Senior Director, Partnerships

At Mambu, we believe that banking and financial services can change the world for the better. We also know that inflexible systems are slowing innovation and limiting impact. We’re on a mission to change that, to make banking work better for everyone. 

Join us as we bring banking and financial services technology into the digital-first world. Where our best-in-class, cloud-banking platform is igniting financial change globally. Where we are enabling our customers to build great banking experiences for their customers; in a faster, more flexible and more dependable way than ever before. 

If this mission drives you, if you are bold, curious, customer-obsessed and ready to embrace a challenge, then we want you on our team. 

At Mambu our people are the foundation! We prioritise continuous learning and development to empower Mambuvians for success and growth. We provide a learning budget by function for professional development and offer a comprehensive L&D program that enhances both technical expertise and soft skills.

Let’s rewrite the rules of banking together!

Your mission is to:

Reporting to the SVP of Commercial, you will be part of a team that loves what they do and is passionate about being a market leader in composable banking. Our team has the exciting opportunity to drive business growth at Mambu. This is a high impact role where you will be working cross-functionally with many different teams and key stakeholders. The Mambu technology strategic partner ecosystem is a critical business objective for the company to grow and accelerate our success globally.

Your mission:

As Mambu’s Partner Sales Director you will be pivotal in leading and advancing our vision through strategic partner alliances, where mutual revenue growth is your focus, and solidifying our leading market presence is a priority.

• Develop a Partner GTM which increases the scale and impact of Mambu in the market by building the most trusted relationships, investing in our partner’s success and rewarding them for jointly growing out business together
• Driving partner revenue and Mambu revenue
• Develop, manage and expand relationships with consultancies, Ccloud Sservice Pprovider’s, local sSystem integratorsI’s and strategic technology partners.
• Expand sales motions to increase partner-led sales success.
• Operationalize and manage framework agreements and contracts with partners which include all aspects of the joint proposition, investments, marketing, joint commitments, commercials, business plans, business reviews, engagement model, risk management etc.
• Responsible for a  global team of Partner Account Managers who are aligned to regional sales leaders and delivering on regional sales targets
• Strategically manage the largest most important partners for Mambu with a small group of dedicated Partner execs at a central level measuring and responsible for impact within the sales regions. 
• Drive commercial and operational performance of the partnerships, with the partners directly at senior levels and working with other teams in Mambu and the partners.
• Flow-to-work (Global, Region, Country) in the pursuit of commercial performance with high priority partners.
• Focus on high value activities that drive sales and profit growth for both the partner & Mambu; Partner sourced pipeline contribution.
• Understand and effectively represent the Mambu Partner Program (MPP), all promotions and product portfolio offered by Mambu and its partner marketplace, as well as, articulate the value propositions and use cases to partners.
• Think and act strategically to provide guidance and structure to the Partner, overseeing effective partner enablement with the purpose of increasing the self-sufficiency of the partner.
• Develop joint go-to-market plans which can be driven top-down across priority geographies.
• Serve as a point of escalation and issue resolution for blockers affecting high priority partners.
• Ensure the success of our partners, and be the highly valued and key business partner of the partner.
• Deliver partner governance including KPIs, reporting, QBRs.
• Work with the company’s specialist teams (Solution Architects, Product Managers, etc) to assure the feasibility of blueprint designs for real-world success.

Your experience includes:

• 10+ years of professional experience which includes tenure, in a business development and / or partnerships capacity, at a global technology or startup scale up 
• Experience of managing one of the big 3 hyper-scale cloud providers (Microsoft, Google, Amazon) within the financial services domain
• Tenure in partner program inside or working with Microsoft, Google or Amazon
• Proven experience of having built and scaled partnerships for a new technology offering and delivered ambitious volume and revenue targets, growing year on year
• Experience of scaling Enterprise SaaS businesses through partnerships
• Knowledge of digital technologies and the technology stack within retail banking
• Project leadership experience where delivery takes place through a matrix of internal and external stakeholders
• A track record of working directly with executives in major global organizations
• Proven experience of leading all aspects of the business development lifecycle for multiple accounts on a global scale: targeting, negotiation, planning, account management and delivery of joint commitments
• English as the primary business language; other languages a benefit

The Ideal candidate will have:

• Knowledge and experience leveraging different types of partners (Consultancies, System Integrators, Technology Partners, and Cloud Providers) to drive commercial outcomes
• Experience setting up an indirect sales channel (e.g., reseller programs)
• Experience designing and/or implementing partner relationship management tools, partner tiering programs, and frameworks
• Team management experience
• Strong network of industry influencers in the technology vendor, consultancy, system integrator, and/or CSP community.

Your future

We aim to be the leading cloud-banking platform, powering the future of banking and igniting financial change globally. If you want to join a collaborative, inclusive team of experts changing the lives of billions, this is where you belong.

Let's connect!

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As part of the recruitment (or HR onboarding) process, you will be required to obtain authorised criminal background and credit screening results, as well as be queried against a sanctions/anti-money-laundering/counter terrorism financing/politically exposed persons screening service and your employment is conditional upon approval of these results.

Don’t meet every single requirement? Studies have shown that many job seekers (including women, people of colour and people from diverse backgrounds) are reluctant to apply to jobs unless they meet every single qualification. 

Here at Mambu we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles.

Mambu is committed to working with and providing equal opportunities to people with disabilities. If you have a medical condition or disability which inhibits your ability to complete any part of the application process, and are in need of a reasonable adaptation of the process to accommodate your needs, please contact us at talent.acquisition@mambu.com and let us know how we may assist you.