Senior Director, Global Technology Alliances
About The Position
Kyriba is a global fintech leader empowering CFOs and finance teams with cloud-based treasury, payments, risk management and working capital solutions. We serve 3,000+ customers worldwide, managing $15 trillion in payments annually and helping businesses optimize liquidity performance across the enterprise. We're on a mission to become the most sought-after cloud technology company globally. We think big, innovate relentlessly, and challenge the status quo every day. If you are a problem-solver who’s ready to push boundaries and achieve more than you thought possible-you'll find an exceptional career within an extraordinary business. Kyriba is seeking a senior leader to build and scale our ISV/Technology partner business globally. Reporting to the Global VP of Partnerships & Alliances, you will own strategy, ecosystem development, and revenue for technology partnerships across ERPs, fintechs, bank tech, payment service providers, data providers, and complementary SaaS platforms. You will define embed, OEM, marketplace, and co-sell motions that expand distribution, enrich product value, and drive ARR. This role blends product-minded partnership strategy with commercial execution. You will collaborate closely with Product, Engineering, Sales, Marketing, Legal, and Finance to design winning offers, integrations, and go-to-market plays with our tech partners.
Requirements
- 10+ years building and leading ISV/technology partnerships in enterprise SaaS or fintech; track record with OEM/embedded, marketplace, and API-led motions.
- Deep understanding of the CFO tech stack: ERPs (SAP, Oracle, Microsoft Dynamics), payments/PSPs, bank connectivity, TMS, data/risk providers, and integration patterns (REST APIs, webhooks, iPaaS).
- Strong commercial skills: structuring complex agreements, pricing/packaging for embed, and running co-sell/co-market plays that drive revenue.
- Product acumen: comfortable partnering with PM/Engineering to define integration scope, certification standards, and roadmap tradeoffs.
- Data-driven operator with experience in forecasting, attribution, and performance management.
- Executive presence with excellent negotiation, communication, and stakeholder management skills.
- Bachelor’s degree required
Nice To Haves
- MBA or equivalent experience a plus.
- Built programs with major ERPs and hyperscaler marketplaces (SAP Store, SFDC Appstore, Azure, AWS Marketplace, Oracle Cloud Marketplace).
- Experience with payments ecosystems (PSPs, networks, tokenization, fraud/risk), bank APIs, and embedded finance use cases.
- Familiarity with PRM/CRM tooling (Salesforce, PRM platforms), attribution dashboards, and partner lifecycle management.
- Leading partner certification/technical validation programs.
Responsibilities
- Define the global ISV/Tech partnership strategy aligned to Kyriba’s product roadmap and revenue goals.
- Prioritize partner categories (ERP, payments/PSPs, bank connectivity platforms, data & risk, AP/AR automation, embedded finance, AI/analytics, iPaaS) with clear value props and coverage models.
- Own multi-year business plans, targets, and investment cases for the ISV/Tech ecosystem.
- Source, negotiate, and close high-impact agreements (OEM/embedded, co-sell, co-market, marketplace listings, referrals, resell/white-label where applicable).
- Build executive relationships and joint governance with strategic partners; establish operating cadences, OKRs, and QBRs.
- Drive joint solution design and integration roadmaps in partnership with Product and Engineering.
- Shape partner-enabled offers: packaged connectors, APIs, SDKs, reference architectures, and solution bundles.
- Champion quality and security: certification frameworks, technical validation, performance SLAs, and data privacy/compliance standards.
- Influence Kyriba’s product roadmap with partner insights; manage build-with/tech co-invest programs.
- Deliver partner-sourced and partner-influenced pipeline and ARR via embed, marketplace, and co-sell routes.
- Launch joint value propositions, marketing plays, and integrated campaigns; manage MDF and partner marketing calendars.
- Enable global field teams on partner solutions; drive deal registration, account mapping, and co-forecasting.
- Establish repeatable playbooks (evaluation → technical validation → legal/commercial → GA/scale).
- Implement KPIs/dashboards with RevOps and Partner Ops (sourced/influenced pipeline, attach rates, ACVs, cycle time, adoption/usage).
- Oversee partner tiering, certifications, and lifecycle management; ensure compliance and channel-conflict resolution.
Benefits
- Competitive compensation with performance-based incentives.
- Comprehensive benefits and flexible work environment.
- Collaborative, mission-driven culture focused on customer value and innovation.
- Comprehensive range of health, welfare and wellbeing benefits designed to support both your professional and personal life.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
