Head of Partnerships and Channel, NORAM

Kyriba•New York, NY

About The Position

Kyriba is seeking a senior leader to shape, scale, and operationalize our Partnerships & Channels strategy across NORAM. Reporting to the Global VP of Partnerships & Alliances—and working in tight alignment with NORAM Sales leadership—you will set the regional partner vision, build high‑impact routes to market, and ensure the partner ecosystem becomes a force multiplier for revenue growth. This role requires a leader who blends strategic thinking, people leadership, partner ecosystem expertise, and operational discipline to drive scale across the region. You will lead and develop a high‑performing team spanning strategic alliances, system integrators, advisory firms, ISVs/fintechs, and channel resellers/distributors. Your leadership will ensure the team is aligned to regional go‑to‑market priorities, equipped to execute, and consistently delivering measurable impact.

Requirements

Enterprise software partnerships/alliances/channel leadership, ideally in fintech, ERP, payments, or financial operations SaaS.
Proven track record building and scaling NORAM partner ecosystems with GSIs/SIs, advisory firms, ISVs/fintechs, and resellers.
Strong understanding of CFO tech stack (ERP, TMS, payments, bank connectivity, APIs) and enterprise sales motions.
Commercial acumen with hands-on experience structuring agreements and running co-sell plays that deliver revenue.
Excellent leadership skills: hiring, coaching, and performance management across multiple geographies.
Data-driven operator comfortable with forecasting, attribution models, and partner performance frameworks.
Executive presence and negotiation skills; able to represent Kyriba with C-levels at partners and customers.
Willingness to travel across NORAM

Nice To Haves

Experience partnering with major ERPs (SAP, Oracle, MS Dynamics) and associated marketplaces.
Familiarity with payments networks, bank partnerships, and embedded finance use cases.
Background working with RevOps/Channel Ops tools (Salesforce, PRM systems, attribution dashboards).
Leading partner-led delivery or certification programs.

Responsibilities

Strategy & Leadership Set the vision and long‑term strategy for NORAM Partnerships & Channels, ensuring alignment with regional revenue goals and global alliance priorities.
Define partner ecosystem segmentation and coverage models, establishing clear value propositions and engagement frameworks for GSIs/RSIs, SIs, advisory/Big 4, ISVs/fintechs, and resellers/distributors.
Lead, mentor, and grow the NORAM partner team, including hiring, coaching, performance management, and talent development to build a scalable, high‑impact organization.
Champion cross‑functional alignment, ensuring Sales, Marketing, Services, and Product teams are coordinated around partner‑driven motions.
Revenue & Pipeline Leadership Own partner‑sourced and partner‑influenced pipeline and bookings, driving accountability across the team and establishing strong attribution and forecasting discipline.
Guide the development of scalable co‑sell motions with NORAM new logo and expansion teams, ensuring consistent joint account planning, opportunity reviews, and executive alignment.
Oversee the creation of repeatable vertical and enterprise plays, ensuring the team is equipped to drive adoption in key industries such as Manufacturing, Retail, Pharma, and Financial Services.
Alliance Development & Ecosystem Expansion Strengthen and expand strategic alliances with ERP vendors, GSIs, and advisory firms to embed Kyriba in major transformation programs (ERP modernization, payments optimization, liquidity enablement).
Provide executive oversight for partner agreements, including referral, reseller, OEM/embedded, in collaboration with Legal and Finance.
Represent Kyriba at the executive level in partner business reviews, strategic planning sessions, and joint go‑to‑market initiatives.
Operational Excellence & Governance Establish and manage KPIs, dashboards, and QBR frameworks etc.
Ensure operational rigor across deal registration, compliance, and channel conflict resolution.

Benefits

Opportunity to shape the NORAM partner strategy for a category-leading platform.
Flexible work environment.
A collaborative, mission-driven culture focused on customer value and innovation
At Kyriba we value pay transparency and fairness.
For new hires, the annual base salary range for this role is: $201,240.00 - $254,475.00 annual salary based on a full-time schedule.
Salary can progress beyond this range through sustained performance and demonstrated success in the role.
In addition to base pay, this position may be eligible for variable compensation (eg. performance bonus or commission-based plan) and/or a long-term incentive.
The final package will be determined by factors such as skills, experience and qualifications.
Kyriba also offers a comprehensive range of health, welfare and wellbeing benefits designed to support both your professional and personal life.

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