Head of Partnerships and Channel, Kyriba

• This role requires a leader who blends strategic thinking, people leadership, partner ecosystem expertise, and operational discipline to drive scale across the region
• Enterprise software partnerships/alliances/channel leadership, ideally in fintech, ERP, payments, or financial operations SaaS
• Proven track record building and scaling NORAM partner ecosystems with GSIs/SIs, advisory firms, ISVs/fintechs, and resellers
• Strong understanding of CFO tech stack (ERP, TMS, payments, bank connectivity, APIs) and enterprise sales motions
• Commercial acumen with hands-on experience structuring agreements and running co-sell plays that deliver revenue
• Excellent leadership skills: hiring, coaching, and performance management across multiple geographies
• Data-driven operator comfortable with forecasting, attribution models, and partner performance frameworks
• Executive presence and negotiation skills; able to represent Kyriba with C-levels at partners and customers
• Willingness to travel across NORAM

Desirable

• Kyriba is seeking a senior leader to shape, scale, and operationalize our Partnerships & Channels strategy across NORAM
• Reporting to the Global VP of Partnerships & Alliances—and working in tight alignment with NORAM Sales leadership—you will set the regional partner vision, build high‑impact routes to market, and ensure the partner ecosystem becomes a force multiplier for revenue growth
• You will lead and develop a high‑performing team spanning strategic alliances, system integrators, advisory firms, ISVs/fintechs, and channel resellers/distributors
• Your leadership will ensure the team is aligned to regional go‑to‑market priorities, equipped to execute, and consistently delivering measurable impact
• Set the vision and long‑term strategy for NORAM Partnerships & Channels, ensuring alignment with regional revenue goals and global alliance priorities
• Define partner ecosystem segmentation and coverage models, establishing clear value propositions and engagement frameworks for GSIs/RSIs, SIs, advisory/Big 4, ISVs/fintechs, and resellers/distributors
• Lead, mentor, and grow the NORAM partner team, including hiring, coaching, performance management, and talent development to build a scalable, high‑impact organization
• Champion cross‑functional alignment, ensuring Sales, Marketing, Services, and Product teams are coordinated around partner‑driven motions
• Own partner‑sourced and partner‑influenced pipeline and bookings, driving accountability across the team and establishing strong attribution and forecasting discipline
• Guide the development of scalable co‑sell motions with NORAM new logo and expansion teams, ensuring consistent joint account planning, opportunity reviews, and executive alignment
• Oversee the creation of repeatable vertical and enterprise plays, ensuring the team is equipped to drive adoption in key industries such as Manufacturing, Retail, Pharma, and Financial Services
• Strengthen and expand strategic alliances with ERP vendors, GSIs, and advisory firms to embed Kyriba in major transformation programs (ERP modernization, payments optimization, liquidity enablement)
• Provide executive oversight for partner agreements, including referral, reseller, OEM/embedded, in collaboration with Legal and Finance
• Represent Kyriba at the executive level in partner business reviews, strategic planning sessions, and joint go‑to‑market initiatives
• Operational Excellence & Governance
• Establish and manage KPIs, dashboards, and QBR frameworks etc
• Ensure operational rigor across deal registration, compliance, and channel conflict resolution
• Success Metrics:
• Achievement of partner‑sourced and partner‑influenced ARR bookings vs. plan
• Pipeline coverage, velocity, and conversion driven through partner motions
• Growth in productivity and tier progression of activated partners