Strategic Partnership Manager · London, UK

Andela is hiring a London-based Strategic Partnership Manager to own and grow the co-sell partnership with GitHub, one of their most strategic technology partners, across Europe, the Middle East, and Africa. GitHub is a top priority, and EMEA is where their co-sell momentum is strongest.

The role involves owning the partner relationship and driving partner-sourced and partner-influenced revenue. This includes building trust with GitHub’s field sellers and partner teams, managing deal registration and co-sell activities, mapping accounts, and ensuring the program remains current to attract more opportunities and investment.

Beyond GitHub, the role is designed to be flexible, allowing you to work across GitHub’s wider cloud ecosystem, including co-sell, consumption credits, and partner funding programs. As activity grows, you’ll extend this approach to AI lab partners. This is a revenue-generating role with a base-plus-variable compensation structure tied to partner-sourced and partner-influenced bookings.

Exceptional Leadership

As an Andelan, you’ll embody the following traits:

• Low ego, low drama, servant leader: Share credit, take responsibility, and embrace being wrong to foster better ideas.

• One team mentality: Break silos, prioritize company mission over individual team goals.

• Great listener, hungry for feedback: Continuously seek improvement for the product, business, and self. Actively solicit diverse opinions and listen deeply.

• Owner, not renter: Identify problems and resolve them or delegate effectively.

• Player-coach: Balance strategic thinking with hands-on execution, collaborating proactively with your team while engaging in critical details.

• Business problem solver: Approach your function through the lens of solving business challenges.

Key Responsibilities

Own the GitHub Partnership in EMEA

• Build and maintain relationships with GitHub’s EMEA field sellers, partner managers, solution engineers, and services leaders to ensure Andela is the first partner considered in accounts.
• Lead the joint Partner Business Plan for the region and manage the Quarterly Business Review (QBR) cadence and monthly deal reviews with GitHub.
• Represent Andela at partner offices, sales kickoffs, field events, and executive meetings across EMEA.

Drive Partner-Sourced and Partner-Influenced Revenue

• Source new opportunities from the partner’s field organization and qualify them before involving Andela sales and Solutions Managers.
• Execute co-sell on live deals by connecting partner sellers with Andela sellers, keeping the partner informed through the close, and removing blockers.
• Map accounts with GitHub to agree on target customers, then align Andela’s EMEA sales team on pursuing them.
• Build and manage partner-sourced pipeline against coverage targets, ensuring clean attribution in Salesforce.

Run Deal Registration, Funding, and Program Mechanics

• Register every partner-involved opportunity to ensure Andela receives credit for platform seats and cloud consumption.
• Identify and secure deal-based partner funding, including co-investment and incentive programs, to enhance pricing flexibility on competitive deals.
• Manage marketplace listings and partner program tiers, tracking designation and specialization requirements, certification counts, customer references, and registered-deal thresholds.
• Maintain partner attribution tooling, such as partner portals and deal/consumption tagging.

Work Across the Andela Partner Team

• Engage Solutions Managers in qualified opportunities and partner enablement sessions, relaying partner seller needs back into Andela’s offers.
• Collaborate with the Partner Marketer on campaigns to partner sellers, joint customer campaigns, and events, and follow up on leads produced by partner sellers.
• Contribute partner wins to customer stories and references that strengthen Andela’s standing with each partner.
• Report on partner pipeline, bookings, funding secured, and program status to the Director of Partnerships and sales leadership.

Extend the Motion to More Partners

• Apply the same co-sell playbook across GitHub’s wider cloud ecosystem in EMEA.
• Support AI lab partners in the region by managing seller relationships, deal registration, program tiers, and marketplace presence as activity grows.

How Success is Measured

• Partner-sourced bookings (primary), with partner-influenced bookings credited at a lower weight.
• Deals registered and accepted by the partner, and co-sell opportunities with partner seller engagement.
• Partner-sourced pipeline against coverage targets, and co-sell wins.
• Partner funding secured, and partner consumption driven (platform seats, cloud consumption, AI licenses).
• Program status: designations achieved, tier requirements met, business plans current, and QBRs held on schedule.