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Kyriba
Kyriba

Director Strategic Partnerships & Alliances

CDI
Saint-Cloud
Salaire : Non spécifié
Télétravail non autorisé

Kyriba
Kyriba

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Le poste

Descriptif du poste

We're committed to bringing passion and customer focus to the business.

Overview:

Build a strong program to grow revenues and increase mind share with major regional SI’s and Global Systems Integrators. Additionally, leverage existing team to focus and strengthen relationships with Kyriba’s highly important ISV’s including Microsoft, Oracle, and SAP.

Focused on consultancy companies to include Deloitte, Accenture, KPMG, EY, PWC and specialized regional integrators.

Detailed role activities:

  • Localized go-to-market partner strategy in conjunction with regional sales leadership and the global partnership frameworks for each partner.
  • Define and help create co -developed market driven solutions.
  • Ensure that a formalized relationship mapping strategy is in place with broad coverage to drive deeper executive relationships across these key partners, and to ensure richer sponsorships.
  • Work closely with Kyriba’s professional services team to ensure a consistent and seamless implementation experience for all end customers.
  • Collaborate with field sales teams to provide partners that add value to our current and prospective customers, identify incremental opportunities, and assist in current sales pursuits.
  • Develop business plans with each partner and ensure their successful execution.
  • Create and drive Company channel programs, including assisting with program definitions, oversight, pricing, and channel resources.
  • Work cross-functionally to develop channel marketing programs, enhanced partner portal, partner product certifications, and training and partner enablement, collateral.
  • Ensure alignment and coordination with Kyriba’s sales execution, product, and marketing team.
  • Execute routine pipeline reviews and forecasts, quarterly business reviews, and annual performance reviews with each partner.
  • Monitor and track progress across all of these dimensions.
  • Act as a trusted and credible partner to C-level counterparts in partner organizations.

    • KPI’s:

  • Total revenue sold:  sourced and influenced
  • Pipeline growth and maturity
  • Delivery of key value propositions for the entire product portfolio including Treasury, Payments, Supply Chain Finance, Risk, Fraud, Foreign Exchange
  • Percentage of opportunities with partner engagement
  • High quality delivery resulting in customers for life
  • Total number of co-sponsored thought leadership events
  • Number of events sponsored by partners

    • Qualifications:

  • Minimum of 10 Years alliance experience with preferably firms similar to Kyriba including FIS, Coupa, Blackline or similar organizations focused on selling business applications like ERP
  • Experience working with one or more of the big 4 at a manager level or higher
  • Successful quota carrying skills, has consistently achieved above plan
  • Can build plans and work collaboratively with Regional Sales and Delivery leadership
  • Ability to communicate at a senior level both internally and externally
  • Local market understanding and relevance
  • Base understanding of the Treasury market is ideal
  • Demonstrated key relationships – needs to hit the ground running with and existing portfolio of key contacts
  • Full understanding of Oracle and SAP ERP solutions, will know how to integrate within Kyriba’s 4 pillar strategy
  • Strong communications skills
  • College degree or equivalent

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