Lead Specialist, Partnership Management

Director, Partnerships & Digital Product Delivery

Executive Summary:

Building and scaling a global partner ecosystem that delivers digital products efficiently, commercially, and at scale—bridging product, technology, and go-to-market execution.

Role Summary

We are seeking a senior leader to drive the strategy, delivery, and scaling of digital product partnerships across global markets.

This role is responsible for enabling the distribution of digital products through third-party partners (e.g. resellers, platforms, and campus bookstores), while ensuring products are delivered seamlessly, commercially viable, and scalable across regions.

You will sit at the intersection of commercial strategy, product delivery, and partner ecosystems, ensuring that digital offerings reach customers effectively through indirect channels. You will work closely with GTM, product and portfolio leaders.

Key Responsibilities

1. Partnership Strategy & Channel Development

• Define and execute the strategy for distributing digital products through external partners and reseller networks

• Evolve the partner model to improve reach, performance, and long-term sustainability

• Build, manage, prioritize and de-prioritize relationships with key partners (e.g. retail channels, digital platforms, distributors)

• Balance direct-to-customer approaches with partner-led distribution models

• Identify and validate new partners in partnership with sales and product team

2. Digital Product Delivery Through Partners

• Ensure digital products can be delivered, accessed, and supported through partner platforms

• Work with engineering and product teams to enable:

• System integrations between partners and internal platforms

• Secure content delivery and access control

• Alignment of product formats with partner capabilities

• Oversee the transition from legacy formats or delivery methods to modern, scalable digital approaches

3. Scaling Distribution & Market Expansion

• Lead the expansion of partner-based distribution into new regions and markets

• Design scalable models that support:

• Multiple pricing structures and commercial models

• Local market requirements and regulations

• Consistent customer experience across global markets

• Move initiatives from pilot stages to full-scale deployment

4. Product & Commercial Enablement

• Define requirements in partnership with GTM lead to support different sales models, including:

• Institutional or enterprise sales

• Bundled or subscription offerings

• Retail and bookstore-based purchasing

• Partner with product, sales, and marketing teams to ensure offerings are:

• Market-ready

• Easy for partners to sell and support

• Lead readiness for major seasonal or high-volume sales periods

• Ownership on standardized contracts across partners; responsible for shifting partners to standard contracts

• Communication with fulfilment partners on strategy, initiatives and timelines to delivery

5. Revenue Growth & Optimisation

• Identify opportunities to increase revenue through partner channels

• Optimise pricing, margin structures, and commercial agreements with partners

• Reduce delivery costs and improve profitability through more efficient distribution models

6. Cross-Functional Leadership

• Act as the key link between:

• Product and engineering teams

• Sales and commercial teams

• External partners

• Translate business needs into technical requirements, and technical constraints into commercial decisions

• Drive alignment across multiple stakeholders to deliver complex initiatives

Key Outcomes

• Successful rollout of digital products through partner ecosystems

• Increased revenue and adoption through indirect sales channels

• Scalable global distribution models supporting multiple markets

• Reduced reliance on legacy systems and improved delivery efficiency

• Strong alignment between product capability and market needs

Required Expertise

• 10+ years of experience in partner enablement, product marketing, or related fields within a global B2B or SaaS environment.

• Proven ability to connect product/solution vision with regional requirements and market adoption.

• Exceptional communication and leadership skills, with a track record of driving alignment across global and regional teams.

• Strong analytical mindset with experience using data and feedback loops to optimize readiness efforts.

• Skilled in managing multiple initiatives across time zones and cultures, with a focus on execution and measurable outcomes.

• Proven experience scaling products or platforms across regions

• Experience structuring commercial agreements and distribution models

• Experience with systems such as:

• APIs and partner integrations

• Digital catalogues and product data

• Access, licensing, and entitlement models