Head of Commercial Partnerships

Role Title: Head of Commercial Partnerships

Reports To: Global Head of Sales

Location: London

About Cirium

At Cirium, our goal is to keep the world connected. We are the industry leader in aviation analytics; helping our customers understand the past, present, and predicting what will happen tomorrow. Our mission is to transform the aviation industry by enabling airlines, airports, travel companies, tech giants, aircraft manufacturers, financial institutions and many more accelerate their own digital transformation.

Position Summary

We are looking for a leader in partnerships to join our Global sales organisation to chart the course for our global commercial partnerships. Head of commercial partnerships will be responsible for developing and executing our commercial partnership strategy to drive revenue growth, increase market share and strengthen relationships with Cirium's existing partners.

As a member of the Sales Leadership Team, you will be pivotal in supporting Cirium's strategic priorities, ensuring alignment of commercial teams with global cross-functional teams including Product, Innovation, Consulting, Support and Marketing.

This role requires a combination of business development, relationship management, and data industry expertise to create mutually beneficial partnerships.

The Team

Cirium Sales organisation is a close-knit high performing team, constantly innovating and striving for higher commercial impact. Our methodology focuses on helping our clients understand the value we provide to their business and help navigate the buying process.

You will be based in our London office, reporting to Global head of sales and working closely with APAC, EMEA and Americas head of sales. You will initially be working with the sales leaders to create a partnership team which will independently acquire and manage our commercial partnerships.

The Role

This is broadly how you will spend your time:

Commercial Partnership Strategy (20 - 30% of the time):

1. Develop and implement a comprehensive partnership strategy aligned with the company's data sales objectives and overall business plan.
2. Define and launch commercial partnership operating plan. Identify, evaluate, and establish strategic segments for commercial partnerships.
3. Collaborate with internal teams (sales, marketing, product development) to ensure alignment on partnership goals.
4. Contribute to the development of commercial and delivery models for bidding opportunities.

Business Development & Growth (40 - 50% of the time):

1. Build and cultivate relationships with existing and potential partners, aligning their needs with the company's goals.
2. Build a robust pipeline of potential partners and manage it effectively to ensure continuous growth.
3. Identify, engage, and negotiate deals with potential partners in the data and technology sectors.
4. Protect the company's commercial rights and brand while working with partners.

Market Engagement & Analysis (10 - 20% of the time):

1. Build and maintain strong relationships with Cirium's key partners in the region. Facilitate key C-level relationships and engage industry opinion leaders.
2. Develop joint go-to-market strategies with partners to promote the company's data products.
3. Represent Cirium in panels and speaking engagements at key events and targeted webinars.
4. Stay informed about trends in the data industry, including emerging technologies and competitor activities.

Performance Monitoring and Reporting (10 - 20% of the time):

1. Track and analyze key performance metrics, sales data, and market trends.
2. Facilitate analysis of digital activity and campaigns related to commercial partnerships.
3. Ensure compliance with internal procedures, regulations, and industry standards governing partnerships.
4. Provide regular updates to senior management on partnership effectiveness.

Our focus on professional and personal development is threaded throughout. You will be supported to continuously learn, and expected to use your knowledge to develop others, in our Commercial teams and your fellow team members.

Skills, Qualifications, Experiences and Behaviours

• Proven track record of establishing successful partnerships that drive revenue growth with tangible achievements in commercial growth of a business. Ideally from Aviation/Travel industry.
• Charismatic Leader with strong communication skills with the ability to build strong relationships at all levels of an organization.
• Project management and organizational skills to design and develop a global commercial partnerships team.
• Strong commercial acumen and data-driven decision-making skills to identify valuable partnership opportunities with a focus on achieving measurable results.
• Proven track record in managing large partners. Focused on understanding commercial partner needs and delivering solutions that add real value.
• Strong focus on achieving goals and delivering results through innovative and effective partnership approaches.
• Proven track record of negotiating and closing complex partnership deals in the data industry.
• Adept at resolving conflicts or challenges that arise during partnership execution.
• Continuously seeks opportunities to improve and innovate, driving both personal and team development.
• A deep enthusiasm for data sales and the aviation industry, inspiring others with energy and dedication.

KPIs for Success

This role is critical for driving growth through strategic collaborations that enhance the company's ability to sell its data and analytics products. You will need to balance relationship-building with strategic thinking to unlock new revenue streams while ensuring long-term success for both the company and its partners.

• Set up of a defined commercial partnerships onboarding process
• Revenue generated from partnerships
• Number of new partnerships established
• Partner satisfaction and retention rates
• Performance of joint go-to-market initiatives
• Growth in market share through partner channels

At Cirium we're incredibly proud of our five employee created values for our organisation. The two that stand out for this role are "We team up" (make decisions together and grow) and "We Aim High" (solve problems that others can't). If you want to be in a role that gives you daily opportunities to have high commercial impact, while using and developing incredible strategic thinking and analytical skills, then get in touch.