Technology Partner Manager

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. 

What you'll do:

Partner Relationship Management

• Own and manage a portfolio of strategic technology partner relationships, serving as the primary point of contact between Kyriba and each partner organization.

• Build and maintain relationships at multiple levels within partner organizations, including executive sponsors, alliance leads, sales, product and engineering teams.

• Develop and execute joint business plans with each strategic partner, defining revenue targets, go-to-market activities, enablement milestones and account priorities.

• Conduct quarterly business reviews with partners to assess performance, address gaps and align on forward plans.

• Manage partner escalations and work cross-functionally to resolve issues in a timely manner.

Revenue Generation

• Carry and deliver against an annual quota based on partner revenue share and referral-sourced pipeline.

• Forecast partner revenue, maintain accurate pipeline data in Salesforce and report on performance against plan.

• Drive outbound referrals by identifying qualified leads for technology partners within Kyriba's customer base. Collaborate with Account Managers and Customer Success to surface partner opportunities during account reviews.

• Manage inbound referrals from partners, coordinating with Territory Sales Directors for lead assignment and tracking deals through the pipeline to close.

• Monitor integration adoption and transaction volumes across the partner portfolio to identify revenue growth opportunities.

Go-to-Market Execution

• Develop joint value propositions with each partner that clearly articulate the customer problem being solved and the combined value of the two solutions.

• Enable Kyriba's sales organization to sell alongside partners through sales plays, integration briefs and positioning materials.

• Enable partner sales teams to sell alongside Kyriba through training on the platform, target customer profile and sales process.

• Plan and execute joint marketing activities with partners, including webinars, co-branded content, events and customer case studies.

• Coordinate with Kyriba's Marketplace team to ensure partner integrations are well-positioned and accessible to customers.

Integration and Platform Coordination

• Work with Product and Engineering on partner integration requirements through Kyriba's App Studio platform.

• Ensure partners have the resources needed to build and maintain their integrations, including demo environments, technical documentation and design guidance.

• Track integration health, usage and adoption across the partner portfolio.

• Support the evolution of Kyriba's partner commercial model as new monetization capabilities come online.

Internal Collaboration

• Align Kyriba Account Managers and Sales Engineers with partner counterparts on joint selling opportunities.

• Provide 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 bring:

Required

• 7+ years of experience in 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.

• Strong commercial and negotiation skills, with experience structuring partnership agreements and managing partner economics.

• Proficiency with Salesforce CRM for pipeline management, forecasting and reporting.

• Effective communicator who operates with equal confidence in conversations with partner executives and internal sales teams.

• Able to work independently from London while coordinating with global teams across multiple time zones.

• 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.

• Experience with consumption-based or transaction-based commercial models.

• Established network within the European fintech or enterprise finance software ecosystem.

• Bachelor's degree in Business, Finance or a related field, or equivalent professional experience.

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. 

For new hires, the annual base salary range for this role is £82,160.00 - £103,902.50 based on a full-time schedule. Salary can progress beyond this range through sustained performance and demonstrated success in the role. In addition to base pay, this position may be eligible for variable compensation (eg. performance bonus or commission-based plan) and a long-term incentive. The final package will be determined by factors such as skills, experience and qualifications.

Kyriba also offers a comprehensive compensation package, including a range of health, welfare and wellbeing benefits designed to support both your professional and personal life. 

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. 

We aim to make our recruitment process accessible to everyone. If you need a reasonable accommodation at any point in the application or interview process, or to perform essential job functions, please click here to submit a request. All information provided is confidential, restricted to our accommodations team, and will not impact your candidacy. Please refer to our Candidate Privacy Policy for more information.