Regional Partner & Alliances Director, North America

Backbase•Atlanta, GA

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 position works with Advisor, System Integrator, Hyperscaler, and ISV alliances to drive mutual revenue and customer value. It does not cover product partnerships or ISV reselling agreements for products embedded in Backbase’s solution; those are handled by the Backbase Marketplace team. The director develops shared partner visions and plans, drives adoption of partner and sales programs, tracks field goals, and promotes accountability for results. The role collaborates closely with Sales, Marketing, and Customer Success leadership and provides leadership and management for a diverse regional partner team, including hiring, coaching, mentoring, and performance management. Frequent travel is expected. Backbase describes its culture as innovative, team-oriented, and “can do,” with a flexible, informal, and exciting environment.

Requirements

Experience scaling a business through a high-caliber, high-quality partner ecosystem.
Background in consulting services, enterprise software sales, and/or partnerships serving U.S. banks.
Experience partnering with advisors, technology companies, consulting firms, and (G)SIs that build solutions and offerings to transform legacy banking platforms and systems.
Knowledge of Advisor, Consulting, Technology, and GSI partner business models, with a strong 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.
Ability and availability to travel frequently.

Nice To Haves

Background in enterprise software would be useful.

Responsibilities

Articulate a disruptive vision to partner C-level executives and lead partners through transformation enabled by a Backbase services practice.
Work within a matrix organization and establish strong relationships across functions.
Cultivate new relationships with strategic local and global partners 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 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 constructs, including role definitions, KPIs/OKRs, hiring and capacity planning, joint business planning, and compensation planning.
Ensure customer success with partners in program delivery.
Evangelize the partner model, including co-sell and resell, and joint go-to-market internally and externally.
Ensure balanced partner coverage in the region; build and maintain senior partner relationships and develop strategies to expand partners’ Backbase business and practices.
Use data to make decisions and close deals at C level; build financial justifications and operating models for go-to-market across strategic routes to market.
Be available for frequent travel.