Head of Partnerships and Alliances

Summary

Join Seqera as their Director of Partnerships & Alliances to develop and manage strategic partnerships that drive revenue growth and expand market reach. You will identify, negotiate, and manage partnerships with cloud providers, technology integrations, and other channels. This foundational role will establish the partnerships function as a key growth driver. You will collaborate with internal stakeholders to ensure alignment between partnership initiatives and company objectives. The position requires 7+ years of experience in strategic partnerships, business development, or channel management, ideally within B2B SaaS companies and Life Science experience. Seqera offers a flexible working environment, international team, continuous skills development, and various benefits.

Requirements

• 7+ years of experience in strategic partnerships, business development, or channel management, ideally within B2B SaaS companies and Life Science experience
• Proven track record of building and scaling partner programs that drive significant revenue growth
• Strong understanding of enterprise software & SaaS sales cycles, go-to-market strategies, and product positioning
• Ability to participate in technical product discussions related to partnerships
• Experience managing multiple partnership types: cloud providers, technology vendors, SIs and channel partners
• Excellent relationship management and communication skills with ability to influence senior stakeholders
• Strong strategic thinking combined with tactical execution capabilities
• Ability to coordinate complex initiatives across Product, Sales, Marketing, and Customer Experience teams
• Experience with CRM software (Salesforce preferred) and partner management platforms
• Data-driven approach to measuring partnership success and ROI

Responsibilities

• Develop and execute a comprehensive partnerships strategy that aligns with company goals, including cloud, technology, SIs and channel partners
• Identify, evaluate, and negotiate strategic partnerships, including integrations, resellers, and referral partners
• Lead contract negotiations and partnership agreements, ensuring favorable terms that drive long-term value
• Build and maintain relationships with key ecosystem players and strategic vendors
• Drive incremental revenue through partner channels by developing joint go-to-market strategies and co-marketing activities
• Establish co-sell programs and account mapping with cloud providers (AWS, Azure, GCP)
• Create and execute partner enablement programs to ensure partners can effectively sell and implement solutions
• Track and analyze partnership performance, including pipeline growth and partner-generated revenue
• Oversee the entire lifecycle of partner relationships, from onboarding to ongoing management
• Develop joint business plans, set partnership goals, and track performance metrics
• Coordinate with internal teams (Sales, Marketing, Product, Customer Experience) to ensure successful partnership execution
• Serve as primary point of contact for strategic partner relationships and escalations

Preferred Qualifications

• Experience in life sciences, bioinformatics, or biotech industry
• Previous experience with cloud provider partner programs (AWS, Azure, GCP)
• Understanding of developer communities and technical decision-making processes
• Experience with enterprise software buying cycles and complex sales environments

Benefits

• Flexible working hours and remote-friendly culture
• International working environment with more than 25 nationalities
• Passionate & talented team
• Continuous skills development
• Team retreats and bonding activities
• A culture where your opinion is valued and your decisions have a real impact on the industry
• Excitement of a fast-growing startup in a constantly changing environment
• Time off: 20 days for vacations per year, 3 days given by Seqera in December of 2025, and the national/public holidays according to your location
• Equity
• Private health insurance with United Healthcare, dental with Delta, and vision coverage from Vision Service Plan
• Private life insurance with Lincoln
• Investment app with Vestwell (401K)
• Home office equipment (valued over 1,000 USD)
• Subscription to Oliva, Mental Health App
• Learning and development budget per year (1,000 USD)