Alliances Manager, Europe

Job Description:

As the Alliances Manager, Europe (Logitech for Business), you will hold a pivotal role in developing and scaling our ecosystem of strategic alliances across team and personal workspace solutions. In line with Logitech's innovation-driven culture, this role requires expertise in alliance management, strategic partnerships, and cross-functional collaboration to drive joint go-to-market initiatives, pipeline growth, and revenue across Europe.

Key Responsibilities

Alliance Strategy & Planning

• Define and execute the European alliances strategy for Logitech for Business across video collaboration, personal workspace, peripherals, and emerging solutions, aligned with regional sales, marketing, and product priorities.

• Build and negotiate joint business plans with strategic partners (technology, OEM, ISV, resellers, service providers), including revenue quotas, solution focus, country coverage, deal structures, channel priorities, and co-marketing investments.

• Identify and prioritize new alliance opportunities (e.g., vertical solutions, workplace platforms) to accelerate Logitech for Business growth in enterprise, mid-market, and SMB segments.

Partner Relationship Management & Revenue Ownership

• Own day-to-day executive and field relationships with a portfolio of alliances, serving as the central point of contact for Logitech for Business in Europe; drive partner quota attainment through joint account mapping and sales cycles.

• Design scalable sell-with and sell-through motions that attach Logitech solutions to channel and alliance partner offerings (devices, cloud services, managed services), owning pipeline generation and forecasting for assigned alliances.

• Enable channel and alliance partner sales and technical teams through training, certifications, playbooks, and regular business reviews to maximize adoption, advocacy, and bookings.

Cross-Functional Execution

• Partner closely with regional sales leaders, account managers, and global alliance teams to embed partners into account plans, territory reviews, and key pursuits, ensuring seamless sales cycle support.

• Collaborate with marketing to design and deliver joint campaigns, events, webinars, and demand-generation programs tailored to European markets.

• Work with product management and engineering to localize integrations, certifications, and launches, incorporating partner feedback into the roadmap.

Performance Tracking, Financial Modeling & Optimization

• Own alliance performance KPIs including partner-sourced pipeline, revenue attribution (direct/influenced), win rates, activation rates, and ROI; conduct quarterly business reviews (QBRs) with financial modeling and forecasts.

• Analyze partner economics, pricing models, deal structures, and market trends to recommend optimizations, contract renegotiations, or incremental investments.

• Report actionable insights to leadership on alliance impact, risks, and opportunities to inform broader Logitech for Business strategy.

Required Skills and Qualifications

Experience

• 5–8 years in alliances, strategic partnerships, business development, or channel sales within B2B technology, with multi-country European experience and proven quota attainment.

• Track record building revenue-generating alliances in collaboration, end-user computing, workplace technology, or SaaS ecosystems.

Analytical & Commercial Acumen

• Strong understanding of B2B go-to-market models (sell-to, sell-with, sell-through) and partner economics across distributors, resellers, system integrators, and service providers.

• Expertise in financial modeling, pipeline forecasting, KPI tracking, and contract negotiation to drive profitability and growth.

Strategic & Relationship Skills

• Ability to influence senior stakeholders internally and at partner organizations, thriving in a matrixed, international environment.

• Excellent communication, presentation, and negotiation skills in English; additional European languages advantageous.

Tools & Systems Expertise

• Proficiency with CRM platforms (e.g., Salesforce), partnership management tools, financial modeling (Excel), and BI tools (Tableau) for performance tracking, forecasting, and reporting.

Preferred Skills

• Familiarity with Logitech for Business portfolio (video collaboration, personal workspace, peripherals) and unified communications ecosystems (e.g., Microsoft, Google, Zoom).

• Willingness to travel within Europe (25–40%) for partner meetings, events, and customer engagements.

Key Performance Indicators (KPIs)

• Partner-Sourced Pipeline: Growth in qualified opportunities generated through alliances.

• Revenue Attribution & Quota Attainment: Partner-influenced and direct revenue from joint initiatives.

• Joint Marketing ROI: Impact of co-marketing programs on demand and conversions.

• Alliance Activation & Win Rate: Onboarding, training completion, tier progression, and deal close rates.

• Financial Modeling Accuracy: Forecast precision and cost savings from partner negotiations.