Strategic Partnership Manager

About Andela: At Andela, we know brilliance is evenly distributed around the world, but opportunity is not. For over 10 years, Andela has connected its customers with top global, remote technical talent from over 135 countries with the majority residing in emerging markets like Africa and Latin America. As one of the world’s largest talent marketplaces, Andela gives companies greater flexibility to quickly deploy qualified technologists. With talent highly skilled in advanced technologies to support Application Development, Artificial Intelligence, Cloud & DevOps, Data Engineering, and much more, customers experience 33% faster project delivery. The company’s exclusive AI-powered platform, Andela Talent Cloud, is the industry’s only unified platform managing the complete global talent lifecycle and enables customers to fill individual roles or engage fully managed teams up to 66% faster. Andela is on the precipice of two breakout industry transformations: one in staffing/hiring and the other in software development, both accelerated by generative AI. Are you an exceptional, hungry leader seasoned in scaling businesses through transformation and growth? Join us and change the world. Job Summary Strategic Partnership Manager · London, UK Andela is hiring a London-based Strategic Partnership Manager to own and grow our co-sell partnership with GitHub, one of our most strategic technology partners, across Europe, the Middle East and Africa. GitHub is one of our highest-priority partnerships, and EMEA is where our co-sell momentum with them is strongest. You will own the partner relationship and be accountable for the partner-sourced and partner-influenced revenue it produces. That means building trust with GitHub's field sellers and partner team, running deal registration and co-sell, mapping accounts, and keeping our program standing current so the partner sends us more opportunities and continues to invest in us. GitHub is the anchor, but the role is built to flex. You will work across GitHub's wider cloud ecosystem, including co-sell, consumption credit and partner funding programs. As activity grows in region, you will extend the same motion to our 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 serve as a role model for the rest of the company. Think about the feedback your peers typically give you – if it usually sounds like the below, we want to hear from you. Low ego, low drama, servant leader: You share credit, take blame. You like being wrong because it means someone else had an even better idea. One team mentality: You break silos across teams. You put the company and mission first above your team alone. Great listener, hungry for feedback: You’re always seeking to improve – our product, our business, yourself. You solicit diverse opinions and deeply listen. Owner, not renter: You see a problem, you fix it or find someone who will. The buck stops with you. Player-coach: You fly high (create strategy) AND low (know the details that matter). You roll up your sleeves and get scrappy. You do this proactively collaborating with your team while actively engaging in important details. Business problem solver: You’re not just a functional expert; you consistently get praise for approaching your function through the lens of solving business problems. 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, so Andela is the partner they bring into accounts first. Own the joint Partner Business Plan for the region, and run the QBR cadence and monthly deal reviews with GitHub. Represent Andela in person 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 bringing in Andela sales and Solutions Managers. Run co-sell on live deals: connect partner sellers with Andela sellers, keep the partner informed through close, and remove blockers on both sides. Map accounts with GitHub to agree on which customers we target together, then align Andela's EMEA sales team on how to pursue them. Build and manage partner-sourced pipeline against a coverage target, with clean attribution in Salesforce. Run deal registration, funding and program mechanics Register every partner-involved opportunity so Andela receives credit for the consumption and seats we drive (for example, platform seats and cloud consumption). Identify and secure deal-based partner funding, including co-investment and incentive programs, so sellers have more pricing flexibility on competitive deals. Manage marketplace listings and partner program tiers: track designation and specialization requirements, certification counts, customer references and registered-deal thresholds, and file what is needed to maintain or move up a tier. Maintain partner attribution tooling, such as partner portals and deal and consumption tagging. Work across the Andela partner team Bring Solutions Managers into qualified opportunities and partner enablement sessions, and relay what partner sellers need back into our offers. Partner with the Partner Marketer on campaigns to partner sellers, joint customer campaigns and events, and own follow-up with partner sellers on the leads they produce. Feed wins back into customer stories and references that strengthen our 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. As activity grows, support our AI lab partners in region: partner seller relationships, deal registration, program tiers and marketplace presence. 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 a partner seller engaged. Partner-sourced pipeline against a coverage target, 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. Requirements 5+ years in partner, alliance or channel management at a technology services firm, consultancy, systems integrator or ISV. Direct, hands-on experience with the GitHub partner program or a comparable cloud or developer-platform partner program: co-sell, deal registration, partner portals and partner funding claims. A track record of carrying a partner-sourced or partner-influenced revenue target and growing pipeline through a partner's field sellers. Experience running joint business plans, QBRs and account mapping with a large technology partner. Enough technical fluency in software development, DevOps, platform migration or AI adoption to qualify an opportunity before bringing in a solutions specialist. Comfortable working through others: you influence partner sellers and internal sales teams without direct authority. Strong organization and follow-through on program mechanics, with clean CRM hygiene (Salesforce preferred). Based in or able to work from London, and able to travel across EMEA for partner meetings and events. Preferred An existing network inside GitHub's EMEA partner and field organizations. Experience managing partner tiers, designations, specializations and marketplace listings (for example, cloud marketplace listings and partner designations). Exposure to AI lab partner programs, or interest in growing into them. We value candidates with a strong GitHub or cloud partner foundation who can carry that motion into newer programs. Background selling or partnering on developer tooling, cloud modernization, engineering talent or technical training services. Experience working across European and African markets. Experience at a company building a partner function from an early stage. #LI-REMOTE #LI-NR1