Regional Partner & Alliances Director

The Job in Short

As a member of the Global Partner Business team, you will be responsible for the Backbase partner ecosystem throughout India. 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. Backbase has an innovative, team oriented ‘can do’ culture. We offer flexible, informal and an exciting environment. This is a great opportunity to join the market leader in engagement banking platforms.

Meet the Job

As Regional Partner & Alliance Director, you are responsible for the Backbase partner ecosystem and business within a strategic region. Your challenge is delivering accelerated license and cloud service revenue growth, leading and growing a high-performing team, and expanding partner capabilities that will meet the goals of customers. You have experience in scaling a business through a high caliber and quality partner ecosystem.

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.

• 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 digital sales 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

Business, Product and Industry Knowledge

• Partnering with advisors, consulting firms & GSIs that build solutions and develop offerings that transform legacy banking platforms and systems.
• Knowledge of partner (Advisor, Consulting & GSI) business models with a strong focus and understanding of SaaS.
• Understanding of the value of digital banking and digital sales and its technological landscape.
• 12+ years of relevant experience.
• Background in consulting services is required.
• Background in enterprise software would be useful.
• Experience at recruiting, leading and developing careers of individual contributors and first managers in complex and evolving business environments.