Director, Strategic Alliances EMEA

About The Role 

The Director, Strategic Alliances,  EMEA will be responsible for defining and executing Diligent's partnerships strategy across the EMEA region as a senior individual contributor. This role will focus on identifying, structuring, and closing high-impact strategic partner-led deals that accelerate customer acquisition, expand Diligent's enterprise footprint, and drive revenue growth through partner resell and co-sell motions — with a particular focus on advisory and consulting firms (Big 4 and Tier 2) and large resellers/channel partners. 

This senior leader will develop deep insight into regional market dynamics and build the foundational partner ecosystem across advisory/consulting firms, resellers, and channel partners at the pace needed to match Diligent's rapid growth. This is fundamentally a builder's role — the person in this seat will need to build and own the region and its relationships largely from the ground up. This role requires close collaboration with Sales, Product, Marketing, and Customer Success teams.  

Success will be measured by partner-sourced and partner-influenced revenue, new logo acquisition, expansion of product usage through partners, and the establishment of scalable partnership models that can be operationalized as the business grows. 

Responsibilities 

Partnership Strategy & Execution 

• Execute the EMEA partner strategy in alignment with Diligent's global objectives and regional go-to-market plans. 

• Identify, prioritize, and secure strategic partnerships across advisory/consulting firms (Big 4 and Tier 2) 

• Develop partner value propositions, commercial frameworks, and engagement models tailored to EMEA market needs. 

• Establish repeatable partnership structures, playbooks, and success metrics that can scale over time as the region and partner base grow. 

Channel & Revenue Impact 

• Drive partner-sourced and partner-influenced pipeline and revenue through direct execution of partner-led deals. 

• Work closely with regional and global Sales teams to integrate partners into account planning, co-selling, and deal execution. 

• Support partners in positioning, selling, and delivering Diligent's solutions, including joint value propositions and customer use cases. 

• Own and report on partner-related pipeline, deal progression, and revenue outcomes in the EMEA region. 

Strategic Business Development 

• Personally lead high-value partnership discussions and complex commercial negotiations from inception through contract execution. 

• Identify new routes-to-market and market entry opportunities via partnerships in both established and emerging EMEA geographies. 

Cross-Functional Collaboration 

• Partner closely with Product and Engineering to represent partner and market feedback, influencing roadmap and integration priorities. 

• Collaborate with Marketing to develop joint go-to-market initiatives, partner messaging, and demand-generation activities. 

• Work with Customer Success and Services teams to ensure successful partner-led deployments and long-term customer outcomes. 

Qualifications We Value 

• 12+ years of experience in partnerships, business development, alliances, or enterprise sales within SaaS, risk, or enterprise software companies. 

• Deep understanding of the GRC business, including how advisory and consulting firms structure and sell risk, audit, and compliance work; prior experience at a Big 4 firm is a strong plus. 

• Proven track record of personally sourcing, structuring, and closing strategic partnerships that drive revenue. 

• Experience operating as a senior individual contributor with high ownership and autonomy in fast-growing or early-stage environments. 

• Strong understanding of partner-led go-to-market models, including advisory/consulting alliances, resellers, and co-sell motions. 

• Demonstrated ability to work effectively with C-level executives at partner and customer organizations. 

• Strategic thinker with the ability to translate market insight into executable partnership initiatives. 

• Highly self-directed, hands-on, and comfortable operating in ambiguous, fast-paced environments — hustle and a willingness to roll up sleeves and do what it takes to build and own the region without formal team authority.