Senior Territory Channel Sales Executive

Finastra

Tokyo Prefecture, Japan Remote

Full-time

Banking Technology & Software / Sales

Sep 14

What will you contribute?

The Senior Territory Channel Executive is responsible for both direct and indirect selling in an assigned territory or region.   This role will play an important role in selecting, managing and creating a partner community to generate revenue and increase Finastra’s global coverage within an assigned line of business This role is responsible for the expansion, development, and monetization of our partner ecosystem (Resellers, Managed Services partners, implementation partners) across all market segments and relevant solutions to customer success, accelerated growth and adoption of our FusionFabric.Cloud platform. As part of a Global and Regional Partner team, this role will make Finastra a destination for our partners by inspiring and motivating them to engage to act as a customer value accelerator and a force multiplier to Finastra’s sales and services organizations and bring a true value to end customers of Territory owned accounts.

Responsibilities & Deliverables:

Your deliverables will include, but are not limited to, the following:

  • Working within an assigned territory this role will focus on the expansion, development, and monetization of our partner ecosystem.   
  • Drive Finastra’s Partner Program Strategy across assigned region, leveraging all relevant internal stakeholders to create compelling and scalable partner opportunities.
  • Identify potential of partnerships and drive actionable implementation plans that enable Finastra to accelerate growth in the Partner community.
  • Ensure model is profitable for both Finastra and its partners enabling them to act as an extension of Finastra’s own sales and delivery teams
  • Be focused on flawless execution.
  • Establish clear performance metrics across partner types, solution areas, partner maturity levels etc in order to steer business mid-term with responsibility for key revenue metrics
  • Personally develop and maintain meaningful relationships at partner’s executive level, key account teams and Finastra stakeholders. 
  • Act as the Finastra ambassador for the overall relationship(s) and collaborate across Finastra and partners’ leadership to determine partnering strategies.
  • Create a regional Partner Reseller coverage model for the defined geographic extension strategy. 
  • Lead the regional channel plan, leveraging all relevant internal stakeholders, to identify the coverage gaps in the assigned region and/or territory and the partners to cover those gaps.
  • Recruit partners by successfully communicating the Finastra opportunity to the decision makers within the Partner, negotiate contractual terms, and agree to the levels of investment required by the Partner to be a Finastra Reseller.
  • Define, lead and execute the channel strategy with Partners through an agreed business plan.
  • Onboard Partners with an onboarding team in order to build the pipeline and accelerate the time to revenue.
  • Provide accurate pipeline forecasts on a weekly basis.
  • Ensure the Partner meets and maintains all contractual and partnership obligations with Finastra.
  • Other duties as assigned

Experience:

  • 8+ years successful Enterprise Software sales experience, Alliances, and/or Channels experience.
  • Extensive relationship and consultative selling experience.

Required Skills and Experience:

  • Creating and developing successful relationships at a regional level within Partner Ecosystems
  • Strong drive and ambition, and high-level ability to collaborate and lead by influence
  • Existing network and relationships within the regional partner ecosystem
  • Experience working within the FSI markets would be beneficial
  • Excellent communication skills, both written and verbal, with executive presence
  • Results driven personality able to maintain strategic business focus.
  • Ability to effectively define, plan, schedule and control projects. Ability to prioritize in a complex, multi-tasking environment
  • Collaborates effectively with others to achieve goals and to drive results
  • Demonstrates accountability and commitment by making sound decisions
  • Ability to guide, lead and influence both internally and with key partner stakeholders
  • Experience of working in a multi-country / multi-cultural environment.
  • Strong commercial acumen
  • High levels of energy, resilience and emotional intelligence
  • Hardworking and passionate: it’s not just what you do but how you do it
  • Demonstrated ability to think strategically and analytically about business, product, and technical challenges.
  • Ability to build and convey compelling value propositions.
  • Demonstrated track record of successful quota attainment in a sales or channel sales role tracking all types measurements including sell through and sell with (partner influence).

Education

  • Bachelor’s degree or equivalent experience.

Physical Demands

  • Ability to receive, express, or exchange detailed information through oral and written communication.
  • Ability to see and operate a computer.
  • Ability to stand, walk, reach, stoop, bend, and lift and carry up to 25 lbs. of weight (laptop, projector, suitcase, etc.).

Work Environment

  • Work is performed in a general office and/or environment.
  • Extensive travel is required.

At Finastra the future of finance is open. For more information please view our website: www.finastra.com/careers

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The above statements describe the general nature and level of work being performed by people assigned to this job.  They are not intended to be an exhaustive list of all responsibilities, duties, and skills required. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential job functions. If you need assistance or an accommodation due to disability please contact your recruitment partner.

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