About The Role:
The Technology Partner Manager will build and manage Kyriba’s ecosystem of fintech, enterprise platform, ERP and specialized ISV partners. These partnerships expand Kyriba’s platform across adjacent areas of the CFO technology stack while creating shared value for Kyriba, its partners and mutual customers.
As a quota-carrying role, you will generate revenue through partner revenue share and two-way lead referrals while managing 10-15 strategic partnerships. You will turn early-stage agreements into revenue-generating relationships through joint go-to-market initiatives, active referral pipelines and increased platform adoption.
The role is based in our Staines office (hybrid) and reports to the Sr. Director, Global Technology Alliances, within Global Partnerships & Alliances.
What You'll Do:
- Own a portfolio of strategic technology partners and serve as the primary point of contact.
- Build relationships across partner organizations, including executives, alliance, sales, product and engineering teams.
- Create joint business plans covering revenue targets, go-to-market activities, enablement and account priorities.
- Lead quarterly business reviews to assess performance, address gaps and align on next steps.
- Manage partner escalations and coordinate timely cross-functional resolution.
- Meet an annual quota based on partner revenue share and referral-sourced pipeline.
- Forecast partner revenue, maintain accurate Salesforce pipeline data and report performance against plan.
- Identify qualified partner leads within Kyriba’s customer base, working with Account Managers and Customer Success to develop opportunities.
- Manage inbound partner referrals, coordinating lead assignment with Territory Sales Directors and tracking deals through to close.
- Monitor integration adoption and transaction volumes to identify portfolio growth opportunities.
Go-to-Market Execution
- Create joint value propositions that define the customer problem and combined value of both solutions.
- Equip Kyriba’s sales teams with partner sales plays, integration briefs and positioning materials.
- Train partner sales teams on Kyriba’s platform, target customers and sales process.
- Plan and deliver joint marketing initiatives, including webinars, co-branded content, events and case studies.
- Work with Kyriba’s Marketplace team to position partner integrations effectively and make them easy for customers to access.
- Work with Product and Engineering on partner integration requirements ensuring partners have the resources needed to build and maintain their integrations, including demo environments, technical documentation and design guidance.
Internal Collaboration
- Align Kyriba Account Managers and Sales Engineers with partner counterparts on joint selling opportunities providing input to Product and Strategy on partner ecosystem priorities and integration roadmap requirements.
- Collaborate with Professional Services on joint customer implementations involving partner solutions.
- Participate in sales enablement sessions and territory planning to ensure partner opportunities are surfaced consistently.
What You'll Bring:
- 7+ years of experience in sales or account management and technology partner management, alliance management or business development within B2B SaaS, fintech or enterprise software.
- Track record of carrying and achieving revenue-based quotas tied to partner-sourced or partner-influenced business.
- Experience managing technology or ISV partnerships, with a clear understanding of co-sell models, revenue share structures and integration-led partnership strategies.
- Demonstrated ability to build and execute joint business plans and go-to-market strategies with technology partners.
- Proficiency with Salesforce CRM for pipeline management, forecasting and reporting.
- Global team collaboration.
- Willingness to travel within EMEA and occasionally globally (approximately 25-30%).
Preferred
- Knowledge of the treasury, payments, cash management or corporate finance technology landscape.
- Technical fluency with APIs, integration architecture and data flows, sufficient to engage credibly with partner product and engineering teams.
