This role will work closely with regional commercial leaders and Strategic/Channel Partnerships team to drive our ecosystem go-to-market strategy and execution across all regions, unlocking new, more effective channels and 1:many scale. While the Strategic/Channel Partnerships team focuses on the strategic collaboration and integration of multiple partners, the go-to-market team focuses on developing and delivering coordinated strategy and GTM action plans to launch and amplify our ecosystem offering to the target market/audience. This includes identification of target vertical/audience, marketing/distribution channels and developing respective sales motions/messaging/team structure/set up/playbook/incentive plan etc. The Senior Manager, Revenue Operations (Ecosystem) will partner closely with the Strategic/Channel Partnerships team in the early stages of launch, focusing on customer activation and analyse preliminary data to iterate on the overall strategy.
This role requires strategic planning skills, partnerships/GTM execution experience, and strong stakeholder management to drive growth, innovation, and value for our company and partners.
Key Responsibilities:
- Identify potential partners within the ecosystem, including but not limited to complementary technology providers, professional services providers, agencies, etc.
- Develop detailed ecosystem partnerships strategy, program framework and GTM plan (unique value proposition to partners, partner experience, partner vertical, incentive designs, enablement, etc).
- Define and test new GTM models and motions for partnerships driven customer acquisition and product adoption (e.g. ecosystem opportunities, self-serve initiatives for unmanaged partners, partner-sourced leads generation and awareness).
- Customize playbook in each region and by vertical and ensure necessary consistency to the global playbook.
- Collect and analyze data by product, use case, region and other key metrics and develop new growth and sales initiatives for testing by Channel Partnerships team.
- Understand opportunities, product/GTM requirements, gaps etc and collaborate with internal stakeholders, including partnerships, sales, marketing, product development, and executive leadership, to deliver partnership initiatives that are aligned with company goals.
- Monitor and evaluate partnership performance against established KPIs, identifying areas for improvement and optimization.
- Stay abreast of industry trends, market dynamics, and competitor activities to inform partnership strategies and tactics.
- Represent the company at industry events, conferences, and other networking opportunities to promote our brand and identify potential partners.
- Support regional channel partnerships team to negotiate partnership agreements and key commercial terms, ensuring alignment of interests and clear expectations.
Qualifications:
- Bachelor’s degree in business, marketing or related field. MBA or advanced degree not a must but considered to be a plus
- 7-8 years of experience in business development, partnership management, and related roles within fintech/ technology.
- Proven track record of successfully identifying, developing, and managing strategic partnerships that drive business growth and innovation.
- Strong negotiation, communication, and interpersonal skills with the ability to build rapport and influence stakeholders at all levels.
- Excellent organizational and project management skills with the ability to prioritize and manage multiple initiatives simultaneously.
- Strategic thinker who can analyze complex issues, develop actionable insights, and drive results.
- Entrepreneurial mindset with a passion for innovation and driving change.
- Knowledge of the fintech ecosystem players and/or previous experience in driving partnerships will be preferred.
