Head of Partnerships and Alliances, Seqera Labs

• 7+ years of experience in strategic partnerships, business development, or channel management, ideally within B2B SaaS companies and Life Science experience
• Proven track record of building and scaling partner programs that drive significant revenue growth
• Strong understanding of enterprise software & SaaS sales cycles, go-to-market strategies, and product positioning
• Ability to participate in technical product discussions related to partnerships
• Experience managing multiple partnership types: cloud providers, technology vendors, SIs and channel partners
• Excellent relationship management and communication skills with ability to influence senior stakeholders
• Strong strategic thinking combined with tactical execution capabilities
• Ability to coordinate complex initiatives across Product, Sales, Marketing, and Customer Experience teams
• Experience with CRM software (Salesforce preferred) and partner management platforms
• Data-driven approach to measuring partnership success and ROI

Desirable

• We are seeking an experienced Director of Partnerships & Alliances to develop, manage, and scale strategic partnerships that drive revenue growth, expand market reach, and enhance our product offering
• This role requires a balance of strategic thinking, business development, and relationship management skills
• As Director of Partnerships & Alliances, you will be responsible for identifying, negotiating, and managing strategic partnerships including cloud providers, technology integrations, systems integrations (SIs), and any other channel relationships
• You will play a critical role in developing partnership strategies, collaborating with internal stakeholders, and ensuring partnerships deliver measurable value for both Seqera and our partners
• This is a foundational role that will establish the partnerships function as a key growth driver for our enterprise go-to-market strategy
• You will work cross-functionally with our Sales, Marketing, Product, and Customer Experience teams to ensure alignment between partnership initiatives and company objectives
• Develop and execute a comprehensive partnerships strategy that aligns with company goals, including cloud, technology, SIs and channel partners
• Identify, evaluate, and negotiate strategic partnerships, including integrations, resellers, and referral partners
• Lead contract negotiations and partnership agreements, ensuring favorable terms that drive long-term value
• Build and maintain relationships with key ecosystem players and strategic vendors
• Drive incremental revenue through partner channels by developing joint go-to-market strategies and co-marketing activities
• Establish co-sell programs and account mapping with cloud providers (AWS, Azure, GCP)
• Create and execute partner enablement programs to ensure partners can effectively sell and implement solutions
• Track and analyze partnership performance, including pipeline growth and partner-generated revenue
• Oversee the entire lifecycle of partner relationships, from onboarding to ongoing management
• Develop joint business plans, set partnership goals, and track performance metrics
• Coordinate with internal teams (Sales, Marketing, Product, Customer Experience) to ensure successful partnership execution
• Serve as primary point of contact for strategic partner relationships and escalations