Head of Global Partnerships & Alliances, Fabriq (H/F)

About Fabriq

The ambition. Fabriq is putting European industry back on the map by making plants more competitive and shop-floor workers more autonomous. Beyond the software, the company is part of a bigger story: bringing manufacturing back to Europe.

What it does. Fabriq is the Operating System for production shop floors. Its SaaS platform digitizes Lean Daily Management rituals (AIC, SQCDP, QRQC, Hoshin Kanri, Gemba) to solve shop-floor problems 3x faster than paper or Excel. Now Europe's leading Lean digitization platform, Fabriq is building the ecosystem that will make its platform the standard for connected industrial operations.

Key facts.

• €26M raised in total, including €22M in June 2025 led by Expedition Capital.

• A target of 5x ARR in 4 years.

• 1,000+ sites across 60+ countries, including industry leaders such as Safran, Airbus, Renault and LVMH.

• A 140-person team that wins together.

The role

Context. Partnerships are becoming a strategic growth lever in Fabriq's plan, for both new business and expansion. You are the company's first Head of Global Partnerships & Alliances. Reporting to Agathe, VP Revenue, with a direct line to the Co-founder on tier-1 technology alliances, you work hand in hand with Sales, Expansion, Professional Services, Marketing and RevOps. You start as an individual contributor, with a path to build and lead the Partnerships team. Your scope covers Europe and North America.

Your objective. Turn partners into a predictable growth engine: partners generate at least 10% of new business opportunities, and Fabriq becomes integrated and sellable within the ecosystem of 2 to 3 strategic software vendors by 2029.

What you'll own:

• Strategy and program. You define a global partner strategy tied to the ARR plan: which partners, in which markets, with which motion (resell, referral, co-sell, implement, integrate). You build the partner program: tiers, certification, deal registration, rules of engagement with direct sales, and partner compensation. You favor a few partners, deeply activated.

• Four partner families. Resellers and consulting partners become a new-logo channel and an accelerator for expansion. Software and technology alliances embed Fabriq in their ecosystem. Services and implementation partners scale change management delivery and secure complex integrations (API, on-premise). Engineering schools and Lean training centers build a pool of talent and prescribers.

• Sign, activate, co-sell. You source, negotiate and close agreements, from referral contracts to strategic alliances, with Legal and Finance. You onboard and enable partners, run account mapping and launch co-sell motions on target accounts, so that every partner creates and accelerates real deals.

• Operate and measure. You own partner reporting in Salesforce with RevOps: sourced and influenced pipeline, win rates, cycle time, partner-attached retention and expansion. You run quarterly business reviews with key partners and a quarterly alliance review with the leadership team.

About you

Must-haves.

• Experience: 10+ years in B2B enterprise environments, including at least 5 in partnerships, alliances or channel, on long, multi-stakeholder sales cycles.

• Builder: you have built a partner channel or program from scratch, or close to it, with measurable revenue impact. You design the program, then you run it yourself.

• Industrial ecosystem: you understand industrial software (MES, ERP, CMMS, IoT, connected worker, industrial data) and API integration topics. You speak the language of the plant and of the IT department.

• Languages: fluent English & French

Nice-to-haves.

• Experience at an industrial software vendor, or managing vendor alliances on the integrator side.

• A network in the industrial ecosystem: software vendors, integrators, consulting firms.

• Hands-on experience with partner tooling (account mapping, PRM, cloud marketplaces) and with partner programs in both Europe and the US.

• Another European language.

Compensation & work setup

• Package: €150K total compensation (base and variable). The variable component is tied to partner-sourced and influenced revenue, complemented by equity.

• Location: Paris HQ, with 30 to 40% travel.

Hiring process

1. Intro call (30 min, video). With Edouard, Talent Recruiter. Goal: get to know each other, understand your background and motivations, and make sure the role matches your expectations.

2. Director of Expansion interview (45 min). With Sébastien.

3. VP Revenue interview (45 min). With Agathe.

4. Business case (60 min). You present your 90-day partner plan for Fabriq to Agathe, Sébastien and the Head of Professional Services.

5. Co-founder interview (45 min).

6. People conversation. With Victoria, VP People.

7. References.