EMEA Strategic Alliance Director

Position Summary/Objective
The European Strategic Alliances Manager owns the commercial relationship with Albida’s partner ecosystem end to end. This is a revenue-accountable role: the individual is responsible for a defined annual partner-sourced bookings target, for the commercial terms agreed with each partner, and for the health of the partner pipeline they build. Alongside this commercial mandate, the role continues to own partner development, onboarding, enablement, and relationship management globally.

Develop and execute the global partner enablement plan

Own an annual commercial target for partner-sourced subcontracting and downstream services bookings, tracked monthly against forecast

Lead and develop partner awareness and expertise around the Workday platform, including Workday AI (Illuminate), Workday Extend, VAR Program and related downstream services capabilities

Collaborate with the Workday Partner Alliances team to promote the Workday platform and Albida’s service opportunities, including joint go-to-market and co-sell motions

Collaborate with the Resource Manager to identify bench availability for sub-contracting opportunities, balancing utilisation targets against margin

Negotiate and agree commercial terms, rate cards, and referral arrangements with partners, within delegated authority limits

Drive partner confidence in recommending Albida’s consulting and downstream service offerings

Drive consultant availability and services roadmap discussions with partners

Support, uphold and embody Albida’s values as a corporate representative to the European partner community

Commercial Responsibility
This role carries direct accountability for revenue generated through the European partner channel. Specific commercial duties include:

Deliver against an agreed annual bookings/revenue quota for partner-sourced engagements, reported monthly

Build and maintain a rolling partner pipeline forecast, with variance reporting to European leadership

Own pricing discussions and rate-card negotiations with partners, ensuring margin targets are met alongside volume

Track win rates, deal velocity, and margin contribution across the partner portfolio, and adjust partner strategy accordingly

Partner with Finance to maintain a quarterly alliance P&L view covering partner-sourced revenue, cost of delivery, and net contribution

Hold delegated commercial authority for agreed contract value thresholds; escalate terms outside this authority to the European leadership team

Essential Functions/Duties/Responsibilities

Identify and grow European professional services sub-contractor bookings through Workday partner channels, where utilisation needs to be increased

Build strong relationships with partner business leaders to become the strategic choice for Workday consulting augmentation

Maintain current understanding of the European Workday market, partner business focus, and direction within the competitive Workday ecosystem

Demonstrate Albida's value to partners through measurable, revenue-linked partner business growth

Lead all European business alliance activity, subcontracting activity, and downstream services pipeline with assigned partner(s)

Directly manage all opportunity development and commercial touchpoints with partners

Create and maintain a multi-year European alliance business plan, with commercial targets by partner

Collaborate with the broader management team to set European alliance priorities in line with the overall business plan

Construct and schedule quarterly executive alliance reviews, presenting commercial performance to the European Senior Leadership Team

Proactively manage the business plan and report progress — including revenue, pipeline and margin — via a quarterly dashboard

Represent Albida at Workday Rising Europe and relevant partner conferences to build awareness and drive collaboration

Provide partner sponsorship on subcontracting opportunities, ensuring consulting quality by working with the delivery sponsor on resolution of issues

Ensure partner engagements comply with GDPR and relevant European data-residency requirements where client data is involved

If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!
Originally posted on Himalayas