Partnerships Manager

ELMO Software UK is a leading cloud-based HR and Payroll software provider, empowering over 3000 organisations across the UK, Australia, and New Zealand to effectively manage their people and processes. We are on a mission to release HR's full potential through software automation, analytics, and world-class customer support. From hire to retire, our integrated, configurable solutions simplify HR processes and adapt to our customers' unique needs.

Our Values: What Makes Us Tick at ELMO!

• We Obsess Over Customers: Everything we do is designed to positively impact you, our customer. Your success is our success!
• We Seek Out Different: We constantly pursue innovation, challenge the status quo, and defy barriers. We love new ideas!
• We Help Others Thrive: Colleagues, communities or customers – we champion ways to help everyone thrive. Together, we grow!
• We’re Fearlessly Optimistic: We bring unwavering positivity to any challenge to drive meaningful change. Let’s make things happen!

Why is this role important?

Are you an entrepreneurial and strategic leader ready to make a significant impact? This is a pivotal new senior role at ELMO UK, designed to build out our Mid-Market Success Story! You will be instrumental in shaping and aggressively scaling our Mid-Market Partner Programme, taking foundational elements from our successful Australian model. If you thrive in a "start-up" environment where you can build from the ground up, but with the backing and resources of an established company, this is the role for you. You’ll architect processes, identify and recruit high-impact partners, and drive rapid channel growth, significantly amplifying our market presence and enriching our value proposition.

What You’ll Be Doing

• Mid-Market Partner Programme Architecture: Lead the strategic design, development, and launch of the ELMO UK Mid-Market Partner Programme. Define programme benefits, requirements, and seamless onboarding processes tailored for mid-market partners. Establish robust operational frameworks, systems, and documentation to support programme scalability and efficiency. Identify, target, and recruit key strategic partners (e.g., consultants, complementary technology providers, industry influencers) with significant reach into the mid-market.
• Strategic Partner Development & Relationship Management: Cultivate and nurture robust, high-level relationships with key mid-market partners, acting as their primary strategic advisor and advocate within ELMO UK. Develop and execute joint partner business plans aligned with ELMO’s vision, driving mutual growth and market penetration. Deeply understand partner needs and ensure ELMO solutions and integrations deliver exceptional value to their clients. Develop and deliver compelling sales enablement resources and training to empower partners to effectively position and sell ELMO. Actively contribute to and support proposal development and sales processes for partner-driven opportunities.
• Performance Management & Programme Optimisation: Define and track key performance indicators (KPIs) for the Mid-Market Partner Programme, including partner recruitment, engagement, pipeline generation, and revenue. Regularly analyse performance data to identify trends, opportunities for improvement, and ensure strong ROI. Provide strategic oversight to all partner operations, ensuring efficiency, effectiveness, and a seamless partner experience. Continuously iterate and refine the programme based on market feedback, performance data, and evolving business needs.
• Leadership & Cross-Functional Collaboration: Act as the internal champion for the Mid-Market Partner Programme, fostering strong alignment with sales, marketing, product, and support teams. Lead cross-functional initiatives to support partner success and ensure internal readiness for partner-led growth. Serve as a thought leader on mid-market partnership trends and best practices, strategically influencing internal stakeholders and external partners. Qualify leads from marketing campaigns as sales opportunities and drive them through the pipeline. Identify client needs and suggest appropriate ELMO products or professional services. Develop campaigns to facilitate lead generation and ensure all Sales and Marketing indicators are tracked in Salesforce for accurate reporting. Ensure compliance with ELMO’s information security privacy policies and procedures.
• Other: Maintain awareness of and be compliant with information security protocols in relation to your job role and handling of any data.

What We Value For This Role

• Strong experience in the software/SaaS industry, with a significant background in building, launching, and scaling partner programmes, alliance management, or strategic channel development.
• Proven track record of successfully recruiting, onboarding, and managing strategic partners, ideally within the mid-market segment.
• Demonstrable experience in developing and executing joint Go-To-Market strategies that drive significant revenue growth through partnerships.
• Strong commercial acumen with a proven sales track record and a deep understanding of channel business models.
• Entrepreneurial mindset: A self-starter comfortable with ambiguity and building from the ground up in a fast-paced, dynamic environment.
• Exceptional ability to relate business challenges to technology solutions and articulate clear value propositions.
• Strategic thinker with the capability to develop and implement comprehensive plans.
• Excellent project management skills, with the ability to manage multiple initiatives, prioritise effectively, and meet deadlines.
• Outstanding presentation, communication, and negotiation skills, adaptable to diverse audiences.
• Demonstrated leadership qualities, with the ability to influence and inspire both internal teams and external partners.
• Experience in business planning, market analysis, and data-driven decision-making.
• Familiarity with HR technology or SME/Mid-Market software solutions is highly advantageous.

Why You’ll Love It Here

• Salary: £50,000-£60,000 + commission
• Work-Life Balance: 25 days + your birthday off!
• Health & Well-being: Private Medical Insurance (includes dental, optical & mental health cover) and Life Insurance (2x salary).
• Financial Future: Matched Pension (salary exchange with 5% employer contribution).
• Professional Growth: Access to unlimited Professional Coaching with More Happi.
• Community Impact: Two paid Volunteer Days per year to give back to the community.
• Dog-Friendly Office: Bring your furry friend to work!
• Financial Wellness: Access to Mintago for exclusive financial wellbeing resources, discounts, and expert advice.

ELMO UK is an equal opportunity employer, and we encourage applicants from diverse backgrounds to join our team. ELMO UK is passionate about empowering HR with responsible, secure and safe AI, aiming to be among the first in the UK to achieve ISO 42001:2023 certification. Handling sensitive employee data necessitates strict adherence to our ISO 27001:2022 Certified security policies, making data privacy and security paramount in every role.