Head of Partnerships

Waracle are looking for a Head of Partnerships for an exciting new role joining our world‑class digital technology consultancy and home to a diverse, smart, curious and ambitious community of specialists in technology‑driven transformation. We work with ambitious clients to help them solve their biggest business and customer challenges. We help our clients to innovate and create intelligent digital products and services. We thrive on complex challenges and deliver business‑critical IT transformation projects, moving seamlessly from strategy, design and delivery to operations. This is a Full Time, Hybrid role based in London.

About the Role

As the Head of Partnerships, you'll be accountable for setting Waracle's partner strategy from the ground up, then executing that strategy with the support of the wider business. We are looking for an empathetic and highly collaborative leader to drive co‑sell revenue and position Waracle as the go‑to partner for innovative and complex Data & AI work. You’ll work with our capability leaders to determine which Cloud, Data and AI platforms we should partner with, then act as the primary link with those partners. Waracle has extensive experience building digital products using AWS, Microsoft, and Google Cloud, and we have spent the last 6‑months focusing heavily on Google Cloud where we have certs, status, and pipeline. With our recent acquisition of Inov8, a Data & AI specialist, we also have strong stories to tell in Databricks and other platforms. You’ll benefit from all of that experience, as well as the budget to bring in a pre‑sales architect to partner with you as we build this channel.

Key Duties and Responsibilities

• Creating Demand: Own and execute our overarching partner Go‑To‑Market strategy. Map Waracle's Data & AI capabilities directly to our chosen partners strategies and incentives to unlock opportunities in accounts and new logos. You’ll set targets in collaboration with our capability and sales leadership, and take accountability for hitting them.
• Relationship Building: Build and nurture peer‑level relationships within our chosen partners, specifically targeting Partner Managers, Account Teams and Vertical Leaders. You’ll act as an internal evangelist and change agent too. You will be challenging the healthy agnosticism common in consultancies by showing what’s possible and the value of tight relationships with hyperscalers.
• Pitching and Proposals: Inspire and lead cross‑functional teams to successfully win new work via the partner channel. This means uncovering client and partner needs, developing clear win themes, and ensuring our proposals cleanly align with the partner’s consumption and growth metrics.
• Pipeline & Co‑Sell Management: Manage KPIs such as partner‑influenced revenue, pipeline and co‑marketing ROI. Coordinate co‑sell motions alongside our direct sales team, ensuring accuracy and leveraging partner incentive programs. Identify, qualify, and prioritize new opportunities that align with our core capabilities (AI/ML, product engineering, data platform modernisations).
• Internal Readiness: Working with our capability and engineering leadership to ensure we build capabilities with our chosen partners. Working closely with our sales and marketing teams for partnerships to become an integral part of our sales funnel and building the partnership team with the right expertise.

What You’ll Bring

• A proven track record of building or scaling a partner channel within a technology consultancy or systems integrator, with evidence of successfully achieving commercial goals and driving significant growth from a small start.
• An active, existing network of relationships within at least one major cloud, LLM, or data platform (e.g., Google Cloud, Databricks, Anthropic).
• A deep understanding of hyperscaler mechanics—specifically how cloud sellers are compensated, how to achieve partner tier advancements (certifications/specialisations), and how to navigate partner ecosystems.
• An exceptional ability to balance the dynamics between vendor consumption models and professional services time‑and‑materials models.
• A sharp eye for market changes and the ability to maintain momentum and adapt effectively, despite vendor restructures, shifting compensation models, and people moving roles.
• Strong commercial stewardship and the ability to collaboratively instil that mindset in others.
• An effective and equitable approach to negotiation, especially when aligning joint commercial frameworks between partners, clients, and Waracle.
• High levels of integrity and empathy, even in complex situations, such as navigating conflicting priorities and opposing opinions.

Our Benefits

We believe in supporting our team, inside and outside of work. Here’s a glimpse of what you can expect:

• Rest & Recharge: You’ll receive 27 days of annual leave, plus 8 bank holidays, totaling 35 days of holiday to unwind and pursue your passions.
• Financial Future & Security: Plan for retirement with our company‑matched 5% pension contribution. For added peace of mind, we also offer a Death in Service benefit, providing two times your annual salary for your loved ones.
• Health & Wellness: Our Medicash Health Cash Plans help cover everyday healthcare costs, complemented by an Employee Assistance Programme for confidential support, and Group Sickness Cover for peace of mind.
• Flexible Working: We champion hybrid working, providing a home office setup budget to ensure you’re comfortable and productive wherever you are.
• Learning & Development: Invest in yourself with access to Udemy Business and a dedicated learning and development budget for continuous growth.
• Lifestyle Perks: Make the most of our Cycle to Work Scheme, and enjoy exclusive gym and retail discounts.
• Family First: Our enhanced parental leave policies include support for fertility journeys, recognising diverse family needs.
• Community & Connection: We foster a vibrant culture with regular fun meet‑ups and lunch on us in the office once a month. You’ll also have the opportunity to make a local impact through Spirit of Waracle, our initiative for getting involved in charitable causes locally, building strong team bonds and giving back.

We are an equal opportunities employer and welcome applications from all suitably qualified persons regardless of their race, gender, disability, religion/belief, sexual orientation or age.