Commercial Partner Manager, Fireblocks
Helping financial institutions securely transfer digital assets
Open for applications
Helping financial institutions securely transfer digital assets
501-1000 employees
Open for applications
501-1000 employees
Company mission
To enable every business to easily and securely support digital assets and cryptocurrencies.
Role
Who you are
- The ideal candidate is a strategic thinker with a deep understanding of the cloud and consultancy landscape and a hunter mindset who thrives on creating commercial opportunities and delivering measurable impact
- Proven experience in a partner management or business development role, preferably within the SAAS or Cloud or consultancy sectors
- Strong understanding of the cloud provider landscape and experience working with consultancies and SIs
- Excellent communication and interpersonal skills, with the ability to influence and negotiate at all levels
- Strategic thinker with the ability to identify and capitalize on business opportunities
- Ability to work collaboratively across departments to achieve business objectives
- Hunter mentality with focus on driving deals and revenue
- The ability to travel as needed to meet with partners and attend industry events
What the job involves
- The Commercial Partner Manager will play a revenue-focused role in building and leading go-to-market relationships with cloud providers, consultancy firms, and system integrators (SIs) to create and drive high-impact sales pipeline in the UK
- You will be accountable for developing a partner-soured pipeline and leading joint sales motions with internal sales teams
- Pipeline Development: Create and manage a pipeline of opportunities by leveraging partner relationships. Work with the sales team to ensure that leads are effectively converted into sales
- Revenue Accountability: Deliver on a defined partner-sourced pipeline and revenue target. Translate joint business plans into tangible pipeline opportunities. Lead co-selling initiatives with internal sales teams, driving opportunities through the full funnel from identification to close
- GTM Planning: Lead joint business planning sessions with strategic partners to define mutual targets, campaigns, and joint value propositions. Run QBRs to track partner impact on pipeline and influence. Keep up-to-date maps of committed spend, partner clients vs Fireblocks clients and opportunities
- Relationship Building: Develop and maintain strong, strategic relationships with Tier 1 Cloud Service Providers, consultancies, and global/mid-sized SIs. Act as the primary point of contact for these partners, ensuring alignment with Fireblocks' strategic goals
- Engagement and Collaboration: Work with partners to identify joint business opportunities and drive engagement. Act as the commercial owner of partner GTM execution, leading Fireblocks sales and technical teams to drive joint opportunities to close
- Strategic Initiatives: Support strategic initiatives such as blockchain protocol business development and insurance partnerships to generate incremental revenue and growth opportunities
- Performance Monitoring: Track and report on partner performance and engagement metrics. Use data-driven insights to optimize partner strategies and improve outcomes
- Partner Education: Educate partners on the Fireblocks platform and its use cases to ensure they are well-equipped to promote and integrate Fireblocks solutions effectively. This includes providing training sessions and resources to enhance their understanding and ability to leverage the platform
- Corporate Strategy Collaboration: Work closely with the corporate strategy team to navigate the partners' ecosystems and enhance educational efforts, ensuring a comprehensive understanding of the market dynamics and partner capabilities
Our take
The derivatives market has always been attractive for larger investors, but one of the biggest hurdles they needed to overcome has to do with capital efficiency, custody and security. Fireblocks allows for the trading of derivatives on any asset, using any form of collateral while receiving cross-margin benefits across counterparties. Essentially, it enables institutional traders to move digital assets without the operational or security headache.
By trying to make digital asset trading more secure, Fireblocks is banking on assets like cryptocurrencies becoming a new part of the mainstream trade of financial institutions. Cryptocurrencies are known for being notoriously unstable in their value but when traded properly, can be hugely profitable. Fireblocks believes that their cybersecurity services will make the industry seem safer and thereby make it more attractive to new participants.
In fact, Fireblocks are already on to something here. Now that cybersecurity standards have been boosted, a whole new crop of institutional entities has already set up shop in the crypto world. The more that follow suit, the more stable the market becomes - and the more potential clients Fireblocks can access. If Fireblocks can make digital assets both accessible and secure for mainstream traders, as they are doing through partnerships with the likes of CoinTrade, they have a huge potential market waiting to be tapped into.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
20% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Jan 2022
$550m
SERIES E
Jul 2021
$310m
SERIES D
Total funding: $1.0bn
Company benefits
- Work from home opportunities
- The opportunity to learn from and collaborate with leading industry professionals on cutting-edge financial and security technology in a fast-paced, creative environment
- Ability to have a direct impact on an exciting product and the user experience
- Competitive salary, benefits, and equity
- Flexible vacation policy
Company HQ
Garment District, New York, NY
Leadership
Michael Shaulov
(CEO)Prior to Fireblocks, they co-founded Lacoon Mobile Security, which was acquired by Check Point, and was then appointed the Head of Products, Mobile and Cloud Security for Check Point. Previously a seed investor in Armis Security and Orca Security.
Paul Berengoltz
(VP R&D)Previously director of research at Lacoon Mobile Security.
Idan Ofrat
(CTO)Ex software consultant and previous VP Product at Orbs - a blockchain company.
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