Partner Sales Manager - EMEA

at  Fenergo

ABOUT US

We are a global FinTech & RegTech success story growing rapidly across North America, Europe, and Asia. We are customer-centric and passionate about our clients. We have an amazing market fit and are operating in the right market with the right solutions. Our clients are facing evolving risks, massive cost increases, and a crowded competitive landscape, compromising their growth trajectory and overall profitability.
Fenergo is leading the market transformation of Client Lifecycle Management, designed to drive automation and scale, improve our clients-clients user experience, and accelerate the adoption of Cloud Services within our industry. As such, we are a category-killer in our segment. Our brand exemplifies credibility and thought leadership, garnering numerous awards for our digital customer journeys, solutions, and services. Today, we are on track to eclipse 2B USD in valuation and will accelerate towards 3-4B USD within ~3 years.
If you are hard-working, diligent, self-motivated and enjoy being compensated for your success then we want to hear from you. If you like to hustle, collaborate and succeed then you will enjoy this role. If you want to be at the forefront of technological development and regulatory change then we are the firm for you.

DESIRED EXPERIENCE

• Minimum 3-5 years of working in a scale up software company working in Partnership and Alliances, in a business development capacity, with a proven track record of generating software licence revenue through partnerships
• Must have experience working internationally
• Must have experience of working with a wide array of partnership models – MSP, Reseller, Implementation etc.
• Proven track record of consistently meeting or exceeding assigned goals and targets
• Practical problem-solving capabilities with a ‘get it done’ attitude.
• Ability to create buy-in, both internally and externally, to overcome potential hurdles in adoption of successful thriving Partner business.
• Strong communication skills and relationship building skills, comfortable working with C-level executives and building relationships across senior executives across client and partner organizations
• Ability to shape, develop and drive new go-to market strategies and propositions with partners
• Great written and oral communications including compelling presentation skills
• Team player with desire to be a help improve a strong team, and develop themselves
• Believes that work should be fun, challenging and a rewarding experience

NICE TO HAVE / SKILLS THAT COULD MAKE THE DIFFERENCE.

• Degree in Business/Technology or equivalent
• Background in the Banking, Financial Services or Insurance sector (BFSI) in a sales, relationship management or senior operations role, and who has experience of delivering consulting, advisory services and systems integration of mission critical software platforms into Financial institutions.
• A passion for how technology and innovation can help solve the serious challenges that our customers face every day in fighting financial crime.

• Help to shape the design of a global advisory, consulting and systems integration partner program in the region
• Execute the strategy for global advisory, consulting and systems integration partners in the region, combining best practices with market leading innovation to deliver a standout partner experience
• Roll out the program regionally, with a view to driving a consistently high-quality partner experience across different countries and time zones
• Drive revenue through, and manage a co-sell motion to increase software sales with, and through, global and regional advisories and systems integrators
• Build and manage strategic relationships with partnership executives and sales executives to ensure the highest levels of efficient operational interaction, with the objective of creating or accelerating new business within region
• Identify and create well-qualified opportunities for sales teams to engage and support partners throughout the sales cycle; driving or assisting as needed
• Build and manage partner business plans, ensuring there are clear and mutually agreed targets to drive partner success
• Develop co-marketing opportunities with partners and execute marketing plans that create opportunities for new business
• Leverage existing relationships within known partner organizations to develop deep and trusted advisory, consulting and systems integration relationships
• Collaborate with senior sales executives and their field sales teams on opportunities sourced or influenced by partnership initiatives
• Provide input into competitive sales enablement collateral and tools in the form of presentations, briefs, white papers and web site content to support Fenergo’ s solution within the partner’s offering
• Drive Fenergo’s field sales engagement with partners in co-sell, reseller, referral and teaming models
• Negotiate legal and financial agreements to underpin the partner models which are prioritised as part of the regional strategy
• Manage partners effectively with a clear governance process, with executive quarterly business reviews, monthly status meeting, and other governance activities as required
• Work with the Global Advisory and Systems integration partner program lead to identify opportunities for improvement and deliver these into the program, and or wider Fenergo business
• Work closely with the broader partner team to ensure that partners are on-boarded effectively, enabled, trained and certified and fully supported in their partner engagement with Fenergo.