Strategic Partnerships Manager - EMEA

We're looking for a Strategic Partnerships Manager - EMEA to build and lead SkyCell's relationships with freight forwarders at the HQ and regional level, turning transactional shipping relationships into strategic, long-term partnerships. You'll work across two types of accounts: specialized Clinical Trial forwarders, where you'll take direct commercial ownership and global forwarders specialised in Cold Chain, where you'll build joint business plans and drive adoption from the top down. This is a high-visibility, cross-functional role at the intersection of sales, partnership management and pharma logistics.

You'll be one of the people directly shaping how the world's most important medicines move, working with major logistics players on something that genuinely matters. It's a role with real ownership, a seat at the table with senior stakeholders inside and outside SkyCell, and the chance to build a partnership model from the ground up rather than inherit someone else's playbook.

📍 Location: We are open to candidates based anywhere within the UK, Spain, and the Netherlands, with remote working available within these countries. For those based in Switzerland, we operate a hybrid working model due to our local office presence.

Why SkyCell?

🌱 Purpose-Driven Work: Make a real difference by contributing to a more sustainable future in global logistics and healthcare.

🚀 Innovation at Heart: Work with cutting-edge technology and be at the forefront of supply chain innovation.

🌎 Stronger together: Join a supportive team of talented individuals from over 40 countries, where we work together every step of the way.

💡 Growth Opportunities: We believe in investing in our people – continuous learning and development are key pillars of SkyCell.

🏆 Award-Winning Culture: Join a workplace recognized for its commitment to excellence with a ‘Great Place to work’ award, as well as a Platinum Ecovadis rating highlighting our sustainability and employee well-being.

What You'll Do:

• Own key forwarder relationships end-to-end: take full commercial ownership: win new logos, defend and grow existing accounts and build the C-suite relationships that unlock deployment at scale

• Build strategic partnerships with major global forwarders: align with leadership on joint business plans, co-develop continuous improvement initiatives around cost and reliability and turn SkyCell into a co-innovation partner rather than just another supplier

• Drive adoption, not just contracts: run the programs that deepen engagement across the forwarder network and help shift forwarder sentiment from indifferent to genuinely advocating for SkyCell

• Lead deals cross-functionally: act as the functional lead when a forwarder relationship surfaces a commercial opportunity, pulling in Container Solutions, CX and Airline teams to shape and close it

• Keep the pipeline and account intelligence sharp: maintain clear account maps, stakeholder landscapes, and forecasts across your regions and feed market and competitive intelligence back into the business

What success looks like:

• Forwarder-driven revenue is growing, both directly (new partnerships, new lanes) and indirectly (container adoption, execution excellence)

• Forwarders proactively position SkyCell and advocate for it internally - you've won on value, not on price

• You can point to forwarder relationships that have measurably shifted from indifferent to genuinely supportive

• Your programs and product suite are seeing real, expanding adoption across your accounts

• Your pipeline is healthy, your account plans are current and nothing falls through the cracks