Position Overview

As the Head of Commercial Partner Strategy, you will define and execute the regional partner sales roadmap that drives revenue, market share, and brand influence across the Nordics & Central Eastern Europe.

Reporting to the regional CCO, you will craft the strategic vision and future roadmap, design partner centric GotoMarket (GTM) models, and lead a small cross functional team to deliver consistent, scalable growth in this high potential region.

Key Responsibilities

Strategic Planning & Execution

• Define a 3-5 year partner sales strategy for the Nordics & CEE, aligned with revenue goals, product roadmaps, and regional market dynamics.

• Build a regional GTM Blueprint (partner segmentation, funnel design, incentive structures, joint selling motions).

• Prioritize target partner ecosystems (creative agencies, system integrators, distributors) and create a development plan for each country.

Partner Management

• Recruit, qualify, and onboard new strategic partners in the region; negotiate high impact partnership agreements.

• Design and deliver partner enablement programs (training, qualification, playbooks) that equip partners to sell and support our solutions effectively.

• Review the Partners Performance regularly and focus on our mutual growth.

Market & Data Insight

• Together with our data team, gather and synthesize market intelligence (competitive positioning, regulatory shifts, channel trends) for each country within the Nordics & CEE.

• Leverage analytics (partner pipeline health, lead management, win rate, etc) to drive continuous improvement.

• Provide executive level insights and strategy updates to senior leadership.

Cross Functional Leadership

• Partner with Product, Marketing, Legal, Finance, and Operations to codesign bundled offers, joint marketing campaigns, and GTM motions that meet partner and customer needs in the Nordics & CEE.

• Cooperate with Commercial directors, Heads of brand and Support advisors and act as the central point of accountability for partner driven revenue in the assigned geography.

Revenue & Growth Enablement

• Set and own partner sales targets (volumes, revenue, pipeline) for the Nordics & CEE and design programs that align partner behavior with market objectives.

• Drive co-selling and codelivery initiatives with partners to accelerate sales cycles and increase deal sizes.

• Identify and launch cross sell initiatives in the region in cooperation with the group cross sell team.

Organizational Excellence

• Standardize processes where possible across the Nordics & CEE to ensure a seamless partner experience.

• Champion a culture of data driven decision making, implementing dashboards and reporting cadence for all regional partner stakeholders.

Core Metrics of Success

• Partner Generated Revenue Growth (YoY % and absolute ARR) in the Nordics & CEE

• Pipeline Conversion – % of total realization of the regional partner pipeline

• Deal Velocity – reduction in sales cycle length for partner closed deals in the Nordics & CEE

• Partner Satisfaction / Net Promoter Score (NPS) for regional partners

Required Qualifications

Education & Experience

• Bachelor’s degree in Business, Economics, Engineering, or a related field (MBA or relevant master’s preferred).

• 5+ years of experience in sales, channel/partner management, or business development.

Technical / Functional Skills

• Deep understanding of indirect sales models (reseller, system integrator, affiliates, marketplace).

• Proven expertise in GTM design, partner segmentation, and partner centric pricing.

• Strong analytical background – comfortable with forecasting, pipeline analytics, and contributing to building KPI dashboards (Excel, Power BI, Tableau, or similar).

• Familiarity with HubSpot and/or Exponea or similar.

Leadership & Soft Skills

• Strategic thinker who can translate data into actionable plans.

• Excellent negotiation and contract crafting abilities.

• Comfortable influencing across a matrixed organization and cooperating with remote, multicultural teams.

• Exceptional communication skills – capable of presenting complex strategy to executives and field teams.

• High Business acumen

Fluency in English and Swedish. Finnish, Hungarian, Serbian, Czech or Slovak are a plus.

Preferred Experience

• Proven track record of strategic partner sales in the Nordics and/or CEE markets.

• Experience building partner ecosystems for SaaS, Cloud, or Enterprise Software solutions.

• Familiarity with partner centric revenue models such as consumption based or outcome-based contracts.

• Knowledge of regional regulatory frameworks that affect indirect sales (e.g., GDPR, data sovereignty laws, export controls, local tax regimes).

Work Environment & Travel

Hybrid with some travel across the Nordics & CEE (partner meetings, regional workshops, industry events).