Head of Partner Development

Head of Partner Development

Riyadh, Saudi Arabia Full-time Partner Activation

CONTEXT & MANDATE
Echelon is a Saudi-born, sovereign technology company that brings leading global AI technologies to the Kingdom, deploys them with its own forward deployed engineering organisation, compounds partner technology into Echelon IP and, over time, productises Saudi-developed capability.

Partner Strategy identifies the right partners, defines their role in the portfolio and signs the agreements. Partner Development makes those partnerships work — and the book roughly doubles every year to 2028.

You will own the activation and development of every signed technology partner across Technologies and Frontier: turning the strategic and commercial intent of each agreement into execution, adoption and revenue, and making each partnership an Echelon-wide asset rather than one team’s relationship.

You are the bridge between partnership strategy and what actually happens. Sales and technical teams understand and position partner propositions; agreed programmes and contractual commitments land; customer scenarios combine partner technologies, complementary solutions and Frontier capabilities; and the commercial machinery runs without friction from opportunity and transaction set-up through delivery, billing and revenue recognition. The method is not given. You define it, and you set the standards others follow.

You will build and lead the Partner Development team — Partner Development Specialists and Partner Operations — and the tools, processes and cadence that let the portfolio scale without bureaucracy. We are hiring for how you think and how fast you build, not for how long you have carried the title.

• Partner activation & enablement — Translate each signed agreement into a practical activation plan: programmes, priority use cases and accounts, enablement of sales and technical teams, partner onboarding, launch activities and the operating cadence that moves quickly from signature to execution.

• Portfolio strategy into execution — Ensure each partner’s role and value proposition is understood, landed and activated; equip sales teams to see where and how to position partner solutions; turn the strategy into customer scenarios that combine partner technologies, complementary solutions, Frontier capabilities and, over time, Echelon IP.

• Commercial & operational landing — Make sure what was negotiated is implemented: programme and contract terms, deal registration, pricing and revenue-share mechanics, transaction and billing set-up, milestones, invoicing and the information revenue recognition needs — working across Finance, Legal, Sales and Delivery to remove friction end to end.

• Pipeline, performance & governance — Build and maintain the joint partner pipeline across Technologies and Frontier; set the KPIs; run performance reviews and QBRs; track revenue, account penetration, programme adoption and time-to-value; and bring clear recommendations on where Echelon should accelerate, intervene, renew or exit.

• Partner relationships — Own the operating relationship with partner leadership and coordinate Echelon stakeholders around each partner as one integrated programme, so that agreed programmes are launched, adopted and followed through.

• The Partner Development engine — Build and lead Partner Development Specialists and Partner Operations, with scalable tools, processes and operating rhythms — and keep the organisation fast and pragmatic while doing it.

You know the signature is the beginning, not the result. You are interested in what a partner’s technology actually does, what a customer would do with it, and what has to be true operationally for the revenue to show up.

• Curiosity —…