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Partnership & Alliances Sales Manager London, England

Kyriba

Full Time London, England 100000 - 105000 GBP ANNUAL Today

Job description

It's fun to work in a company where people truly BELIEVE in what they're doing!

We're committed to bringing passion and customer focus to the business.

Partnership & Alliances Sales Manager

It's fun to work in a company where people truly BELIEVE in what they're doing!

We're committed to bringing passion and customer focus to the business.

Kyriba is the global leader in cloud-based treasury, cash and risk management solutions, delivering Software-as-a-Service (SaaS) financial technology to corporate CFOs and Treasurers. More than 2,500 global organizations (including Dassault Systems, Eurostar International, Spotify, LVMH, Electronic Arts, Qualcomm...) use Kyriba to enhance their global cash visibility, improve financial controls, and increase productivity across their cash and liquidity, payments, supply chain finance and risk management operations. Kyriba is headquartered in San Diego, with offices in New York, Paris, London, Tokyo, Singapore, Dubai, Hong Kong, Shanghai, Frankfurt, Milan, and Rio de Janeiro. Kyriba added more than 230 new customers during the year and is growing at a fast pace!

Overview

Kyriba is looking to hire a proactive, experienced, and results-driven candidate to join our Northern organization based in London. The Kyriba Partnership & Alliances Sales Manager is responsible for the entire sales process from prospecting to closing business. The Partnership & Alliances Sales Manager

is assigned a geographic territory to manage, develop and market Kyriba’s solutions in order to secure new subscription business in our Software-as-a-Service business model. He/She is responsible to identify and liaise with strategic alliances &partners and will seek to optimize Kyriba’s revenue growth through the quality effectiveness and coverage provided by alliance partners & value added resellers, partners, banks, Big 4 consulting firms , ERP players & other alternative roads to market.

About The Role – Your Key Responsibilities

You will:

Prospect new partners according to the strategy defined with the VP Sales Northern Region
Negotiate the agreement with Alliances & Partners
Agree with the alliances and partners on the business plan (number of deals and ARR generated by the alliance & partner)
Support the alliance& partner in reaching this objective (coordinate Kyriba teams involved in the enablement of the alliance& partner)
Build, nurture and execute pipeline in collaboration with the alliance& partner and the Kyriba Marketing, Sales and Business Development Representatives (BDR’s) to drive bookings within your territory.
Coordinate with the alliance& partner and the Kyriba sales & presales teams the entire sales process from prospecting to closing business with corporates prospects
Coordinate and lead responses to RFIs/RFPs and pricing requests
Drives sales through distribution alliance& partner channels
Identifies and approaches key or strategic partners and sets short- and long-term channel strategies
Present Kyriba’s proposals in a professional manner to prospects.
Provide feedback to management and Marketing team on prospects reactions and questions about Kyriba’s solutions.
Collaborate with other Kyriba teams including presales, product, operations, and legal.
Travel extensively throughout sales territory.
Systematically document and record required and relevant information in
Salesforce.com
in a timely manner.
Ensure opportunities are accurately reflected and updated in
Salesforce.com
.
Attend conferences and industry related events within assigned territory and as requested.
Prepare for meetings and tailor communications to address business needs of potential clients as part of the pre-sales process.

About Your Qualifications and Skills:

Strong background in Software Solutions (experience selling to the CFO buying center is a MUST)
Minimum of 10 years closing deals in the enterprise software segment
Extensive Alliances & Channel sales experience in a business-to-business sales environment
Understand the buying process in large corporations and how to navigate the decision maker network to close business.
Experience in selling SaaS solutions is strongly preferred.
Must possess strong interpersonal skills and be able to communicate technical information professionally in written responses to emails, RFPs, and verbally when presenting to prospects or internally.
Is knowledgeable about the financial industry
Ability to identify client’s Treasury related problems and to how the Kyriba solution can address them.
Strength in strategic, conceptual, and consultative selling.
Ability to understand financial data relationships and how that data can be used to solve business problems.
Excellent negotiating skills.
Excellent professional networking skills within and outside the organization to drive business.
Good understanding on how to leverage social networks to grow your business.
Great pipeline and data management skills.
Bachelor’s degree in Finance, Business Administration, Economics, IT, or related field preferred
Excellent communications and presentations skills in English