Commercial / Partnerships Sales Director

Requirements

• Pipeline Development: Create and manage a pipeline of opportunities by leveraging partner relationships. Work with the sales team to ensure that leads are effectively converted into sales.
• Revenue Accountability: Deliver on a defined partner-sourced pipeline and revenue target. Translate joint business plans into tangible pipeline opportunities. Lead co-selling initiatives with internal sales teams, driving opportunities through the full funnel from identification to close.
• GTM Planning: Lead joint business planning sessions with strategic partners to define mutual targets, campaigns, and joint value propositions. Run QBRs to track partner impact on pipeline and influence. Keep up-to-date maps of committed spend, partner clients vs Fireblocks clients and opportunities.
• Relationship Building: Develop and maintain strong, strategic relationships with Tier 1 Cloud Service Providers, consultancies, and global/mid-sized SIs. Act as the primary point of contact for these partners, ensuring alignment with Fireblocks' strategic goals.
• Engagement and Collaboration: Work with partners to identify joint business opportunities and drive engagement. Act as the commercial owner of partner GTM execution, leading Fireblocks sales and technical teams to drive joint opportunities to close.
• Strategic Initiatives: Support strategic initiatives such as blockchain protocol business development and insurance partnerships to generate incremental revenue and growth opportunities.
• Performance Monitoring: Track and report on partner performance and engagement metrics. Use data-driven insights to optimize partner strategies and improve outcomes.
• Partner Education: Educate partners on the Fireblocks platform and its use cases to ensure they are well-equipped to promote and integrate Fireblocks solutions effectively. This includes providing training sessions and resources to enhance their understanding and ability to leverage the platform.
• Corporate Strategy Collaboration: Work closely with the corporate strategy team to navigate the partners' ecosystems and enhance educational efforts, ensuring a comprehensive understanding of the market dynamics and partner capabilities.
• Proven experience in a partner management or business development role, preferably within the SaaS or Cloud or consultancy sectors.
• Strong understanding of the cloud provider landscape and experience working with consultancies and SIs.
• Excellent communication and interpersonal skills, with the ability to influence and negotiate at all levels.
• Strategic thinker with the ability to identify and capitalize on business opportunities.
• Ability to work collaboratively across departments to achieve business objectives.
• Hunter mentality with focus on driving deals and revenue
• The ability to travel as needed to meet with partners and attend industry events.
• We have a comprehensive onboarding and training program for all new employees. We are looking for those who want to work with some of the industries most talented contributors. We’re looking for you to bring a track record of success and experience of closing complex deals within the financial services or fintech sector.
• Fireblocks' mission is to enable every business to easily and securely access digital assets and cryptocurrencies. In order to do that, we strongly believe our workforce should be as diverse as our clients, and this is why we embrace diversity and inclusion in all its forms.
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