Head of EMEA Partners

Location: Greater London

** Dream Big.  Go Beyond. Be Unstoppable.
** Kyriba is a global fintech leader empowering CFOs and finance teams with cloud-based treasury, payments, and risk management solutions. We serve 3,000+ customers worldwide, managing $15 trillion in payments annually and helping businesses optimize liquidity performance across the enterprise.

We're on a mission to become the most sought-after cloud technology company globally.  We think big, innovate relentlessly, and challenge the status quo every day. If you are a problem-solver who’s ready to push boundaries and achieve more than you thought possible-you'll find an exceptional career within an extraordinary business.
** About the role
** Kyriba is seeking a senior leader to own and scale our Partnerships & Channels strategy across EMEA. Reporting to the Global VP of Partnerships & Alliances (and partnering closely with EMEA Sales leadership), you will define the regional partner strategy, build high-impact routes to market, and deliver measurable revenue through and with partners. You will lead a high-performing team covering strategic alliances, system integrators, advisory firms, ISVs/fintechs, and channel resellers/distributors, ensuring alignment with regional go‑to‑market priorities.

This is a highly cross-functional role that blends partner strategy, business development, co-selling excellence, and operational rigor.
** What you’ll do
** Strategy and Leadership
* Define and execute the EMEA Partnerships & Channels strategy aligned with regional revenue targets and global alliance priorities.
* Segment the partner ecosystem (GSIs/RSIs, SIs, advisory/Big 4, banks, ISVs/fintechs, ERP/ISV marketplaces, resellers/distributors) with clear value propositions and coverage models.
* Own annual planning, capacity models, and performance management for the EMEA partner team; hire, develop, and retain top talent.

Revenue and Pipeline
* Deliver partner-sourced and partner-influenced pipeline and bookings; establish clear attribution and forecast hygiene with Sales Ops/Rev Ops.
* Build scalable co-sell motions with EMEA new logo and expansion teams; drive joint account planning, opportunity reviews, and executive alignment.
* Create repeatable plays for verticals (e.g., Manufacturing, Retail, Pharma, Financial Services) and enterprise segments.

Alliance Development
* Deepen strategic alliances with ERP vendors, GSIs, and advisory firms to drive Kyriba adoption in transformation programs (ERP modernization, payments optimization, liquidity enablement).
* Negotiate and manage agreements (referral, reseller, OEM/embedded, marketplace listings) in partnership with Legal and Finance.

Partner Marketing and Enablement
* Launch joint value propositions, solution bundles, and thought leadership with Marketing; run regional MDF plans, campaigns, and events.
* Own partner onboarding, accreditation, and competency paths; ensure partners are enabled on Kyriba’s products, APIs, and implementation methodologies.

Operational Excellence
* Establish KPIs, dashboards, and QBRs for partner performance (sourced/influenced pipeline, win rates, cycle times, attach/upsell, CSAT).
* Ensure consistent deal registration, compliance, and channel conflict resolution.
* Collaborate with Services/Customer Success to ensure quality delivery and drive partner-led implementations.

Success Metrics
* Partner-sourced and
-influenced ARR bookings vs. plan.
* Pipeline coverage and velocity from partner motions.
* Number and productivity of activated partners by tier/segment.
* Quality of delivery (implementation CSAT/NPS) on partner-led projects.
* Contribution to strategic initiatives (ERP programs, payments modernization, working capital).
** What you bring
*** Enterprise software partnerships/alliances/channel leadership, ideally in fintech, ERP, payments, or financial operations SaaS.
* Proven track record building and scaling EMEA partner ecosystems with GSIs/SIs, advisory firms, ISVs/fintechs, and resellers.
* Strong understanding of CFO tech stack (ERP, TMS, payments, bank connectivity, APIs) and enterprise sales motions.
* Commercial acumen with hands-on experience structuring agreements and running co-sell plays…