• As Leaseweb’s first Business Development & Partnerships Manager in Ontario, you will be the catalyst for creating a brand‑new market in the Greater Toronto Area. • Your mission goes beyond simply selling IaaS and cloud services; you will position Leaseweb as a leading sovereign cloud alternative to the hyperscalers by developing strategic relationships with Managed Service Providers (MSPs), VARs, and system integrators. • Through a partner-first approach, you will drive the adoption of our differentiated cloud ecosystem, enabling partners to deliver secure, flexible, and locally hosted infrastructure solutions to their customers. • You will own the entire commercial relationship with prospective customers, guiding them from the initial conversation through solution design, negotiation and closing, before handing the account over to Leaseweb’s delivery and support teams. • The role demands high autonomy, energy, accountability, strong time‑management and a relentless, relationship‑focused commercial mindset.

• Play an integral role in new business pitches, foster long-term relationships, act as a catalyst in negotiating business terms to achieve enterprise-wide deployments of Fortinet solutions and deliver meaningful results for all parties involved. • Effectively on-board new clients and proactively focus on growing and developing existing accounts. • Generate a robust sales pipeline, qualify opportunities, and provide accurate forecasts. • Collaborate with internal teams to deliver contract bids, proposals, RFI/RFP responses, and Statements of Work that reflect our commitment to excellence. • Travel throughout the territory to support the needs of the business.

• Manage and drive direct sales engagements into the Enterprise vertical and strategic partners. • Create and implement strategic account plans focused on attaining enterprise-wide deployments of Fortinet products and services. • Develop executive relationships with key buyers and influencers and leverage these during the sales process. • Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. • Negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships. • Generating Enterprise business opportunities and managing the sales process through to closure of the sale. • Achievement of agreed quarterly sales goals. • Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline.

Role Description As Head of Strategic Alliances, NAMER, you will own Remote’s field-level alliance motion with select strategic Remote Embedded Partners across North America. This role is the “ground game” leader: - Building trust and day-to-day relationships with partners’ sellers and sales leadership. - Activating the ecosystem and translating partner engagement into sourced pipeline and closed revenue across Global Payroll, Employer of Record (EOR), and Contractor Management / Contractor of Record (CM/COR). - Partnering closely with Embedded GTM leadership, Embedded Sales, Partner Marketing, Sales Enablement, Solutions Consulting, Product, and cross-functional stakeholders to generate awareness and demand. - Hiring, building, and managing a team of Strategic Alliance Leads as the motion scales. Qualifications - Deep experience with Strategic Alliance partners and their ecosystem (field org structure, selling motions, key ecosystem partners, and how to get things done). - A natural relationship builder with strong executive presence and the ability to earn trust quickly. - Demonstrated experience driving partner-sourced and/or partner-influenced pipeline in complex, multi-stakeholder enterprise environments. - Strong operating rigor: ability to turn ambiguity into repeatable plans, cadences, and measurable outcomes. - Ability to collaborate cross-functionally and orchestrate resources without relying on authority. - Experience building, hiring, and managing a high-performance team. - Willingness to travel 50–70%. Requirements - Partners’ field teams know when and why to bring in Remote (clear value prop, crisp qualification, repeatable plays). - Strong working relationships across key regions, segments, and specialist teams; Remote is “in the flow” of Partners’ sales cadence. - A measurable increase in partner-sourced and partner-influenced pipeline and revenue for Global Payroll and the broader hiring suite. - A scalable alliance operating model (cadence, events, enablement moments, reporting, and feedback loops). - A high-performing team of Strategic Alliance Leads with clear territories/coverage and consistent execution. Key Responsibilities - Field & ecosystem relationship building: - Build personal, ground-level relationships with the Partners field organization (sellers, sales leaders, solution consultants, specialist teams) and key ecosystem partners. - Establish an operating cadence with Partner GTM stakeholders (regular check-ins, pipeline reviews, QBRs, and regional rhythm-of-business moments). - Serve as a trusted partner to Partner sales leaders by bringing market signal, competitive context, and clear plans that help them win. - Awareness & activation: - Increase awareness of Remote Global Payroll and other hiring solutions in the Partners field and ecosystem through consistent messaging, internal advocacy, and coordinated campaigns. - Partner with Sales Enablement and PMM to ensure Partner-facing collateral and enablement content is current, usable, and designed to change seller behavior. - Events & presence: - Organize, sponsor, and attend partner and customer events (in close partnership with Partner Marketing), including field events, ecosystem gatherings, and SI-led moments. - Use events as a deliberate pipeline engine: pre-event targeting, on-site execution, and post-event follow-up with clear conversion goals. - Pipeline sourcing & co-sell execution: - Source Global Payroll, EOR, and CM/COR opportunities from the Partners field organization and system integrators (SIs) in the ecosystem. - Drive disciplined co-sell execution: support qualification, and bring in the right Remote sellers for mutual action plans, stakeholder mapping, and fast escalation. - Maintain crisp reporting on sourced/influenced pipeline, conversion, and relationship health. - Team build & leadership: - Hire, onboard, and manage a team of Strategic Alliance Leads as coverage expands. - Set clear expectations, territories, success metrics, and coaching cadences to ensure consistent execution. Benefits - Work from anywhere. - Flexible paid time off. - Flexible working hours (we are async). - 16 weeks paid parental leave. - Mental health support services. - Stock options. - Learning budget. - Home office budget & IT equipment. - Budget for local in-person social events or co-working spaces.