Partnerships Manager - EMEA

Partnerships Manager - EMEA Gravitee is a 2025 Gartner® Magic Quadrant™ Leader , on a mission to govern the world’s intelligence . We deliver the industry’s most advanced platform for Any API, Any Event, and Any AI Agent , trusted by global leaders like Michelin, Roche, and Blue Yonder. Why Gravitee? The Mission: We are bridging the gap between traditional tech and the new frontier of AI Security. The Momentum: We combine the credibility of a market leader with the high-octane speed of a startup. The DNA: We hire "Hold Nothing Back" individuals - passionate professionals who want to redefine how the world interacts with technology. The Role We’ve built a strong, thriving partner presence across EMEA - now, we’re ready to scale it. As our Partnership Manager for EMEA, you will own the end-to-end management of our regional ecosystem. Your mission is two-fold: elevate our established EMEA partners into deeply aligned, predictable revenue drivers, while actively hunting for high-value new partners to expand our reach. From initial sourcing and onboarding to co-selling and joint business planning, you will manage the entire partner lifecycle. This is a high-impact, hybrid role for an ambitious leader who can balance long-term strategic growth with rapid, hands-on execution. What You'll be Doing At Gravitee, impact isn’t abstract, it’s visible. In this role, you will: Own the full partnership lifecycle, executing the end-to-end process of identifying, prospecting, and signing high-value partners across EMEA. Focus heavily on regional and global System Integrators (SIs) and strategic alliances to accelerate our ecosystem growth. Lead commercial negotiations and close partnership agreements that deliver measurable, revenue-driving impact. Collaborate cross-functionally across Sales, Marketing, Enablement, and Product to successfully onboard, activate, and support new partners. Build strong, trust-based relationships with senior external stakeholders, acting as the face of Gravitee at regional events and partner briefings. Set, manage, and report on partner targets, continuously assessing partner ROI and leveraging tools like HubSpot to maintain pipeline visibility. Be hands-on and proactive, navigating ambiguity to build scalable processes and systems where they don’t yet exist. Your impact will be visible, measurable, and global. Essential Skills 5+ years of experience in a Partnerships, Sales, Business Development or Customer Success role, ideally within B2B SaaS, API management, data, or AI-focused tech. Proven track record of sourcing and signing high-impact regional and global System Integrators (SIs). Commercially minded and execution-focused, with a history of hitting revenue or partner-led targets. Operationally strong, with experience using HubSpot and reporting tools to manage a predictable pipeline. Excellent communication skills, with the ability to build trust and alignment with senior stakeholders and technical teams alike. Experience working across regional borders, specifically navigating the nuances of the EMEA markets. Comfortable with occasional travel across EMEA for partner face-times and industry events. Fluency in English and French is desirable but not a must-have, with the ability to communicate clearly and confidently with prospects across both languages. Who Thrives at Gravitee At Gravitee, our growth is powered by people who bring passion to what they build, act with professionalism in how they work, and hold nothing back in their commitment to doing things well. You’ll do well here if you: Care deeply about quality, clarity, and impact Are curious, adaptable, and excited by emerging technologies like AI Take ownership and follow through Value collaboration, openness, and continuous improvement Bonus points if you’ve worked with APIs, cloud-native platforms, AI-enabled systems, or open source, but curiosity matters most. Life at Gravitee At Gravitee, we invest in humans, not just roles . You’ll get: Competitive medical coverage Pension / 401k program options Stock options - you build it, you own it 25 days holiday + in-country national holidays 3 mental health days + wellness allowance Your birthday off 🎉 Professional development budget to fuel your growth Hybrid work culture: 2 days in the London office every week to collaborate in person Quarterly team events + annual offsite at an exciting location A meaningful, progressive, global company culture that is as fun as it is hardworking Endless growth opportunities At Gravitee, we believe diverse perspectives make better products and stronger teams. At Gravitee, no employee or applicant will be treated less favorably on the grounds of sex, marital status, race, color, nationality or ethnic or national origin, disability, gender, sexual orientation, gender identity, age, pregnancy or maternity, marital or civil partner status, or religion or belief. By clicking submit below, you consent to allow Gravitee to store and process the personal information submitted above. Department Sales Locations London Remote status Hybrid