Senior Director, Global Technology Alliances

Dream Big.  Go Beyond. Be Unstoppable.
 

About Us

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. 

Role Overview

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.

Key Responsibilities

• Strategy and Ownership

  • 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.

• Business Development and Alliances

  • 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.

• Product and Integration

  • 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.

• Revenue and GTM

  • 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.

• Operations and Scale

  • 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.

Success Metrics

• ISV/Tech partner-sourced and -influenced ARR vs. plan.

• Development and roll out of a suitable ISV/Tech program for Kyriba

• Co-sell win rates, average sales cycle improvements, and ACV uplift from bundled solutions.

• Contribution to strategic product initiatives (bank/ERP connectivity, payments modernization, real-time liquidity, AI/analytics).

Candidate Profile

• 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; MBA or equivalent experience a plus.

Preferred Experience

• 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.

What We Offer

• Opportunity to shape Kyriba’s global ISV/Tech ecosystem and influence product direction.

• Competitive compensation with performance-based incentives.

• Comprehensive benefits and flexible work environment.

• Collaborative, mission-driven culture focused on customer value and innovation.

Our Values Guide Everything We Do

• Think Big & Constantly Innovate: We have the confidence to think big, embrace change, challenge the status quo, and continuously evolve - incorporating new technologies and driving industry progress. 

• Put our Customers’ Outcomes First: We are passionate about delivering the highest value for our customers and supporting them with end-to-end care throughout their journey with us. 

• Act with Integrity: Integrity is at the heart of everything we do. We take personal responsibility for our actions, own our decisions, and honour each other’s contributions. We empower each other through honesty, respect, trust and transparency. 

• Work as One Team: We are driven by our common goals and share in each other’s successes and failures, learning and working together as a team where everyone can bring their best selves. 

• Strive for Excellence while Having Fun: We enjoy tackling new challenges together, and revel in continuous improvement as we deliver, with ultimate professionalism, the very best for our customers, while exceeding our own expectations.

At Kyriba we value pay transparency and fairness. 

Kyriba believes that everyone has the ability to make an impact, and we are proud to be an equal opportunity employer committed to providing employment opportunity regardless of sex, race, creed, color, gender, religion, marital status, domestic partner status, age, national origin or ancestry, physical or mental disability, medical condition, sexual orientation, pregnancy, military or veteran status, citizenship, and genetic information. See EEO Law. 

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