Director, Alliances & Partner

Hansen Technologies (ASX: HSN) is a global software and services provider, serving energy, water/utilities, and telecommunications industries. With customers in 80+ countries, we foster collaboration across 26 global offices. From 5G advancements to renewable energy transitions, we empower customers to overcome challenges, innovate, and drive new business models.

At Hansen, we are also embedding AI enablement across our operations. From automating workflows and enhancing service delivery, to driving innovation in customer solutions, AI is shaping the next chapter of how we support our clients. With a focus on operational excellence and innovation, Hansen is using AI not just as a tool, but as a strategic enabler to deliver smarter, faster, and more resilient solutions for the future.

This role is based in our Hammersmith, London office
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The Head of Alliances and Partner Revenue will play a pivotal role in shaping Hansen's future growth within the Energy & Utilities business. As we execute an ambitious multi-year growth strategy, partner-sourced revenue is expected to become one of the most significant contributors to our success, surpassing both new business and expansion revenue streams individually over time.

This role is about building a growth engine, not simply managing an existing one. Success will require a strategic leader who can create value well before revenue reaches scale, establishing the partnerships, operating models, and commercial foundations that will accelerate long-term growth. Working at the intersection of product, commercial and delivery teams, you'll ensure Hansen is positioned to maximise partner-led opportunities, as our solutions and market readiness continue to evolve.

Reporting directly to the EVP Growth & GTM and sitting on the Growth Leadership Team, you will have the opportunity to define and build a new global function from the ground up. You will shape the strategy, organisational design, hiring plans and operating model for Hansen's partner ecosystem, while leading a growing team of Partner Managers across Europe and the Americas.

This is a highly visible leadership role with significant influence across the business. You will work closely with Regional EVPs, Product and Technology leaders, Service Delivery, Revenue Operations, Product Marketing, Finance, Legal, Sales and Account Management teams to create a partner-led growth model that delivers sustainable commercial success globally.

• Develop and execute Hansen's partner strategy across the Energy & Utilities business, identifying and securing high-value partners that drive revenue growth.
• Build, lead and coach a team of Partner Managers across Europe and the Americas, owning partner-sourced pipeline and revenue performance.
• Recruit, onboard and enable strategic partners, ensuring they have the tools, training and support needed to successfully sell and deliver Hansen solutions.
• Create and scale a repeatable co-sell model, working closely with regional sales teams to generate new opportunities and accelerate growth.
• Collaborate with Product, Technology and Service Delivery teams to ensure partner readiness, implementation success and an outstanding partner experience.
• Manage commercial partner relationships, including agreements, performance expectations and ongoing business plans.
• Establish governance, certification and operating frameworks that enable partners to deliver independently and at scale.
• Act as the senior escalation point for partner-related challenges, resolving issues and mitigating channel conflict where required.
• Travel extensively across Europe and the Americas to build executive-level partner relationships, support key opportunities and represent Hansen at customer, partner and industry events.

• Proven experience building and scaling a partner, alliances or channel function within an enterprise SaaS or software business.
• A strong track record of generating partner-sourced revenue through strategic partnerships, rather than simply growing partner numbers.
• Experience leading partner-led sales motions and carrying revenue targets delivered through third parties.
• Ability to influence and collaborate across global, matrixed organisations, particularly with regional sales and commercial leaders.
• Experience working with Product and Technology teams to support partner readiness, enablement and go-to-market success.
• Comfortable operating in a fast-growth environment, building processes,…