Cloud Partner Development Lead – T Cloud Public

Partner Ecosystem Lead — T Cloud Public Netherlands Build the channel from scratch. Create the ecosystem. Drive indirect growth.
ABOUT

THE ROLE  There is no partner ecosystem yet. That is the opportunity. T Cloud Public Netherlands is building its indirect go-to-market motion from the ground up, and this role is responsible for making it real. As Partner Ecosystem Lead, you will identify, recruit, activate, and develop the strategic partners, system integrators, born-in-cloud consultancies, and resellers, who will take T Cloud Public to end customers at a scale a direct team alone cannot reach.

This is not a partner management role in the traditional sense. There is no established channel to administer, no mature programme to maintain. What exists is an opportunity, a strong Group portfolio, hyperscaler co-sell relationships to activate, and a blank page. Your job is to turn that into a scalable indirect sales motion that drives sustained adoption and consumption growth in the Dutch market.

You will build the partner strategy, define the enablement approach, recruit the first wave of strategic partners, and create the governance and processes that make the channel run. You will carry a commercial target and be active in deals alongside your partners, not coordinating from a distance. Success in this role is not measured by partner meetings or relationships maintained.

It is measured by partner-led pipeline created, customers acquired through the channel, and consumption growing on T Cloud Public.
WHAT YOU WILL BUILD & OWN   Partner ecosystem strategy: defining which partner types to prioritise for the Dutch market (GSIs, regional SIs, born-in-cloud consultancies, or specialist resellers) and the sequencing and investment logic behind those choices
Partner recruitment and activation: identifying, approaching, and building the partnerships that matter, including the commercial agreements, onboarding structures, and activation plans that turn a signed partner into an active one
Indirect GTM model: designing and executing the go-to-market approach for the partner channel in the Netherlands, how T Cloud Public reaches end customers through partners, and how partner and direct motions complement each other
Partner enablement from scratch: creating the enablement materials, training programmes, and governance frameworks that give partners the confidence and capability to sell and deliver T Cloud Public
Co-sell execution: running active co-sell motions with AWS, Google Cloud, and Azure partner programmes, and working alongside partners in live deals from discovery through to close
Partner-led pipeline and consumption growth: owning a channel revenue target and being directly accountable for the partner-sourced ARR and consumption growth that results
T Cloud Public positioning in the partner community: establishing T Cloud Public as a relevant, credible, and commercially attractive platform within the Dutch cloud partner landscape
Partner performance and governance: putting in place effective, lightweight structures, business plans, mutual commitments, pipeline reviews that keep active partners focused and accountable
YOUR PROFILE — EXPERIENCE & SKILLS   3–5+ years in a partner development, channel sales, or alliance role within the public cloud industry, with a track record of building partner relationships and channel pipeline
Direct experience at or with a major hyperscaler; AWS, Google Cloud, or Microsoft Azure in a partner-facing, channel, or alliance’s role, with knowledge of co-sell programme mechanics
Demonstrated ability to recruit and activate new partners: bringing partners from first conversation through signed agreement to active pipeline contribution
Experience designing or contributing to partner enablement content, go-to-market frameworks, or channel governance, ideally in an environment where these were being built rather than inherited
Commercial fluency: cloud consumption models, partner margin structures, ARR/NRR mechanics, and how to construct a partner business case that is genuinely attractive
A personal sales track record: you have sourced and progressed deals, not only supported others…