Director of Partnerships, Go to Market (GTM)

RWS’ vision to become the Cultural Intelligence Layer for Enterprise AI cannot be realized alone; it requires a sophisticated and cohesive partnership ecosystem. We’re looking for a Director of Partnerships to lead the deployment of our new, unified partnership strategy. This is a critical leadership role that will transform our partner ecosystem into a core pillar of RWS’s growth.

You will be the central architect of our partnership framework, responsible for building a sophisticated, revenue-driving ecosystem. You will own the partnership vision from end-to-end: defining the strategy, building the operational foundation, managing strategic alliances, and enabling our sales teams to win with partners. The ideal candidate is a proactive and experienced leader who is comfortable with both high-level strategy and hands-on execution, with a passion for building and scaling global partner programs that drive innovation and growth.

Key Responsibilities

• Strategic Leadership & Governance: Own and execute the overall partnership ecosystem strategy. Establish the operating model, commercial rules of engagement, and performance metrics for the entire partner ecosystem.
• Ecosystem Enablement: Lead and mentor a lean, central Partnership Team, positioning them as strategic enablers and a force multiplier for the organization. Lead the creation of foundational assets to empower partners and internal teams, including a partner portal, marketing materials, and sales playbooks. Drive the evolution of our partner programs across Technology, Solution, Reseller, and Community partner types.
• Strategic Alliance Management: Manage and cultivate relationships with our most strategic partners, including hyperscalers and foundational AI providers, to drive co-innovation, joint go-to-market initiatives, and significant revenue growth.
• Channel Program Execution: Oversee the development of key partnership programs, including the E-learning Partner Network, and manage the geographic channel partners to expand our market reach.
• Operational Excellence: Establish and govern the operational backbone for all partnership activities. This includes implementing a single source of truth for partner data in Salesforce, creating a centralized and auditable contract repository, and managing the processes for partner onboarding and performance tracking.
• Cross-Functional Leadership: Act as the main connection point between the Partnership team and internal stakeholders across Sales, Marketing, Product, R&D, and Legal. Ensure partner initiatives are aligned with wider company priorities.

Skills & Experience

• Previous experience in a senior partnership or strategic alliance leadership role within a technology, SaaS, or enterprise software organization.
• Demonstrated success in designing and scaling a multi-faceted partner ecosystem, encompassing technology partners (ISVs, OEMs), solution partners (SIs, Consultants), and channel resellers.
• Deep understanding of co-sell motions and experience executing go-to-market strategies with major cloud hyperscalers.
• Strong leadership skills and experience managing teams while influencing senior stakeholders across an organisation.
• Excellent communication, negotiation and relationship management skills.
• Experience in AI, language technology or content management would be an advantage but is not essential.

Life at RWS - If you like the idea of working with smart people who are passionate about growing the value of ideas, data and content by making sure organizations are understood, then you’ll love life at RWS. Our purpose is to unlock global understanding. This means our work fundamentally recognizes the value of every language and culture. So, we celebrate difference, we are inclusive and believe that diversity makes us strong. We want every employee to grow as an individual and excel in their career.

In return, we expect all our people to live by the values that unite us: to partner, putting clients first and winning together; to pioneer, innovating fearlessly and leading with vision and courage; to progress, aiming high and growing through actions; and to deliver, owning the outcome and building trust with our colleagues and clients. RWS embraces DEI and promotes equal opportunity, we are an Equal Opportunity Employer and prohibit discrimination and harassment of any kind. RWS is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at RWS are based on business needs, job requirements and individual qualifications, without regard to race, religion, nationality, ethnicity, sex, age, disability, or sexual orientation. RWS will not tolerate discrimination based on any of these characteristics.

RWS Values: Get the 3Ps right – Partner, Pioneer, Progress – and we’ll Deliver together as RWS.

Recruitment Agencies: RWS Holdings PLC does not accept agency resumes. Please do not forward any unsolicited resumes to any RWS employees. Any unsolicited resume received will be treated as the property of RWS and Terms & Conditions associated with the use of such resume will be considered null and void.