Regional Partner & Alliances Director, North America

workatbackbase; Atlanta (GA); On-site; USD 150,000 - 210,000; Full time

Job summary

Backbase is seeking a strategic leader to oversee the North America partner ecosystem. You will guide a high-performing team, collaborate with Advisor, SI, Hyperscaler and ISV alliances, and drive revenue growth through partner-driven services for financial services customers.

You will partner with Sales, Marketing and Customer Success to broaden Backbase's partner relationships, define joint GTM strategies, and ensure successful delivery across regions through frequent travel.

Qualifications

• Experience in Consulting Services, enterprise software sales, or partnerships serving US banks.
• Experience partnering with advisors, technology firms and G/GSIs to build solutions.
• Strong understanding of SaaS business models and digital banking landscapes.
• Ability to lead cross-functional teams and drive partner programs.

Responsibilities

• Articulate a disruptive vision to C-level partners and lead their transformation with a Backbase services practice.
• Build relationships across functions in a matrix organization and with regional partners.
• Drive adoption of partner programs and achieve joint revenue targets.
• Provide leadership through hiring, coaching and performance management of a regional partner team.
• Develop territory plans and define KPIs/OKRs, capacity planning and joint business planning.
• Ensure customer success with partners in program delivery and co-sell/go-to-market efforts.
• Be data-driven in decision making and build business cases for GTM across routes to market.
• Frequent travel to manage partnerships and engagements.

Skills

Partner ecosystem

Executive storytelling

SaaS knowledge

Cross-functional leadership

Travel willingness

Job description

Other locations within America considered

Meet the job:

As a member of the Global Partner Business team, you will be responsible for the Backbase partner ecosystem throughout North America. Your challenge is delivering accelerated license and cloud service revenue growth, guiding a high-performing team, and expanding partner capabilities that will meet the goals of Financial Service customers.

This role works with Advisor, System Integrator, Hyperscaler, and ISV alliances to drive new mutual revenue and add value to customers. This role does not cover product partnerships or re-selling agreements of ISVs embedded in our solution, which are handled by a different team (Backbase Marketplace).

Success in this position requires you to build a shared vision and plan with these partner relationships, drive adoption of partner and sales programs, attain field goals and track progress while driving accountability to achieve those goals.

You will work closely with the Sales, Marketing and Customer Success leadership. Expectations include providing leadership and management to a diverse regional partner team including hiring, coaching, mentorship, and performance management.

Key responsibilities

• Articulate a disruptive vision to the C level within a partner. Lead partners through their transformation enabled by a services practice around Backbase
• Work within a matrix organization and establishing solid relationships across all functions
• Cultivate net new relationships with strategic local and global partners at CxO level specifically in the region
• Understanding of the value of digital banking and its technological landscape
• Provide leadership and strategy with internal cross-functional stakeholders to create synergies with sales, marketing, partner enablement, and customer success
• Build and manage a diverse team of (Senior) Partner Managers across the region that works to scale partner-sourced opportunities and grow through partner services
• Manage business territory plans with our partner ecosystem and deliver against joint targets
• Define core constructs for managing the team including role definition, team KPIs/OKRs, hiring / capacity planning, joint business planning and compensation planning
• Ensure customer success with partners in program delivery
• Evangelize internally and externally the partner model (co-sell, re-sell, etc.) and joint go-to-market
• Ensure balanced partner coverage in the region. Build, cultivate and maintain C level and senior partner relationships to develop and implement strategies for expanding their Backbase business and practice
• Be a data-driven decision and deal maker at C level. Highly capable of building financial justification and operating models for go-to market across strategic routes to market
• From strategy to implementation consulting and from Cloud players to ISVs
• Able and available for frequent travel

How about you?

You have experience in scaling a business through a high caliber and quality partner ecosystem.

Business, product and industry knowledge required

• Background in Consulting Services, Enterprise software Sales, and/or Partnerships serving US Banks
• Experience partnering with advisors, technology companies, consulting firms & (G)SIs that build solutions and develop offerings that transform legacy banking platforms and systems
• Knowledge of partner (Advisor, Consulting, Technology & GSI) business models with a strong focus and understanding of SaaS
• Strong understanding of the value of digital banking and its technological landscape
• Background in enterprise software would be useful
• Experience setting up, building, or transforming a Partnerships & Alliances function, initiative, or program in a complex and evolving business environment
• Able and available for frequent travel

Backbase has an innovative, team oriented 'can do' culture. We offer a flexible, informal and exciting environment. This is a great opportunity to join the market leader in engagement banking platforms.