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Job Description
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Strategic Partner Manager will manage a substantial, high visibility book of business within our Partners segment. This key role is to represent the Partners & Ecosystem and work closely with Finastra Regional leadership (Sales/Global Services/Marketing) to drive sales and growth of Finastra in the region.
Overall Partnership Management:
The Partner Manager actively manages our relationship with specific Ecosystem motions through the Execution of Fusion Orbit Program by building Resellers and Managed Services Partners in specific Countries or multiple countries and is accountable for:
- Business Planning - Prospecting new partners to Finastra. Develop, execute and manage the respective annual partner business plans to drive success across REGION. Metrics include the delivery of agreed annual initial Licence targets, driving partner collaboration to agreed go to market solutions per territory, successfully managing the engagement with all or selected Finastra business areas and acting as the prime point of contact for each key partner.
- Field Alignment and Escalation Management– Develop and maintain meaningful, sales-oriented relationships with each partner’s executive leadership, regional management, key account teams and Finastra stakeholders. Act as the Finastra ambassador for the overall relationship(s) and collaborate across Finastra and partners’ leadership to determine partnering strategies.
- Training and Solution Enablement – Support the enablement of partner field resources along with partners onboarding team, across sales, presales and implementation consulting to drive the value to our clients and are competent to position those values in the market.
- Maintain Leadership Alignment – Work with executive sponsors from within Finastra and the partners to maintain alignment; Develop and maintain relationships with relevant Finastra Leadership, becoming their trusted advisor on regional partner strategy and pursuits; Increase the penetration of the partner technology in our core industry offerings.
- Go to Market Enablement: The Partner Manager works to enable their specific Strategic Partner Strategy and Campaigns.
- Strategy and Formation – Select, structure, and negotiate new relationships and/or new initiatives within existing relationships to support Finastra Solutions.
- Annual Planning – Developing FY plans for partners’ targeted sales campaigns, resource staffing, joint marketing activities (e.g. events, materials, and awareness), sales engagement, investment plans and training /capability development plans.
- Governance – setting and running the necessary progress review and reporting processes with each partner.
- Campaign Enablement – Qualify, develop, and execute enabled go-to-market campaigns.
- Partner Sales Origination and Advancement: Generating pipeline and tapping in new names through partners in a given territory is the Expectations of the Partner Manager as part of the sales organization.
- Win Enablement – Support the pre-sales activities related to go-to-market campaigns; Drive incremental growth through direct involvement in Joint Account Planning; Contribute key insight and competitive intelligence to win strategies and proposal responses; Help improve win rate as a result of increased skills and capabilities developed within partners
- Joint Pipeline Management & GTM– Conduct regular reviews of joint pipelines; Drive appropriate opportunity qualification. Generate increased investments in joint business development.
- Sales Interlock (Partner and Sales) – Understand Finastra’s overall global sales execution Framework & target markets and identify/qualify potential opportunities/leads stemming from the partners. Assume a sales-focused approach, working closely with Regional Sales Directors, Channel sales managers and the partners’ sales forces.
- Direct Involvement – Direct participation in the sales cycle for key ‘must win’ opportunities. Finastra is a very hands-on company and thus the individual will have high sales energy within an Ecosystem track record of strong partnering to develop and win business.
- Reporting: Responsible for reporting partner progress, managing partner business reviews, partners sales team progress and Forecast.
Measured on:
- Achieving agreed partner License sales targets through Reseller Partners, Partner Originated opportunities and Managed Services partners investments.
- New Pipeline generation & Whitespace Coverage through recruiting and activating new partners.
- Partner thought leadership and Partner-led GTM activity and events
- Increased repeatability of wins with partners to build sustainable practices
- Penetration of overall business with Strategic Partners
- Fostering the development of joint solutions and centers of excellence
- Teaming Readiness (Are we ready to respond to an opportunity tomorrow?)
- Capability Readiness (Do we have access to training, technical support and demo / development products?)
- Relationship Readiness (Do we have executive and field level relationships we can count on?)
Required Experience:
- Credible and competent Individual capable and record of working at Senior leadership levels (Managing Partner) with key Strategic Partners
- Proven Track record of Sales target over achievements in assigned region.
- Strong proven Alliance / Ecosystem and Key Account Management track record within an Enterprise Software Organization (10+ years)
- Solid track record of Partners & Ecosystem core competencies e.g. Sales engagement, partner enablement, Recruitment and management of partners
- Existing relationships with Global Consulting Firms and Technology Partners
- Self-starter and hands-on Partner manager approach that gets things done
- Demonstrate a successful career against targets
- Knowledge and existing network of key REGION countries partners & End customers.
- Experience of working in the FSI markets with partners would be beneficial
- Awareness of Banking products and relevant market solutions (Retail Banking, Corporate Banking, Treasury, Lending, Islamic Banking …etc)
- BSc. Degree in Computer Engineering, Computer Science, or any other relevant degree.
- MBA is a plus
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The above statements describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential job functions. If you need assistance or an accommodation due to disability please contact your recruitment partner.
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