WHY DO WE LOVE COMING TO WORK EVERY DAY?

With over 10,000 superstars across 48 different countries globally, it is hard not to be inspired every single day. At Finastra we celebrate in global knowledge sharing, diversity and an opportunity to make a difference for each other and for our customers.

We are on a journey. After bringing two global Fintech leaders together in June 2017, Finastra has truly recognized the opportunity and power we have, by combining our expertise, successes and passion together. Whether it is in a collaboration hub or innovating with colleagues across our global landscape, we are one team creating a network of talent and creativity in a stimulating environment, to do what we can to make a difference for our customers.

Our people are leaders in their role and are always looking for new ways to help our customers grow, compete and optimize their business. From a graduate Software Engineer to an experienced Sales Executive – we are looking for personal leadership and people with the appetite to understand the markets and customers we serve. We drive innovation that challenges the status quo and feel proud of the positive differences that we make every day. We recognize talent and provide a work environment where leaders can drive results, develop and grow their careers.

Success is what you do, success is what we achieve, together.

The future of Finance is open – combine your talents with Finastra opportunities to create an exciting career with us.

For more information, visit Finastra.com

What will you contribute?

Strategic Partner Principal will manage a substantial, high visibility book of business within our Partners segment.

This key role is to represent the Ecosystem and work closely with Finastra MEA 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 advisory, consulting and systems integration partners in specific Countries or multiple countries and is accountable for:

• Business Planning - 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 Finastra business areas and acting as the prime point of contact for each key partner
• Field Alignment and Issue Escalation – 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, across sales and implementation consulting, for targeted campaigns, products and solutions eg Partners know our solutions , the value they can drive for clients and are competent to position them 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 and Campaigns
• 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: 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 – 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 model & target markets and identify/qualify potential opportunities/leads stemming from the partners. Assume a sales-focused approach, working closely with Regional Sales Directors 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 e.g. a portfolio of partner driving a portfolio is opportunity that is multi level sold and progressed.
• Responsible for all Partner related activity and engagement in the region

Measured on:

• Achieving agreed partner License sales targets

• Partner Originated
• Co-sell with Finastra
• New Pipeline generation
• Partner thought leadership and Partner led GtM activity and events
• Leverage of Partner Centres of Excellence
• Increased repetability of wins with partners to build sustainable practices
• Penetration of overall business with Strategic Partners
• Fostering the development of joint solutions and centres 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?)
• Partner teaming with Global Services
• Raising visibility of Ecosystem and impact in the region and wider in Finastra

Required Experience:

• Credible and competent Individual capable and record of working at Senior leadership levels (Managing Partner) with key Strategic Partners
• Strong proven Alliance / Ecosystem (not Channel) track record within an Enterprise Software Organisation (7+ years)
• Solid track record of Alliances core competencies eg Sales engagement, partner enablement , Recruitment and management of partners
• Good ready to go relationships with Deloitte, Accenture, IBM, KPMG, EY, McKinsey etc
• Self starter and hands-on Partner manager approach that gets things done e.g. intuitive
• Demonstrate a successful career against targets
• Knowledge and existing network of key REGION countries partners
• Experience of working in the FSI markets with partners would be beneficial
• Degree / Graduate education

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 individuals with disabilities to perform the essential functions. If you need assistance or an accommodation due to disability please contact us at 800-274-7280.

The Future is Collaborative. The Future is Open. The Future is Now.