Finastra (Misys International Banking Systems Limited)
Regional Partner Director
Finastra (Misys International Banking Systems Limited), Lake Mary, Florida, United States, 32746
Who Are We?
At Finastra, we are a dynamic global provider of open finance software solutions, dedicated to expanding access to financial services. Our innovative applications span Lending, Payments, Treasury and Capital Markets, and Universal Banking. Proudly serving over 8,000 customers, including 45 of the world's top 50 banks, we aim to boost financial inclusion for all. Join us and be part of a vibrant company that embraces diverse perspectives, and is committed to doing well by doing good. An exciting opportunity exists to Build Our Partner Ecosystem in North America and contribute strategically to the growth of Treasury and Capital Markets business by driving growth in the region through the recruitment and development of key go to market, delivery and hosting & Infrastructure Partners. The Regional Partner Director plays a key role in the TCM Partner Ecosystem and contributes significantly to accelerating the overall sales growth of the organization. The focus of the regional partner executive will be to build out our partner ecosystem in the region and develop them into Finastra advocates, to help drive and grow our pipeline in one of our key expansion and growth regions. This role is responsible for the management, development, monetization and expansion of our TCM partner ecosystem (SIs, VARs, ISVs, OEMs, Influencers, Advisors, etc.) across select Treasury and Capital Markets solutions relevant to the local market expansion strategy. As part of a Global and Regional Partner team, this role will make Finastra a destination for our partners, by inspiring and motivating them to engage as a customer value accelerator and a force multiplier to Finastra's sales and services organizations. Responsibilities & Deliverables:
Your deliverables will include, but are not limited to, the following: Build and manage the development of the partner ecosystem in North America and accelerate growth of our TCM business through Partner relationships within the TCM Partner Ecosystem across the Region. Work collaboratively with regional sales leadership to define and align regional partner strategies in support of sales territory planning and strategy. Run your assigned portfolio of regional partnerships, through regular cadence and aligned partner metrics, by leveraging internal stakeholders and cross-functional teams, to accelerate annual recurring revenue (ARR) pipeline growth and increase the Partner Bookings contribution. Work in lock-step with Regional MD and Sales team to support the attainment of regional sales ARR targets through co-sell and strategic partnership initiatives such as driving MSP growth and modernization initiatives. Formulate strategic regional view and drive Finastra's Partner Program Strategy across your Region, leveraging all relevant internal stakeholders to build pipeline and scalable partnership opportunities in accordance with TCM CAM allocation and market penetration. Identify and recruit partners within the region to fill the whitespace and drive actionable implementation plans that enable Finastra to accelerate growth in the market and partner ecosystem. Ensure partnership model and route to market is profitable for both Finastra and its partners, enabling partners to act as an extension of Finastra's own sales and delivery teams. Be focused on measurable execution. Establish clear performance metrics across partner types, solution areas, partner maturity levels etc. in order to steer the business both tactically and strategically with responsibility for key regional revenue metrics. Personally develop and maintain meaningful relationships at partner's executive level, key account teams and Finastra stakeholders. Act as the Finastra ambassador for the overall relationship(s) within the portfolio of regional partners and collaborate across Finastra and partners' leadership to Contribute adequately to team goals and targets set for the region. Experience:
15+ years successful Enterprise Software sales experience, Alliances, Channels and/or transferable experience. Experience managing a portfolio of Partners and driving Annual recurring revenue (ARR). Demonstrable experience building pipeline through Partners and driving channel sales. Extensive relationship and consultative selling experience. Required Skills and Experience:
Creating and developing successful relationships at a Regional level and managing and resolving any channel conflict with a win win outcome. Strong drive and ambition, and high-level ability to collaborate and lead by influence. Experience working within the FSI markets would be beneficial. Excellent communication skills, both written and verbal, with executive presence. Results driven personality able to maintain strategic business focus. Ability to effectively define, plan, schedule and control multiple initiatives simultaneously, with the ability to prioritize in a complex, multi-tasking environment. Collaborates effectively with others to achieve goals and to drive results. Demonstrates accountability and commitment by making sound decisions. Ability to guide, lead and influence both internally and with key partner stakeholders. Experience of working in a multi-country / multi-cultural environment. Strong commercial acumen and analytical thinking. Fluent in Spanish, Portuguese (nice to have). High levels of energy, resilience and emotional intelligence. Hardworking and passionate, demonstrating a problem solving approach with a 'can do' attitude. Education:
Bachelor's degree and relatable experience. Physical Demands:
Ability to receive, express, or exchange detailed information through oral and written communication. Ability to see and operate a computer. Ability to stand, walk, reach, stoop, bend, and lift and carry up to 25 lbs. of weight (laptop, projector, suitcase, etc.). Work Environment:
Ability to thrive both as a member of a global virtual team and physically be present in office and at Partner sites where needed. Work is performed in a general office and/or environment. Regular regional travel required. We are proud to offer a range of incentives to our employees worldwide. These benefits are available to everyone, regardless of grade, and reflect the values we uphold: Flexibility: Enjoy unlimited vacation, based on your location and business priorities. Hybrid working arrangements, and inclusive policies such as paid time off for voting, bereavement, and sick leave. Well-being: Access confidential one-on-one therapy through our Employee Assistance Program, unlimited personalized coaching via our coaching app, and access to our Gather Groups for emotional and mental support. Medical, life & disability insurance, retirement plan, lifestyle and other benefits* ESG: Benefit from paid time off for volunteering and donation matching. DEI: Participate in multiple DE&I groups for open involvement (e.g., Count Me In, Culture@Finastra, Proud@Finastra, Disabilities@Finastra, Women@Finastra). Career Development: Access online learning and accredited courses through our Skills & Career Navigator tool. Recognition : Be part of our global recognition program, Finastra Celebrates, and contribute to regular employee surveys to help shape Finastra and foster a culture where everyone is engaged and empowered to perform at their best. *Specific benefits may vary by location. At Finastra, each individual is unique, bringing their own ideas, thoughts, cultural beliefs, backgrounds, and experiences together. We learn from one another, embrace and celebrate our differences, and create an environment where everyone feels safe to be themselves. Be unique, be exceptional, and help us make a difference at Finastra! Applicants for this position need to be located in the following cities or their immediate surrounding areas: Austin/Lake Mary (Orlando). Due to the requirements of this position, this job posting is not available for, and Finastra will not be considering any applicants who currently reside in New York City or California.
At Finastra, we are a dynamic global provider of open finance software solutions, dedicated to expanding access to financial services. Our innovative applications span Lending, Payments, Treasury and Capital Markets, and Universal Banking. Proudly serving over 8,000 customers, including 45 of the world's top 50 banks, we aim to boost financial inclusion for all. Join us and be part of a vibrant company that embraces diverse perspectives, and is committed to doing well by doing good. An exciting opportunity exists to Build Our Partner Ecosystem in North America and contribute strategically to the growth of Treasury and Capital Markets business by driving growth in the region through the recruitment and development of key go to market, delivery and hosting & Infrastructure Partners. The Regional Partner Director plays a key role in the TCM Partner Ecosystem and contributes significantly to accelerating the overall sales growth of the organization. The focus of the regional partner executive will be to build out our partner ecosystem in the region and develop them into Finastra advocates, to help drive and grow our pipeline in one of our key expansion and growth regions. This role is responsible for the management, development, monetization and expansion of our TCM partner ecosystem (SIs, VARs, ISVs, OEMs, Influencers, Advisors, etc.) across select Treasury and Capital Markets solutions relevant to the local market expansion strategy. As part of a Global and Regional Partner team, this role will make Finastra a destination for our partners, by inspiring and motivating them to engage as a customer value accelerator and a force multiplier to Finastra's sales and services organizations. Responsibilities & Deliverables:
Your deliverables will include, but are not limited to, the following: Build and manage the development of the partner ecosystem in North America and accelerate growth of our TCM business through Partner relationships within the TCM Partner Ecosystem across the Region. Work collaboratively with regional sales leadership to define and align regional partner strategies in support of sales territory planning and strategy. Run your assigned portfolio of regional partnerships, through regular cadence and aligned partner metrics, by leveraging internal stakeholders and cross-functional teams, to accelerate annual recurring revenue (ARR) pipeline growth and increase the Partner Bookings contribution. Work in lock-step with Regional MD and Sales team to support the attainment of regional sales ARR targets through co-sell and strategic partnership initiatives such as driving MSP growth and modernization initiatives. Formulate strategic regional view and drive Finastra's Partner Program Strategy across your Region, leveraging all relevant internal stakeholders to build pipeline and scalable partnership opportunities in accordance with TCM CAM allocation and market penetration. Identify and recruit partners within the region to fill the whitespace and drive actionable implementation plans that enable Finastra to accelerate growth in the market and partner ecosystem. Ensure partnership model and route to market is profitable for both Finastra and its partners, enabling partners to act as an extension of Finastra's own sales and delivery teams. Be focused on measurable execution. Establish clear performance metrics across partner types, solution areas, partner maturity levels etc. in order to steer the business both tactically and strategically with responsibility for key regional revenue metrics. Personally develop and maintain meaningful relationships at partner's executive level, key account teams and Finastra stakeholders. Act as the Finastra ambassador for the overall relationship(s) within the portfolio of regional partners and collaborate across Finastra and partners' leadership to Contribute adequately to team goals and targets set for the region. Experience:
15+ years successful Enterprise Software sales experience, Alliances, Channels and/or transferable experience. Experience managing a portfolio of Partners and driving Annual recurring revenue (ARR). Demonstrable experience building pipeline through Partners and driving channel sales. Extensive relationship and consultative selling experience. Required Skills and Experience:
Creating and developing successful relationships at a Regional level and managing and resolving any channel conflict with a win win outcome. Strong drive and ambition, and high-level ability to collaborate and lead by influence. Experience working within the FSI markets would be beneficial. Excellent communication skills, both written and verbal, with executive presence. Results driven personality able to maintain strategic business focus. Ability to effectively define, plan, schedule and control multiple initiatives simultaneously, with the ability to prioritize in a complex, multi-tasking environment. Collaborates effectively with others to achieve goals and to drive results. Demonstrates accountability and commitment by making sound decisions. Ability to guide, lead and influence both internally and with key partner stakeholders. Experience of working in a multi-country / multi-cultural environment. Strong commercial acumen and analytical thinking. Fluent in Spanish, Portuguese (nice to have). High levels of energy, resilience and emotional intelligence. Hardworking and passionate, demonstrating a problem solving approach with a 'can do' attitude. Education:
Bachelor's degree and relatable experience. Physical Demands:
Ability to receive, express, or exchange detailed information through oral and written communication. Ability to see and operate a computer. Ability to stand, walk, reach, stoop, bend, and lift and carry up to 25 lbs. of weight (laptop, projector, suitcase, etc.). Work Environment:
Ability to thrive both as a member of a global virtual team and physically be present in office and at Partner sites where needed. Work is performed in a general office and/or environment. Regular regional travel required. We are proud to offer a range of incentives to our employees worldwide. These benefits are available to everyone, regardless of grade, and reflect the values we uphold: Flexibility: Enjoy unlimited vacation, based on your location and business priorities. Hybrid working arrangements, and inclusive policies such as paid time off for voting, bereavement, and sick leave. Well-being: Access confidential one-on-one therapy through our Employee Assistance Program, unlimited personalized coaching via our coaching app, and access to our Gather Groups for emotional and mental support. Medical, life & disability insurance, retirement plan, lifestyle and other benefits* ESG: Benefit from paid time off for volunteering and donation matching. DEI: Participate in multiple DE&I groups for open involvement (e.g., Count Me In, Culture@Finastra, Proud@Finastra, Disabilities@Finastra, Women@Finastra). Career Development: Access online learning and accredited courses through our Skills & Career Navigator tool. Recognition : Be part of our global recognition program, Finastra Celebrates, and contribute to regular employee surveys to help shape Finastra and foster a culture where everyone is engaged and empowered to perform at their best. *Specific benefits may vary by location. At Finastra, each individual is unique, bringing their own ideas, thoughts, cultural beliefs, backgrounds, and experiences together. We learn from one another, embrace and celebrate our differences, and create an environment where everyone feels safe to be themselves. Be unique, be exceptional, and help us make a difference at Finastra! Applicants for this position need to be located in the following cities or their immediate surrounding areas: Austin/Lake Mary (Orlando). Due to the requirements of this position, this job posting is not available for, and Finastra will not be considering any applicants who currently reside in New York City or California.