Senior Director, Partner Ecosystem - EMEA

Full Time

EMEA

About the Role

We are seeking a Senior Director, Partner Ecosystem — in EMEA to build and lead Rafay's regional partner strategy across Europe, the Middle East, and Africa. This is a high-impact, high-visibility role for a proven alliance leader who thrives at the intersection of technical platform sales, strategic co-sell motions, and ecosystem orchestration. This position reports to: VP, Integral Partnerships.

You will be the face of Rafay to EMEA partners — owning the full partner lifecycle from recruitment and onboarding through enablement, pipeline generation, and joint revenue attainment. You will develop deep relationships with Global System Integrators (GSIs), Regional SIs, OEM hardware partners, hyperscalers, and ISVs, and will work hand‑in‑hand with the EMEA field sales team to convert partner pipeline into closed revenue. This role requires up to 40% travel to client sites, partner offices, and regional meetings.

Responsibilities
- Define and execute Rafay's EMEA partner strategy, covering GSIs, regional SIs,



OEM/hardware alliances (e.g. Dell, DDN, HPE), and ISV/technology alliances.
- Identify, recruit, and onboard net‑new strategic partners aligned to Rafay's core ICP: neoclouds, sovereign AI operators, telecom/NCP accounts, and regulated enterprise verticals.
- Build partner segmentation and tiering frameworks that prioritize investment, effort, and co‑sell resources by partner potential and strategic fit.
- Represent Rafay at EMEA industry events, partner QBRs, and executive forums; serve as a regional brand ambassador and thought leader in Kubernetes, AI infrastructure, and platform operations.
- Own the EMEA partner‑sourced and partner‑influenced pipeline targets; develop joint business plans with top partners and track progress against revenue goals.
- Drive co‑sell motions with EMEA field account executives — coordinating partner introductions, joint account mapping, and co‑presentation

📌 Senior Director, Partner Ecosystem (Colombia)
🏢 Rafay Systems
📍 Colombia