Director, Partner Sales

Director, Partner Sales - EMEA 

Location: London – Hybrid (2 days onsite)

Role Overview

Nasuni is hiring a Director, Partner Sales to lead and scale our partner-driven growth across Europe. This role owns regional channel strategy, partner revenue performance, and ecosystem expansion across key markets including DACH, UK, Southern Europe, and Nordics/Benelux.

You will lead a team of Partner Sales Managers and work closely with regional Sales leadership to drive partner-sourced and partner-influenced revenue. This role is ideal for leaders who have built and scaled high-performing channel ecosystems in enterprise SaaS environments—and who can balance strategy with execution across diverse markets.

Level & Scope Definition

• Own EMEA partner strategy and execution aligned to global channel priorities
• Lead a distributed team of Partner Sales Managers (3–5)
• Accountable for partner pipeline, revenue contribution, and forecast accuracy
• Operate at both strategic (ecosystem design) and execution (deal acceleration) levels
• Influence Sales, Marketing, and Alliances without direct authority

Responsibilities

• Define and execute the EMEA partner strategy to drive pipeline growth and revenue attainment
• Lead, coach, and develop a high-performing regional partner sales team
• Recruit, onboard, and enable strategic partners across key EMEA markets
• Build executive relationships with top VARs, distributors, and alliance partners
• Drive partner-sourced and partner-influenced pipeline in collaboration with regional Sales leaders
• Establish partner performance frameworks (pipeline, conversion, revenue contribution)
• Own regional partner forecast and ensure accurate reporting and attainment
• Partner cross-functionally to execute enablement, campaigns, and joint go-to-market motions
• Identify whitespace opportunities and expand coverage in underpenetrated regions
• Leverage AI tools to analyze partner performance, optimize pipeline visibility, and improve forecast accuracy

Qualifications

Must-Have

• 10–15 years in channel sales, partner management, or indirect GTM in enterprise SaaS or cloud
• Experience owning partner revenue across multi-country EMEA regions
• Proven track record of building and scaling partner ecosystems (not just managing)
• Experience leading distributed teams (3+ direct reports)
• Strong executive engagement with partners and internal stakeholders
• Demonstrated ability to drive measurable pipeline and revenue through partners

Preferred

• Experience working with VARs, distributors, and strategic alliances (e.g., cloud or GSIs)
• Background in high-growth or private equity-backed SaaS environments
• Experience aligning partner strategy with field sales organizations

Ideal

• Experience scaling partner revenue from early-stage to mature channel model
• Exposure to data infrastructure, storage, or cloud platforms
• Experience leveraging AI or data tools to improve forecasting, pipeline visibility, or partner insights

Experience Guidelines

• 10–15 years total experience; 5+ years in leadership roles
• Proven ownership of partner revenue targets ($20M+ regional scope typical)
• Experience across multiple EMEA sub-regions strongly preferred

About Nasuni

Nasuni is the unstructured data foundation for enterprise teams—and the AI that supports them. We manage, protect, and activate the world’s unstructured data so organizations can work smarter, spend wisely, and create safely without limits. As a Vista-backed SaaS data infrastructure company, Nasuni is transforming how enterprises manage file data with a next-generation, AI-ready platform—turning massive file stores into secure, actionable, and AI-ready data for intelligent automation, analytics, and global collaboration.

Why Work Here (London / EMEA)

At Nasuni, you’ll join a high-growth, global SaaS company operating at the intersection of cloud, data infrastructure, and AI. Our EMEA business is a critical growth engine, and this role offers the opportunity to shape how we scale through partners across diverse markets. Backed by Vista Equity Partners, we combine the agility of a scaling company with access to world-class operational expertise and AI innovation ecosystems. You’ll work with experienced leaders, build meaningful partnerships, and play a key role in expanding our global footprint.

Why work at Nasuni?   

As part of our commitment to your well-being, we are pleased to offer comprehensive benefits packages to employees across the world.  Benefits packages generally include:   

To all recruitment agencies: Nasuni does not accept agency resumes. Please do not forward resumes to our job boards, Nasuni employees or any other company location. Nasuni is not responsible for any fees related to unsolicited resumes.
Nasuni is an equal opportunity employer. The equal employment opportunity policy at Nasuni protects employees and job applicants from discrimination on the bases of race, religion, color, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, family medical history or genetic information, political affiliation, military service, or other non-merit based factors. These protections extend to all management practices and decisions, including recruitment and hiring practices, appraisal systems, promotions, and training and career development programs.