VP Sales EMEA (d/f/m)

Partnerships Lead – North America (d/f/m)

Luminovo

YOUR OPPORTUNITY Luminovo is the first electronics supply chain platform that connects all the data, processes, and stakeholders in a trillion-dollar industry — and we're just getting started in North America. We have a proven partnerships model in Europe which is split into building an ecosystem of suppliers and running a referral partner system with experts called the ambassador program. Our ambassador program and supplier partnerships are already a core part of how we grow. Now we need someone to own that entire motion for North America — building it from near-zero into a real revenue engine. This is not a supporting role. It's a full-cycle, senior IC position. You'll own your pipeline, run your own meetings, and be measured on real commercial outcomes: signed partner ARR, ambassador referrals, and influenced revenue. You'll be working in a market with ~150 PCB manufacturers, ~100–150 distributors, and 50–70 SMT equipment vendors — most of them untouched. Unlike a traditional sales role, you won't hand partners off to customer success when a deal closes. You own the relationship long-term. That means deeper trust, more referrals over time, and a compounding book of business that grows with you. You'll also be in the room where it matters. Our partnerships team generates some of its best leads at trade shows and industry events — not from behind a laptop. Expect to travel strategically a handful of times a year to conferences where the electronics industry gathers. If you want to own a market, not just work in one, this is the role. YOUR PERFORMANCE OBJECTIVES As Senior Partnerships Manager for North America, you'll split your focus equally between two pillars: building and activating our ambassador network, and winning new supplier partnerships. 🌟 AMBASSADOR PROGRAM * Activate. We already have ambassadors signed up in North America — industry experts, equipment vendors, and consultants who've agreed to refer customers to Luminovo. None of them have been actively nurtured. Your first job is to change that: get in front of them, build the relationship, and turn warm agreements into real referral pipeline. * Expand. Sign ≥10 new high-fit NA ambassadors: SMT equipment vendors, independent sales reps, and consultants who work daily with EMS and OEM buyers. Target ≥10 referrals per ambassador per year. * Operationalize. Set up the cadences, materials, and tracking that turn ambassadors into a repeatable channel — not a one-off call. Replicate what's working in EMEA for the NA market. * Show up in person. Attend the key trade shows and industry conferences where equipment vendors, consultants, and sales reps gather. That's where ambassador relationships start. 📦 SUPPLIER PARTNERSHIPS * Win PCB partners. Build a pipeline of NA-based PCB suppliers and bring them onto the Luminovo network. Own the full cycle from outreach to signed agreement. * Win distributor partners. Land new partnerships across API, Quote, and Stocking partner types — franchised distributors and brokers who want to reach active EMS and OEM buyers. Opportunistic APAC coverage welcome. * Drive revenue. You'll have a clear number to hit. It's ambitious, and you'll have the tools, the playbook, and the support to get there. 📈 OPERATING INDEPENDENTLY * Own your stack. Be fully self-sufficient in HubSpot, our ambassador app, sequencing tools, and AI-assisted sourcing workflows from day one. This role is not technical support — that stays with our EMEA team. Your focus is entirely commercial: sourcing, qualifying, and closing. * Build the playbook. Document what works. Create repeatable processes for partner sourcing, outreach, activation, and long-term relationship management — without being asked. * Measure what matters. Track your leading indicators proactively. Know your numbers before your manager does. 🤓 WHO YOU'LL BE WORKING WITH * Nils, our Partnerships Lead for EMEA — your closest counterpart and the person who built the playbook you'll be adapting for NA * Sam, our Business & Operations Lead for North America * Clifton, our VP Sales Global * Mark, our Head of Marketing, for co-branded assets, event support, and positioning * Rachel and the NA Sales team, who receive warm partner-sourced leads and run the customer-side close * Dasha, our Partnerships Ops specialist, who supports with tooling, data, and workflows * Our Product team, who will want your market feedback on supplier roadmap priorities 💡 SKILLS, KNOWLEDGE, AND EXPERTISE Just so you know — we deliberately did not create a standard checklist of minimum qualifications for this role. We care far more about your drive and ability to create impact than we do about your CV. If you want to understand why we banned requirements from our job descriptions, read more here. That said, here's what the best candidates for this role tend to look like: * Electronics industry network. You come from the industry — distribution, EMS software, electronics supply chain, or a direct competitor. You already know the terminology, the players, and how deals get done. You can walk into a conversation with a PCB manufacturer, a franchised distributor, or an SMT equipment vendor and be immediately credible. This isn't something we can ramp you on quickly; it's the foundation the role is built on. * Full-cycle commercial ownership. You've carried a number in B2B SaaS or an electronics-adjacent business, in the $5k–$30k ARR deal band. You didn't just support — you sourced, ran the process, and closed. * Two-speed partnerships. You're comfortable in both relationship-led channel building (ambassadors, referral networks) and transactional partner closing (supplier agreements, distributor contracts). Most people are strong in one; we need someone who can do both. * NA-native GTM instincts. You understand how to sell into North American channel and VP Sales orgs. East or Central time zone strongly preferred for collaboration with our Munich team. * Willing to travel. You'll attend trade shows and industry conferences — that's where relationships start and deals get seeded. A valid passport is required. * Operator mindset. You reach for tools (HubSpot, Apollo, LinkedIn Sales Navigator, Clay, AI workflows) before you ask for headcount. You build lists, sequences, and dashboards because it makes you faster — not because someone asked you to. * Structure bias. You document what works. You build playbooks. You don't wait to be managed. * High agency, low ego. You run the meetings where you add the most value, and you know when to hand off to someone else. You're aligned with how we work at Luminovo: direct, honest, and focused on impact over optics. ⚡️ ABOUT LUMINOVO Luminovo is the first electronics supply chain platform that unites all data, processes, and stakeholders in the trillion-dollar electronics industry. We fundamentally believe that technology is the best tool that humankind has developed to tackle the biggest challenges we face as a society today. And we want to do our share in accelerating technological progress. We bring innovations to life faster and cheaper by creating a more connected and resilient electronics supply chain. To date, over 300 active customers worldwide are working with us towards this shared goal. Supported by leading investors such as Cherry Ventures, General Catalyst/LaFamiglia, Chalfen Ventures, and others, we have raised more than €20 million. Our core principles: putting people first & building great things As a remote-first company headquartered in Munich, our brilliant team is spread across cities including Munich, New York, Austin, Calgary, Berlin, London, Valencia, Nairobi, and Verona, among others. 🌍 Our team includes a mix of product enthusiasts, people advocates, business masterminds, and engineering experts. Among us are graduates from institutions like Stanford University and the University of Cambridge, as well as talented individuals with unconventional CVs. What matters most is their drive to build great things. We provide an authentic environment based on psychological safety to empower Luminerds from various backgrounds to succeed, grow, and focus on impact. Putting people first means that we deeply care about who our employees are, what makes them unique, and what they excel at. See what employees and candidates have to say about Luminovo on kununu and Glassdoor.

Optimization Strategist (f/m/d)

Contentful

ABOUT THE OPPORTUNITY Contentful is looking for a Optimization Strategist (f/m/d) to join our Field team a business-minded subject matter expert who can walk into a room with a VP of Digital or CMO, command the conversation, and turn optimization and experimentation ambitions into committed business goals.  This is a revenue-impacting Field role that sits at the intersection of subject matter expertise and solution selling. Whether you've spent your career selling personalization platforms or you've led optimization and experimentation programs inside a large enterprise and developed a sharp commercial instinct along the way — what matters is that you can walk into a complex sales cycle, earn credibility fast, and move opportunities forward. The right candidate brings a genuine point of view on optimization — how to prioritize it, how to measure it, and how to communicate the vision to leaders who are still figuring out where to start.  WHAT TO EXPECT?  1. SOLUTION SELLING & FIELD ENGAGEMENT * Partner with Account Executives to drive pipeline and move opportunities forward — bringing the optimization and experimentation credibility and executive presence that accelerates deals from interest to commitment.  * This role influences pipeline and revenue outcomes in partnership with AEs but does not carry an individual quota. * Lead discovery and strategy sessions with senior digital and marketing leaders, mapping business objectives to concrete use cases, content and audience strategies, data flows, and experimentation patterns that make the case for Contentful Personalization and Analytics. * Collaborate with Solution Engineers and Value Engineers to position Contentful Personalization within a customer's broader composable architecture — connecting the dots across CMSs, CDPs, CRMs, analytics platforms, AI models, and ecommerce. 2.OPTIMIZATION STRATEGY & ADVISORY * With deep domain expertise, guide prospects and customers through what a successful optimization and experimentation practice can look like — and what it takes organizationally to get there. * Conduct structured enterprise discovery to assess where customers are today, where they can realistically go, and how to prioritize use cases, audiences, and channels to show early value. * Advise on change management, governance models, operating structures, and organizational readiness — from experimentation processes to centers of excellence — that enable optimization and experimentation to scale across brands, regions, and teams. 3. THOUGHT LEADERSHIP & FIELD INTELLIGENCE * Represent Contentful as a subject matter expert on optimization and experimentation strategy in customer conversations, at industry events, and in partner engagements * Bring structured field intelligence back to Product, GTM, and Marketing teams — surfacing patterns, gaps, and emerging trends that sharpen Contentful's positioning and roadmap. WHAT YOU NEED TO BE SUCCESSFUL? * A genuine point of view on optimization, experimentation, and analytics — combined with the commercial instinct to generate interest, build internal champions, and drive deals forward. * Proven ability to engage C-suite and senior business leaders (CMO, CDO, CIO, Heads of Digital) and drive strategic investment decisions — whether through a sales cycle or an internal program. * Deep familiarity with optimization and personalization platforms, A/B testing, segmentation, and experimentation in enterprise contexts — whether gained from selling platforms (e.g., Optimizely, Adobe, VWO) or running programs at scale inside an enterprise organization. * 5+ years in optimization, digital experience, or analytics leadership — or 3+ years in enterprise presales or digital strategy. Most candidates will be stronger in one track. What's non-negotiable is genuine optimization expertise paired with commercial drive. * Willingness to travel up to ~25%. HIGHLY DESIRED * Direct experience selling or buying personalization and optimization platforms (e.g., Optimizely, Adobe Target, VWO, Dynamic Yield, Sitecore, or similar) — giving you a competitive and commercial frame of reference that's hard to replicate. * Technical awareness of MACH and composable architectures — sufficient to credibly connect Contentful's approach to the customer's existing stack without needing to go deep on implementation. * Familiarity with how AI, LLMs, and AEO/GEO influence personalization and optimization strategies. WHAT SUCCESS LOOKS LIKE * Attached to and influenced close-won opportunities rates and ACV in the EMEA Enterprise and Strategic segments. * Delivered executive-level discovery and business case sessions that moved qualified opportunities from interest to active evaluation and successful close. * Established Contentful as a credible optimization and experimentation strategic partner — not just a CMS/DXP  — in customer conversations. WHAT’S IN IT FOR YOU? * Join an ambitious tech company reshaping the way people build digital experiences * Full-time employees receive Stock Options for the opportunity to share in the success of our company * Fertility and family building benefits, including a lifetime reimbursable wallet to support your growing family. * We value Work-Life balance and You Time! A generous amount of paid time off, including vacation days, sick days,  education days, compassion days for loss, and volunteer days * Time off to care for and focus on your growing family  * Use your personal annual education budget to improve your skills and grow in your career * Enjoy a full range of virtual and in-person events, including workshops, guest speakers, and fun team activities, supporting learning and networking exchange beyond the usual work duties  * An annual wellbeing stipend to care for your physical, financial, or emotional health * A monthly communication phone/internet stipend and phone hardware upgrade reimbursement. * New hire office equipment stipend for hybrid or distributed employees. Get the gear you need to work at your best. WHO ARE WE? Contentful is a leading digital experience platform that helps modern businesses meet the growing demand for engaging, personalized content at scale. By blending composability with native AI capabilities, Contentful enables dynamic personalization, automated content delivery, and real-time experimentation, powering next-generation digital experiences across brands, regions, and channels for more than 4,200 organizations worldwide. More than 700 people from more than 70 nations contribute their energy and creativity to Contentful, working from hubs in Berlin, Denver, San Francisco, London, New York, and distributed worldwide. EVERYONE IS WELCOME HERE! “Everyone is welcome here” is a celebrated component of our culture. At Contentful, we strive to create an inclusive environment that empowers our employees. We believe that our products and services benefit from our diverse backgrounds and experiences, and we are proud to be an equal opportunity employer. All qualified applications will receive consideration for employment without regard to race, color, national origin, religion, sexual orientation, gender, gender identity, age, physical [dis]ability, or length of time spent unemployed. We invite you to apply and join us! If you need reasonable accommodations at any point during the application or interview process, please let your recruiting coordinator know. Please be aware of scammers who may fraudulently allege to be from Contentful. These types of fraud can be carried out through copycat websites, fake email addresses claiming to be from our company, or social media. We do not ask for your personal information, such as bank account numbers, identification numbers, etc, through social media or chat-based apps, nor do we request or send money for the purchase of business equipment. If you suspect fraud, please report it to your local authorities, as well as reach out to us at security-esk@contentful.com with any information you may have. By clicking “Apply for this job,” I acknowledge that I have read the “Contentful’s Candidate Privacy Notice” and hereby consent to the collection, processing, use, and storage of my personal information as described therein.

Principal Transformation Consultant (f/m/d)

Valiantys

Über Valiantys    Schließe dich Valiantys an und werde Teil von etwas Außergewöhnlichem! Bei Valiantys sind wir kein typischer Atlassian Platinum Solution Partner – wir sind die treibende Kraft hinter beeindruckenden, bahnbrechenden Lösungen, die mit größter Sorgfalt für die Atlassian-Produktpalette entwickelt werden. Wir sind Pioniere in der Bereitstellung modernster Tools für Teamzusammenarbeit und Produktivität. Denk an uns als das Raketentreibmittel, das Unternehmen antreibt und sie zu unvergleichlichem Erfolg und höchster Effizienz führt! Stell dir nun vor, du begibst dich auf eine spannende Reise mit Valiantys und Atlassian – eine Reise, auf der Innovation keine Grenzen kennt und dein Beitrag im Mittelpunkt steht.   Als Principal Transformation Consultant übernimmst du eine strategische Rolle beim Aufbau wichtiger Kundenbeziehungen, bei der Umsetzung komplexer Transformationsprogramme und beim Ausbau unseres Geschäfts. Du arbeitest eng mit Senior Executives zusammen, um Transformationsstrategien zu definieren und umzusetzen. Dazu gehören Cloud-Migrationen, technologische Modernisierung und unternehmensweite digitale Initiativen. Diese Rolle verbindet strategisches Consulting, Business Development und technologische Führung. Ein wesentlicher Teil deiner Aufgabe ist consultative selling. Du identifizierst geschäftliche Herausforderungen, entwickelst überzeugende Value Propositions und wandelst Opportunities in erfolgreiche Kundenprojekte um. Mit deinem Verständnis für Enterprise Software Delivery, den Software Development Life Cycle (SDLC) und moderne Engineering Practices hilfst du unseren Kunden, ihre Transformation zu beschleunigen und gleichzeitig die Präsenz von Valiantys in strategischen Accounts auszubauen. Du berichtest an den Transformation Consulting Director. Woran du arbeiten wirst Kundenpartnerschaft & Projektdelivery Du baust vertrauensvolle Beziehungen zu Executive Stakeholdern auf, darunter Director, VP und C-Level. Du verstehst die Geschäftsziele, Technologielandschaft und Transformationsprioritäten unserer Kunden. Du führst und unterstützt Consulting-Teams bei der erfolgreichen Umsetzung komplexer, mehrstufiger Transformationsprogramme. Du erzielst messbare Geschäftsergebnisse in Bereichen wie Cloud-Migration, Plattformmodernisierung und Enterprise Toolchain Transformation. Du sorgst für eine hohe Kundenzufriedenheit und identifizierst gleichzeitig Möglichkeiten, langfristige Partnerschaften weiter auszubauen. Technologie & Transformation Du berätst Kunden dabei, ihre Software Delivery zu verbessern. Dabei nutzt du dein starkes Verständnis des Software Development Life Cycle (SDLC), Developer Experience (DevEx), agiler Delivery, DevOps und moderner Engineering Practices. Du begleitest Kunden bei Migration Readiness Assessments, Architekturentscheidungen und der Planung von Cloud-Transitionen. Du bleibst auf dem neuesten Stand zu Atlassian-Innovationen, cloud-nativen Technologien, AI-Trends und neuen Software Engineering Practices. Du übersetzt komplexe technische Themen in klare Business-Empfehlungen für Executive Audiences. Du förderst die praktische Einführung von AI, indem du neue AI-Fähigkeiten, Enterprise Use Cases und deren Auswirkungen auf Software Delivery und Business Transformation verstehst. Consultative-Led Selling & Business Development Du arbeitest während des gesamten Sales Lifecycles eng mit den Sales-Teams zusammen, von der Qualifizierung und Executive Discovery bis hin zu Proposal, Verhandlung und Deal Closure. Du leitest consultative Discovery Sessions, um geschäftliche Herausforderungen aufzudecken und Transformationsmöglichkeiten zu identifizieren. Du entwickelst überzeugende Statements of Work, Business Cases und Executive Proposals mit Fokus auf messbare Geschäftsergebnisse. Du definierst und setzt Account Growth Strategies um, durch Upselling, Cross-Selling und strategische Account-Entwicklung. Du wendest strukturierte Qualifizierungsmethoden wie MEDDPICC an, um Win Rates zu maximieren. Du bringst kommerzielle und technische Expertise in Solution Scoping, Pricing und Risk Management ein. Solution Design & Value Creation Du entwickelst Transformations-Roadmaps, die auf die Geschäftsziele der Kunden abgestimmt sind. Du arbeitest mit internen Practices zusammen, darunter AI, Cloud, ITSM, Agile at Scale und Developer Experience. Du übersetzt geschäftliche und technische Anforderungen in überzeugende Value Propositions. Du entwickelst wiederverwendbare Frameworks, Methoden und Accelerators, die das Consulting-Angebot von Valiantys stärken. Team Collaboration & Knowledge Sharing Du agierst als Mentor und Sparringspartner für Consultants auf allen Ebenen und trägst zu Wissensaufbau, Kompetenzentwicklung und Team Performance bei. Du teilst Marktinformationen, Kunden-Insights und Delivery Learnings intern, um Offering Development und Delivery Practices weiterzuentwickeln. Du förderst eine Kultur der kontinuierlichen Verbesserung, Professionalität und Kundenorientierung im UKI Consulting-Team. Essential Experience & Skills 10+ Jahre Erfahrung im Consulting, in Professional Services oder in Enterprise Transformation. Nachweisbare Erfahrung in der Leitung von Enterprise Cloud Migration oder Technology Modernisation Programmes. Nachweisbare Erfahrung in Enterprise Sales, consultative selling und Business Development, mit der Fähigkeit, Opportunities zu identifizieren, Business Cases zu erstellen und Advisory Engagements in Umsatz umzuwandeln. Starkes Verständnis von Enterprise Technology Environments, einschließlich Cloud-Plattformen wie Atlassian Cloud und AWS, DevOps Toolchains sowie ITSM- und PPPM-Disziplinen. Starke Kenntnisse des Software Development Life Cycle (SDLC), agiler Methoden, CI/CD, Developer Experience und moderner Software Engineering Practices. Verständnis für Artificial Intelligence (AI),Generative AI und AI-assisted Software Development, sowie die Fähigkeit, deren Business Value und praktische Enterprise-Anwendungen zu erklären. Ausgezeichnete Fähigkeiten im Executive Stakeholder Management und in der Einflussnahme auf Senior Stakeholder. Nachweisbare Erfolge im Management und Ausbau strategischer Kundenaccounts. Hervorragende Kommunikations-, Moderations-, Präsentations- und Workshop-Fähigkeiten. Eine proaktive und anpassungsfähige Denkweise, mit der Fähigkeit, strategisches Denken und hands-on Execution zu verbinden. Du sprichst fließend Deutsch und Englisch. Nice to Have Erfahrung im Atlassian-Ökosystem, zum Beispiel Jira, Confluence oder Jira Service Management. MEDDPICC oder eine vergleichbare Sales Qualification Methodology. Erfahrung mit Agile at Scale, zum Beispiel SAFe, LeSS oder vergleichbare Frameworks. Erfahrung mit Managed Services oder langfristigen Customer Success Engagements. Relevante Zertifizierungen, zum Beispiel Atlassian, AWS, ITIL, SAFe, PMP oder Cloud. Erfahrung darin, Organisationen bei der Definition oder Einführung von AI-Strategien zu unterstützen, basierend auf messbaren Kundenergebnissen und Business Use Cases. Standort & Arbeitsmodell Diese Position ist in Deutschland angesiedelt. Wir sind offen für Remote Work innerhalb Deutschlands, mit regelmäßigen Reisen zu Kundenstandorten. Gelegentliche Reisen innerhalb der EMEA-Region können ebenfalls erforderlich sein. Werde Teil eines schnell wachsenden, innovationsgetriebenen Unternehmens, in dem Transformation im Mittelpunkt unseres Handelns steht. Du hilfst einigen der weltweit führenden Organisationen dabei, die Art und Weise zu verbessern, wie sie Software entwickeln, bereitstellen und betreiben. Dabei kombinierst du Expertise in Developer Experience, Cloud, AI, ITSM und agiler Transformation. Gemeinsam mit Branchenexpertinnen und Branchenexperten arbeitest du in einem kollaborativen und unternehmerischen Umfeld. Du hast die Möglichkeit, echten Einfluss zu nehmen und gleichzeitig deine eigene Expertise kontinuierlich weiterzuentwickeln. Warum Valiantys?   Unsere Teammitglieder sind unser größtes Kapital, und wir setzen alles daran, dass Valiantys nicht nur ein großartiger Arbeitsplatz ist, sondern auch eine Plattform für persönliches Wachstum. Ownership. Du hast maßgeblichen Einfluss auf die Strategie und übernimmst Verantwortung für deinen Aufgabenbereich. Training. Wir stellen Zeit und Budget zur Verfügung, damit du dich fachlich und persönlich weiterentwickeln kannst. Flexibilität. Wir wissen, dass das Leben aus mehr besteht als Arbeit. Deshalb bieten wir Flexibilität und Unterstützung, um dir zu helfen, deine Lebensziele zu erreichen. Gehalt & Benefits. Wir honorieren Engagement und Leistung mit einer attraktiven Vergütung sowie einem ausgezeichneten Leistungspaket. eGym Wellpass. Mit einer eGym Wellpass-Mitgliedschaft erhältst du Zugang zu zahlreichen Fitnessstudios in ganz Deutschland.   Wenn du bereit bist, das Ruder zu übernehmen und die digitale Innovation gemeinsam mit Valiantys voranzutreiben, dann bewirb dich jetzt und werde Teil unseres dynamischen Teams!     Valiantys ist ein Arbeitgeber, der Chancengleichheit fördert. Alle qualifizierten Bewerber:innen werden unabhängig von ihrem persönlichen Hintergrund, ihrer Identität oder ihren Überzeugungen berücksichtigt.   Wir können im Rahmen des Bewerbungsprozesses teilweise künstliche Intelligenz (KI) einsetzen, zum Beispiel zur Prüfung von Bewerbungen, zur Analyse von Lebensläufen oder zur Auswertung von Antworten. Diese Tools unterstützen unser Recruiting-Team, ersetzen jedoch nicht die menschliche Beurteilung. Die endgültigen Einstellungsentscheidungen werden stets von Menschen getroffen. Wenn Sie weitere Informationen darüber wünschen, wie Ihre Daten verarbeitet werden, kontaktieren Sie uns bitte.