Senior Director Global Technology Alliances

Kyriba is seeking a senior leader to build and scale their ISV/Technology partner business globally, focusing on strategy, ecosystem development, and revenue growth across various technology sectors.

Location: Remote (Global)

Salary: $211,510–$267,475/yr (base salary range, with potential for performance-based variable compensation and long-term incentives)

Responsibilities

• Define the global ISV/Tech partnership strategy aligned to Kyriba’s product roadmap and revenue goals.
• Prioritize partner categories with clear value propositions and coverage models.
• Own multi-year business plans, targets, and investment cases for the ISV/Tech ecosystem.
• Source, negotiate, and close high-impact agreements (OEM/embedded, co-sell, co-market, marketplace listings, referrals, resell/white-label).
• 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.
• 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.
• 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.
• 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.

Requirements

• 10+ years building and leading ISV/technology partnerships in enterprise SaaS or fintech.
• 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.

Benefits

• 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.