Director, Partnerships & Alliances

What does this role entail?

Shape and execute a Partner Go-to-Market strategy for global advisory, consulting and systems integration partners in the region, with the primary focus of generating ACV with and through partner motions
Provide input to and help to deliver a standardised global advisory and implementation partner program in region, combining best practices with market leading innovation to deliver a standout partner experience in the North America region.
Take ownership for the program regionally with a view to driving a consistently high-quality partner experience across sub regions and time zones
Build and manage strategic relationships with partnership executives and sales executives to ensure the highest levels of efficient operational interaction, with the objective of creating or accelerating new business within region
Identify and create well-qualified opportunities for sales teams to engage and support partners throughout the sales cycle; driving or assisting as needed
Build and manage partner business plans, ensuring there are clear and mutually agreed targets to drive partner success
Develop co-marketing opportunities with partners and execute marketing plans that create opportunities for new business
Leverage existing relationships within known partner organizations to develop deep and trusted advisory, consulting and systems integration relationships
Collaborate with senior sales executives and their field sales teams on opportunities sourced or influenced by partnership initiatives
Provide input into competitive sales enablement collateral and tools in the form of presentations, briefs, white papers and web site content to support Fenergo’ s solution within the partner’s offering
Drive Fenergo’s field sales engagement with partners in co-sell, reseller, referral and teaming models
Negotiate legal and financial agreements to underpin the partner models which are prioritised as part of the regional strategy
Manage partners effectively with a clear governance process, with executive quarterly business reviews, monthly status meeting, and other governance activities as required
proven track record of delivering revenue in a software scale up business, building and running partnerships and alliances
Work with the Global Advisory and Systems integration partner program lead to identify opportunities for improvement and deliver these into the program, and or wider Fenergo business
Work closely with the broader partner team to ensure that partners are on-boarded effectively, enabled, trained and certified and fully supported in their partner engagement with Fenergo.

Requirements
Desired Experience

Minimum 3-5 years of working in a scale up software company working in Partnership and Alliances, in a business development capacity, with a proven track record of generating software licence revenue through partnerships
Background in the Banking, Financial Services or Insurance sector (BFSI) in a sales, relationship management or senior operations role, and who has experience of delivering consulting, advisory services and systems integration of mission critical software platforms into Financial institutions.
Experience working across all of North America
Experience of working with a wide array of partnership models – MSP, Reseller, Implementation etc.
Practical problem-solving capabilities with a ‘get it done’ attitude.
Ability to create buy-in, both internally and externally, to overcome potential hurdles in adoption of successful thriving Partner business.
Strong communication skills and relationship building skills, comfortable working with C-level executives and building relationships across senior executives across client and partner organizations
Ability to shape, develop and drive new go-to market strategies and propositions with partners
Great written and oral communications including compelling presentation skills.
Team player with desire to be a help improve a strong team, and develop themselves

Nice to have / Skills that could make the difference.

Degree in Business/Technology or equivalent
A passion for how technology and innovation can help solve the serious challenges that our customers face every day in fighting financial crime.