Lead, POS Partnerships & Channel Strategy

About the role

This role sits under a new function that will move the POS programme from a fragmented, project-driven setup into a structured, scalable commercial function with clear ownership. The person will own the commercial, product and support collaboration with POS aggregators, acting as the regional commercial owner of the POS aggregator programme across Pandora markets while also serving as the internal product voice, translating POS aggregators' and restaurants' inputs into product requirements with the DH Central product team.

Key responsibilities

• Own the end-to-end POS channel strategy across Pandora markets, covering commercial relationships, certification model, partner performance and channel growth.
• Directly manage and develop two ICs, set their priorities and build the team's operating muscle as the function scales.
• Hold dotted-line oversight of local Channel Managers and act as escalation point for cross-market decisions.
• Serve as the primary point of contact with DH Central across product, tech and commercial workstreams, including raising priorities in the quarterly Central Product roadmap.
• Build product and commercial collaboration platforms with POS aggregators to turn market feedback and integration pain points into structured product requirements.
• Drive commercial outcomes through the POS aggregator network, such as net-new restaurant supply, lead sharing, co-marketing and partner tier upgrades.
• Set up governance rhythms: OKRs, performance cadences, KPI tracking and reporting.
• Own enablement, including partner documentation, onboarding playbooks and training for Channel Managers and local account managers.
• Oversee the support orchestration model (triage flows, SLAs, escalation paths) and resolve critical integration issues with strategic partners.
• Track and improve integration quality metrics such as Vendor Fail Rate, new API development and menu sync accuracy.

Required profile

• 6-9 years in partnerships, channel management or commercial roles in a tech, SaaS or food-tech environment.
• Proven track record of owning a cross-market commercial programme or building a new function.
• Strong stakeholder management across internal and external audiences, including central or global teams (a strong plus).
• Data-driven approach to turning channel performance data into actionable insights.
• Entrepreneurial mindset, comfortable with ambiguity and able to build structure where none exists.

Required skills

• Ability to write structured product requirements and engage with engineering and product teams.
• Hands-on understanding of API-based integrations and POS/middleware ecosystems, including reviewing integration specs and identifying quality issues.