support important deals by coordinating partner involvement throughout the sales process.

Relationship Management

• Act as the main contact for important strategic partners.
• Develop and sustain senior-level relationships inside partner organizations.
• Run regular business reviews to keep goals, pipeline, and growth initiatives aligned.
• Address challenges and remove obstacles that could affect partnership success.

Partner Enablement and Co-Selling

• Design and deliver partner onboarding, training, and enablement programs.
• Make sure partners can effectively position, sell, and support iGrafx solutions.
• Coordinate account planning and co-selling activities with internal sales teams.
• Assist with partner certification and accreditation efforts when relevant.

Joint Marketing and Ecosystem Development

• Work with Marketing on shared campaigns, webinars, events, and thought leadership initiatives.
• Strengthen iGrafx visibility within partner ecosystems and professional communities.
• Build programs that drive partner engagement and demand generation.

Performance Management

• Set and monitor KPIs for strategic partnerships.
• Review partner performance regularly and create action plans to improve results.
• Track and report partner-sourced pipeline, influenced revenue, and total partner contribution.
• Provide leadership with regular updates and strategic guidance.

Market Intelligence

• Monitor industry trends, competitive movement, emerging technologies, and partner ecosystem opportunities.
• Identify new partnership opportunities that strengthen market position.
• Share insights and recommendations based on market intelligence and partner feedback.

Compliance and Risk Management

• Ensure partnerships follow legal, regulatory, and corporate requirements.
• Spot and reduce risks related to partnership agreements and business activity.

Qualifications

• Bachelor’s degree in Business, Information Technology, Computer Science, or a related discipline.
• MBA or another advanced degree is preferred.
• 8+ years of experience in alliance management, channel sales, business development, strategic partnerships, or ecosystem development within enterprise software.
• Demonstrated success in recruiting, developing, and managing partnerships that generate revenue.
• Background working with consulting firms, systems integrators, technology alliances, or enterprise software ecosystems.
• Proven ability to create partner-sourced pipeline and revenue growth.

Skills

• Strong knowledge of enterprise software, SaaS models, and technology trends.
• Excellent executive communication and relationship management.
• Strong negotiation and persuasion skills.
• Ability to collaborate across functions and influence without direct authority.
• Strategic thinking with solid analytical and problem-solving ability.
• Comfort managing multiple priorities in a fast-moving, high-growth environment.
• Willingness to travel throughout EMEA as needed.

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

About iGrafx

iGrafx is a long-standing name in business process management and process intelligence. The company pioneered several industry firsts, including the first Windows-based process diagramming tool, the first interactive graphical business process simulation tool, and the use of the term “swim lane,” now widely used to describe roles in process flows. iGrafx also helped shape the BPMN standard and later launched the first process collaboration platform with business architecture modeling, as well as the industry’s first end-to-end RPA Acceleration Package.

Recently, iGrafx was recognized as 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 a Customers’ Choice in the 2023 Gartner Peer Insights for Enterprise Business Process Analysis Tools. With offices worldwide and distribution in more than 20 countries, the company remains focused on turning customer processes into valuable assets while creating opportunities for employees and delivering measurable business transformation for customers.

Equal Opportunity Statement

iGrafx is an equal opportunity employer and welcomes applicants from all backgrounds. All qualified candidates will be considered without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.