Partner Ecosystem Lead ​/ Channel & Alliances Lead – T Cloud Public

Are you experienced in cloud partnerships, channel sales or alliances and do you enjoy building something from the ground up?
At  T-Systems Netherlands , we are building  T Cloud Public : our sovereign public cloud proposition for the Dutch market. To scale our growth and increase our market reach, we are looking for a  Partner Ecosystem Lead  who will define, build and activate our partner ecosystem in the Netherlands.
This is not a traditional partner management role. There is no mature partner channel to maintain or existing programme to simply administer. This is a genuine opportunity to build the indirect go-to-market motion from the ground up.
You will identify, recruit, activate and develop the strategic partners, system integrators, born-in-cloud consultancies, specialist resellers and hyperscaler partner relationships that can help bring T Cloud Public to customers r mission is clear: turn partnerships into measurable business impact, partner-sourced pipeline, customer acquisition, cloud adoption and platform consumption growth.
About the role   As Partner Ecosystem Lead, you will be responsible for building the Dutch partner strategy for T Cloud Public. You will define which partner types are most relevant for our market, where to focus first, and how partner and direct sales motions should work together.
You will recruit and activate the first wave of strategic partners. This means moving from initial conversations to commercial agreements, onboarding, enablement, joint business planning and active pipeline contribution.
You will also design the partner enablement approach: the materials, training, governance and commercial frameworks that help partners understand, position and sell T Cloud Public with confidence.
This role is highly commercial. You will not coordinate from a distance; you will work alongside partners in live opportunities, support co-sell motions, help shape joint value propositions and drive partner-led deals from discovery through to close.
Success in this role is measured by business outcomes: partner-led pipeline created, partners activated, customers acquired through the channel, co-sell conversion and consumption growth on the T Cloud Public platform.
What you will own   You will build and execute the partner ecosystem strategy for T Cloud Public in the Netherlands.
You will identify and recruit relevant partners, including system integrators, regional SIs, born-in-cloud consultancies, specialist resellers and other cloud ecosystem players.
You will activate partners through onboarding, enablement, joint business planning and clear mutual commitments.
You will design and run the indirect go-to-market model, making sure the partner motion complements our direct sales and customer engagement approach.
You will work with AWS, Microsoft Azure and Google Cloud partner programmes where relevant, using co-sell motions and partner networks to increase reach and conversion.
You will create a lightweight but effective governance model for partner performance, pipeline reviews, business planning and accountability.
You will be commercially accountable for partner-sourced pipeline, channel contribution, ARR and cloud consumption growth.
What we are looking for:
We are looking for someone with experience in  partner development, channel sales, cloud alliances, partner sales or ecosystem building , ideally within public cloud, SaaS, IT services, managed services or the hyperscaler ecosystem.
You understand how partner models work commercially. You know how to build a partner business case, how to create partner momentum and how to move from relationship-building to real pipeline contribution.
You have experience with cloud go-to-market motions and understand concepts such as public cloud, cloud consumption, ARR, partner margins, co-sell, marketplace models and partner enablement.
You are commercially strong and comfortable carrying a target. You have sourced, shaped or progressed deals yourself and understand that a strong partner relationship should ultimately lead to measurable business growth.

Experience with  AWS, Microsoft Azure or Google Cloud  partner programmes, hyperscaler co-sell motions or cloud marketplace models is a strong advantage.
Knowledge of the Dutch cloud partner landscape including SIs, born-in-cloud consultancies, resellers and specialist cloud partners, would be highly valuable.
Fluency in Dutch and English is required, as you will work with Dutch partners and customers as well as international T-Systems and Group stakeholders.
Your approach     You are energised by building. You enjoy creating structure, momentum and results in an environment where not everything is already defined.
You are entrepreneurial, self-starting and pragmatic. You can design a strategy, test it in the market, learn quickly and adapt where needed.
You build strong relationships, but you also bring commercial clarity. You know how to hold partners to commitments in a constructive and professional way.
You are…