Regional Partner & Alliances Director

Backbase•New York City, NY

About The Position

As a member of the Global Partner Business team, the Regional Partner & Alliances Director is responsible for the Backbase partner ecosystem throughout North America. The role focuses on accelerating license and cloud service revenue growth, guiding a high-performing team, and expanding partner capabilities to meet Financial Services customers’ goals. The Director builds shared visions and plans with partners, drives adoption of partner and sales programs, achieves field goals, tracks progress, and promotes accountability. The role works closely with Sales, Marketing, and Customer Success leadership and includes hiring, coaching, mentoring, and performance management for a diverse regional partner team. 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. The Director articulates a disruptive vision to partner C-level leaders, guides partners through transformation using a Backbase services practice, and builds relationships across a matrix organization. The position also develops strategies for expanding partners’ Backbase businesses and practices, manages regional partner coverage and joint targets, and supports customer success in program delivery. The Director builds and manages a diverse team of (Senior) Partner Managers, sets team structures and measures, and develops hiring, capacity, joint business, and compensation plans. They collaborate with internal stakeholders across sales, marketing, partner enablement, and customer success; evangelize partner models and joint go-to-market; and use data, financial justification, and operating models to guide decisions and deals. Frequent travel is required. Backbase describes its culture as innovative, team-oriented, and ‘can do,’ and its environment as flexible, informal, and exciting.

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.
Able and available to travel frequently.

Nice To Haves

A background in enterprise software would be useful.

Responsibilities

Own the Backbase partner ecosystem throughout North America and accelerate license and cloud service revenue growth.
Build shared visions and plans with partners, drive adoption of partner and sales programs, achieve field goals, track progress, and promote accountability.
Provide leadership and management for a diverse regional partner team, including hiring, coaching, mentorship, and performance management.
Work with Advisor, System Integrator, Hyperscaler, and ISV alliances to generate mutual revenue and add customer value.
Articulate a disruptive vision to partner C-level leaders and guide partners through transformation enabled by a Backbase services practice.
Establish strong relationships across a matrix organization and cultivate new strategic local and global partner relationships at 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 team of (Senior) Partner Managers to scale partner-sourced opportunities and grow through partner services.
Manage business territory plans with the partner ecosystem and deliver against joint targets.
Define team-management constructs, including role definitions, team KPIs/OKRs, hiring and capacity planning, joint business planning, and compensation planning.
Ensure customer success with partners in program delivery.
Evangelize internally and externally the partner model, including co-sell and re-sell, and joint go-to-market.
Ensure balanced partner coverage across the region.
Build and maintain C-level and senior partner relationships to develop and implement strategies for expanding partners’ Backbase business and practice.
Use data to make decisions and advance deals at C level; build financial justifications and operating models for go-to-market strategies.
Travel frequently.