Director, Alliances EMEA in Wokingham

We create possibilities that move life and commerce forward. Welcome to Manhattan. Every day, our supply chain commerce technology connects two billion people to 20 billion consumer choices. In the warehouse, on the road and in the store, we make what was once impossible, possible. If you want to tackle complex problems and redefine markets, you’ve come to the right place.

About the role: Manhattan Associates’ Director, Alliances EMEA will be one of the driving forces behind our Partner Alliances program across the region. This role is responsible for signing, enabling, and nurturing strategic partner relationships across EMEA, with a focus on driving incremental bookings through partner-sourced and partner-influenced opportunities. Working closely with enterprise sales, marketing, pre-sales, and partner organisations, the Director, Alliances EMEA will help shape and execute regional go-to-market plans that strengthen Manhattan’s presence and accelerate growth through strategic partnerships. The successful candidate will bring a strong understanding of alliances and partnerships, customer solution life cycles, enterprise sales processes, competitive dynamics, stakeholder engagement, and execution of joint growth plans. This is a UK-based role with EMEA scope and leadership responsibility for building and expanding partner impact across multiple markets.

Responsibilities:

• Build, develop, and maintain executive-level relationships with strategic partners across EMEA.
• Drive partner-sourced and partner-influenced revenue growth in line with regional bookings objectives.
• Create and execute EMEA alliance strategies aligned to Manhattan’s sales, marketing, and solution priorities.
• Work closely with direct sales teams to identify, pursue, and progress joint opportunities with partners.
• Enable partners on Manhattan’s value proposition, solution positioning, and route-to-market approach.
• Support the development of joint business plans, pipeline plans, and go-to-market programs with priority partners.
• Identify new regional partner opportunities, including systems integrators, channel partners, OEMs, application providers, and other strategic ecosystem players.
• Strengthen existing partner relationships while broadening the regional partner network where it supports growth objectives.
• Help manage channel alignment and minimise channel conflict through strong communication, clear rules of engagement, and close internal coordination.
• Collaborate with marketing and pre-sales teams on partner campaigns, events, enablement activities, and solution positioning.
• Identify and assess joint development or strategic collaboration opportunities where appropriate.
• Establish, track, and report on key alliance metrics, milestones, pipeline contribution, and business outcomes.
• Provide regular updates and strategic insight on EMEA partner performance, market opportunities, and competitive activity.
• Act as a visible regional leader for the alliances function, bringing strong collaboration, commercial judgement, and execution discipline.

Minimum requirements:

• Bachelor’s degree required.
• 10+ years of experience in alliances, partnerships, channel development, or enterprise software sales.
• Proven track record of developing strategic alliances and driving new revenue in the enterprise software industry.
• Experience working across multiple countries and cultures within EMEA.
• Strong understanding of partner-led go-to-market models, enterprise sales cycles, and regional market dynamics.
• Demonstrated ability to work cross-functionally with sales, marketing, pre-sales, and leadership stakeholders.
• Excellent communication, relationship-building, negotiation, and presentation skills.
• Strong analytical and strategic thinking capability, with the ability to translate plans into commercial outcomes.
• Highly entrepreneurial and comfortable operating independently in a fast-moving environment.
• Willingness to travel across the UK and EMEA as required.

Preferred skills and experience:

• MBA preferred.
• Experience working with systems integrators, OEMs, application providers, and VARs.
• Knowledge of supply chain, commerce, omnichannel, or enterprise SaaS/software ecosystems.
• Experience building regional alliance plans and managing strategic partners across multiple EMEA markets.
• Familiarity with partner performance metrics, pipeline governance, and alliance business planning.
• Ability to influence senior stakeholders internally and externally in a matrixed organisation.

This job description indicates the general nature and level of work expected of the role. It is not designed to contain a comprehensive inventory of all duties, responsibilities, or qualifications required. The incumbent may be asked to perform other duties as required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the position.

Committed to diversity and inclusion: At Manhattan, it’s about more than just the work. From cultural celebrations to interest groups to volunteer opportunities, your true self is always welcome here. Our team members’ backgrounds, experiences and perspectives add to us as a whole and make us unique. We are proudly an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a veteran.