Regional Partner & Alliances Director

Backbase•New York, NY

15h

About The Position

As a member of the Global Partner Business team, the Regional Partner & Alliances Director is responsible for Backbase’s partner ecosystem throughout North America. The role focuses on accelerating license and cloud service revenue growth, leading a high-performing regional team, and expanding partner capabilities to support Financial Services customers. The director builds shared visions and plans with partners, drives adoption of partner and sales programs, delivers field goals, tracks progress, and establishes accountability. The role works closely with Sales, Marketing, and Customer Success leadership and leads a diverse regional partner team, including hiring, coaching, mentoring, and performance management. The role works with Advisor, System Integrator, Hyperscaler, and ISV alliances to generate mutual revenue and customer value. It does not cover product partnerships or reselling agreements for ISVs embedded in Backbase’s solution; those are handled by the Backbase Marketplace team. Frequent travel is expected. Other locations within America are considered.

Requirements

Experience scaling a business through a high-caliber, high-quality partner ecosystem.
Background in consulting services, enterprise software sales, and/or partnerships serving US banks.
Experience partnering with advisors, technology companies, consulting firms, and (G)SIs that build solutions and develop offerings to transform legacy banking platforms and systems.
Knowledge of Advisor, Consulting, Technology, and GSI partner business models, with a strong focus on and understanding of SaaS.
Strong understanding of the value of digital banking and its technological landscape.
Experience setting up, building, or transforming a Partnerships & Alliances function, initiative, or program in a complex and evolving business environment.
Availability for frequent travel.

Nice To Haves

Background in enterprise software.

Responsibilities

Articulate a disruptive vision to partner C-level leaders and guide partners through transformation enabled by a services practice around Backbase.
Work within a matrix organization and establish strong relationships across functions.
Cultivate new relationships with strategic local and global partners at the CxO level in the region.
Provide leadership and strategy with internal cross-functional stakeholders to create synergies across Sales, Marketing, Partner Enablement, and Customer Success.
Build and manage a diverse regional team of (Senior) Partner Managers to scale partner-sourced opportunities and grow partner services.
Manage territory plans with the partner ecosystem and deliver against joint targets.
Define team-management frameworks, including role definitions, KPIs/OKRs, hiring and capacity planning, joint business planning, and compensation planning.
Ensure customer success with partners in program delivery.
Promote the partner model, including co-sell and resell, and joint go-to-market internally and externally.
Ensure balanced partner coverage in the region and develop senior partner relationships and strategies to expand partners’ Backbase businesses and practices.
Use data to make decisions and lead deals at C level; build financial justifications and operating models for go-to-market across strategic routes to market.
Be available for frequent travel.