Technology Partner Alliance Manager, EMEA

Twilio Inc.

Job Overview

Location

Remote - United Kingdom

Job Type

Full-time

Full Job Description

📋 Description

• As Twilio's next Technology Partner Alliance Manager for the EMEA region, you will be instrumental in shaping and executing our technology channel strategy across key European markets. This pivotal role, reporting directly to the Global Head of Technology Alliances, involves the recruitment, training, and active engagement of strategic partners. Your primary objective will be to inspire these partners to champion Twilio's solutions to their extensive customer bases, thereby driving significant growth and market penetration.
• You will leverage your expertise to develop and implement sophisticated joint demand generation strategies, working closely with our dedicated partner marketing team to ensure a strong return on investment. This collaborative approach will be crucial in maximizing the impact of our partner initiatives.
• A core responsibility will be to lead joint business planning sessions with our technology partners. This involves defining clear objectives, outlining strategic initiatives, and driving the execution of these plans across various cross-functional teams within Twilio and the partner organizations. The ultimate goal is to foster and increase partner-sourced and partner-influenced revenue, creating a powerful engine for growth.
• You will be responsible for activating and managing multiple go-to-market motions, including sell-to, sell-with, and sell-through strategies. Each motion will be meticulously designed and executed to generate measurable business impact, ensuring that our partnerships translate directly into tangible results and customer success.
• Develop, refine, and execute a comprehensive regional partner strategy that aligns with Twilio's overarching growth objectives within the technology ecosystem. This includes identifying new partnership opportunities, nurturing existing relationships, and adapting the strategy to evolving market dynamics.
• Own and cultivate strategic relationships with key technology partners. This involves deep engagement, understanding their business objectives, and aligning Twilio's capabilities to mutual success. Driving partner-sourced and influenced revenue will be a key performance indicator, achieved through effective field alignment and continuous enablement.
• Define and meticulously execute joint business plans and go-to-market strategies with partners. This encompasses a broad range of activities, including comprehensive enablement programs, structured lead sharing mechanisms, collaborative marketing campaigns, and proactive pipeline development initiatives.
• Conduct thorough territory and opportunity planning in close collaboration with Twilio's sales teams and partner management personnel. This ensures that efforts are focused on identifying and prioritizing high-impact initiatives that will yield the greatest returns.
• Actively support and rigorously track the performance of co-sell and sell-with motions. This requires ensuring accurate attribution of partner-influenced revenue and diligent monitoring of incentive-based activities to maintain program integrity and effectiveness.
• Build and actively manage a robust pipeline of partner-sourced and influenced opportunities. You will be responsible for reporting against key performance targets, including crucial metrics such as customer adoption rates, revenue contribution from partners, and the utilization of Twilio's integrated solutions.
• Educate and activate partner field teams on the full spectrum of Twilio's platform capabilities. The focus will be on clearly articulating Twilio's value proposition, highlighting compelling integration use cases, and emphasizing our market differentiation to empower partners to effectively position our solutions.
• Lead and champion internal enablement efforts, ensuring that Twilio's Customer Success Managers (CSMs) and field sales teams possess a deep understanding of how to effectively leverage our partners to drive customer success and accelerate revenue generation.
• Collaborate closely with the Marketing department to conceptualize, develop, and execute impactful joint campaigns. This includes securing necessary Marketing Development Funds (MDF) and driving a consistent flow of demand generation activities that benefit both Twilio and our partners.
• Foster and maintain strong, collaborative relationships across all internal functions, including Sales, Marketing, Product Management, Professional Services, and Partner Operations. This cross-functional alignment is critical for cohesive strategy development and seamless execution.
• Lead and facilitate regular Quarterly Business Reviews (QBRs), executive alignment meetings, and ongoing performance check-ins with strategic partners to ensure continuous alignment, address challenges, and identify new opportunities.
• Support the efficient onboarding of new partners, strategically identifying and targeting those that align with critical strategic gaps and whitespace opportunities within the broader technology ecosystem.
• This role is based remotely in the United Kingdom and anticipates approximately 25% travel to foster meaningful in-person connections with partners and customers across EMEA.

🎯 Requirements

• 4–6 years of experience in partner management, strategic partnerships, business development, or management consulting.
• Proven track record of exceeding revenue targets and driving measurable business outcomes through partner ecosystems.
• Deep domain expertise in advertising, data infrastructure, and/or marketing technology.
• Strong analytical and data-driven approach; able to make decisions based on insights and continuously optimize partner performance.
• Excellent cross-functional collaboration skills; comfortable navigating ambiguity in a fast-paced, high-growth environment.
• Familiarity with complex solution selling processes; skilled at building consensus and executive-level relationships.

🏖️ Benefits

• Competitive pay and performance-based incentives.
• Generous paid time off (PTO) and holidays.
• Comprehensive parental and wellness leave programs.
• Robust healthcare coverage options.
• Retirement savings program with company contributions.
• Opportunities for professional development and continuous learning.

Skills & Technologies

Remote

Degree Required

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Twilio Inc.

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About Twilio Inc.

Twilio Inc. provides cloud-based communications platforms that enable developers to integrate voice, messaging, video, email, and authentication into applications via APIs. Founded in 2008, the company offers programmable services for SMS, voice calls, WhatsApp, email, and IoT connectivity, serving enterprises, startups, and communication service providers globally. Twilio operates a pay-as-you-go model, allowing customers to scale usage without managing underlying telecom infrastructure. The company is headquartered in San Francisco, California, and trades on the New York Stock Exchange under the symbol TWLO.

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