Territory Channel Sales Manager, East Africa at Finastra

Finastra is a global leader in financial services software and cloud solutions, transforming the financial services industry by making institutions more resilient, more efficient and more competitive. With over 60 offices located around the world, Finastra pairs global perspective with local presence.

What will you contribute?

The Regional Partner Executive plays a key role in the organization. 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 your Territory owned accounts..

Responsibilities & Deliverables

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

• Manage the expansion, development and monetization of our business relationships with our Partner Ecosystem across the Region and build new strategic reseller and managed services partners.


• Drive Finastra’s Partner Program Strategy across your Region, leveraging all relevant internal stakeholders to create compelling and scalable partner opportunities


• Ensure a Win-Win partnership model for both Finastra and its partners enabling them to act as an extension of Finastra’s own sales and delivery teams


• Effective account management skills and managing a complete opportunity life cycle through channels with End Customer relationship management.


• 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.


• Other duties as assigned

Required Skills And Experience

• 10+ years successful Enterprise Software and SaaS sales experience, Alliances, and/or Channels experience.


• Extensive relationship and consultative selling experience.


• Experience creating and developing successful relationships at a Regional level within Partner Ecosystems


• Strong Account management skills is required to manage territory accounts.


• Strong drive and ambition, and high-level ability to collaborate and lead by influence


• Existing network and relationships within the regional partner ecosystem and financial institutions.


• A track record of over achievement in selling banking software to Financial institutions directly or through channels in East African countries.


• Strong Experience working within the FSI markets is a must.


• Excellent English 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


• SaaS subscription sales experience is a must.


• High levels of energy, resilience and emotional intelligence


• Hardworking and passionate: it’s not just what you do but how you do it


• Sales Experience with at least one banking solutions vertical is a must (i.e. Core Banking, Transaction banking, Payments or Treasury and Capital markets ..etc)

Education

• Bachelor’s degree or equivalent experience.


• MBA or Masters degree is a plus.

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 a virtual environment.


• Candidate must be based in Kenya and eligible to work in country.


• Extensive travel is required with a high level of safety consideration.

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

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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