Global Head of Partner Ecosystem

3 weeks ago


London, United Kingdom Finastra USA Corporation Full time

**Responsibilities**:
We are looking to further accelerate growth and increase Finastra’s global coverage by expanding our global and regional partner ecosystem. As a member of our Senior Leadership team, you will be working side-by-side with our Business Unit leaders to proactively identify, recruit, and manage global partners that can build, sell, implement, and support our products and solutions. You will be regarded as a market leader and evangelist in the industry and will help develop Finastra as a destination for leading partners by inspiring and motivating them to engage with us to act as a customer value accelerator and a force multiplier to Finastra’s organisation.

Accountabilities:

- Evolve and drive Finastra’s enterprise-wide partner strategy which aligns and enables our Reach Beyond strategic initiatives and big bets. Ensure that the strategy is developed in collaboration with, and meets the needs of, the Business Units.
- Work collaboratively with Business Units to understand their partner requirements; define common routes-to-market and engagement models; and design partner programs that grow Finastra’s partner ecosystem and expand our global reach in a mutually beneficial fashion.
- Own the relationship with a distinct group of agreed global and strategic partners on behalf of Finastra. Manage global and strategic partners proactively and holistically across different engagement models and Business Units, and act as the primary point of contact / relationship manager between Finastra and its strategic partners.
- Account manage global and strategic partnerships on behalf of Finastra taking a holistic view across different partner types and engagement models. Manage the breadth of partner activities across the lifecycle not limited to go-to-market activity.
- Define and maintain best practice ways of working, simple governance and common standards across Finastra which support and enable the Business Units to effectively manage partners, upholds Finastra’s reputation and ensure consistency of standards in the customer experience.
- Enhance the partner onboarding and enablement process and methodology for Finastra-wide content (i.e. sales process), and collaborate with the Business Units to develop product-specific content driving high standards whilst balancing speed and quality.
- Maintain an enterprise-level ‘chessboard’ of all partners operating across Finastra by product, capability and engagement type. Work with Business Units to ensure sufficient capability coverage in line with defined territories and makes available a choice of partners to meet customer needs at different service levels and price points.
- Explore and pursue opportunities to scale and grow existing global and strategic partnerships to drive Finastra revenue growth directly or indirectly and supports Business Units to further develop their existing partner relationships.
- Build compelling business cases to agree the levels of investment required from relevant parties, and ensure the commercial model is profitable for both Finastra and its partners enabling them to act as an extension of Finastra’s own sales, delivery and development teams.
- Establish clear performance metrics across different partner types, solution areas, partner maturity levels etc. to steer the business mid-term with responsibility for key revenue metrics.

Skills / Experience Requirements:

- Experience working in the financial services or enterprise software sectors
- A deep understanding of the partner ecosystem model
- Executive level stakeholder management
- Proven influencing ability

For further information please apply



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