Partner Sales Manager

ABOUT TEMENOS

Temenos powers a world of banking that creates opportunities for billions of people and businesses everywhere. We have been doing this for over 30 years through the pioneering spirit of our Temenosians who are passionate about making banking better, together.

We serve over 3000 clients from the largest to challengers and community banks in 150+ countries. We collaborate with clients to build new banking services and state-of-the-art customer experiences on our open banking platform, helping them operate more sustainably.

At Temenos, we have an open-minded and inclusive culture, where everyone has the power to create their own destiny and make a positive contribution to the world of banking and society.

THE ROLE

Reporting to the Head of Partner Sales - EUROPE, the role collaborates with Temenos sellers and Temenos partners to influence and speed up the sales cycle, work within the Temenos ecosystem to build partner-led offerings for designated territories or client segments, and onboard new Sales Partners (Introducers, Resellers, Distributors) in South of Europe, DACH and Nordics, with the objective to drive partner channel sales across Temenos multi-product portfolio. You will manage the ongoing relationship with existing sales partners, ensuring they remain engaged, empowered and educated to promote Temenos in their territories. You will also act as the liaison between the partner and the Temenos community.

OPPORTUNITIES

You will build, lead and own partner sales strategy for your territory.

You will have access to the Temenos partner ecosystem to build go-to-market strategies, joint offerings, and partner-led sales initiatives to create sales pipeline and close deals timely.

You will benefit from the partner ecosystem of Temenos to influence new logo sales cycles.

You will prospect new partners to explore Sales Partnership opportunities (Introducers, Resellers, Distributors), define and assign targeted accounts, markets and products, and explore routes to market.

You will engage with prospective partners, present them with the Temenos value proposition and evaluate the company based on defined KPIs and criteria, and communicate with them throughout the discovery process.

You will define mutual business cases / business plans with estimated ROI.

You will define market-focused brand awareness strategies and go-to-market programs to generate pipeline.

You will assume ownership of opportunities and support partners throughout the sales cycle until closure.

You will define procedures to organize the partner’s team to manage and monitor the healthy growth of our mutual business (periodic cadence calls, monthly business reviews, reviewed pipeline, partner client engagement, and partner training).

You will assist partners throughout forecasting, sales planning, and managing RFP and pre-sales processes.

You will coordinate the involvement of internal teams (solution pricing, product, professional services, support, and legal) related to sales opportunities brought by the partner.

You will be responsible for organizing sales enablement sessions for partners.

You will act as the partner channel interface into Temenos with a focus on driving sales execution and expanding Temenos’ reach into identified markets.

You may perform such other duties as may be required from time to time.

You will be responsible for the following key activities : identify potential new local sales partners to onboard; rollout local EUR partner strategy; train and evangelize partners; manage local sales partners’ relationships; integrate Partner Strategy into day-to-day local activities; liaise with the Partner Director to support two-way strategy integration; monitor local pipeline and drive partner sales across Temenos’ multi-product portfolio; deliver regular management reporting; define local annual business plan.

SKILLS

Sales skills :

You should have a deep knowledge of the financial services industry, the trends, challenges, and innovations.

You should have a proven track record of success in selling complex technology solutions to the financial services sector.

You should be culturally aware and have experience of working in a globally matrixed organization.

You should be ambitious with an entrepreneurial spirit, energy, and a passion for continuous learning and improvement.

You should have a passion for selling.

You should have experience of successfully selling in SE, Nordics and DACH.

You should have international experience and a global mindset.

You should be able to travel extensively.

Channel / Partner management skills :

You should be able to manage sales / distribution partner lifecycles and related activities from start to a sustainable and meaningful relationship with measurable qualitative and quantitative results.

You should be able to structure partner relationships within relevant go-to-market plans, integrating partner potential and market opportunities while avoiding channel conflicts and optimizing Temenos long-term revenue.

You should be able to think strategically and build long-term relationships to reverse traditionally opportunistic sub-region partner behaviors.

Technical skills :

You should have strong knowledge of banking applications and operations, including business processes (retail banking, corporate banking, payments, etc.) and core banking solutions.

Experience :

You should have experience with sales in the specific sub-regions and a proven track record of relations with established market partners and alliances, such as HCL, Deloitte, EY, CapGemini, Accenture, IBM, Cognizant, TechMahindra, etc.

VALUES

Care that partner relationships are maintained and engaged.

Commit to liaising with the partner and the Temenos sales & solutions groups.

Collaborate with all stakeholders on an ongoing basis.

Challenge continuously to seek smarter, better ways of working.

SOME OF OUR BENEFITS

Maternity leave : Transition back with 3 days per week in the first month and 4 days per week in the second month.

Civil Partnership : 1 week of paid leave for marriage or civil partnership, including same-sex.

Family care : 4 weeks of paid family care leave.

Recharge days : 4 days per year to recharge.

Study leave : 2 weeks of paid leave each year for study or personal development.

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