Partner & Alliances Director, Capital Markets

London, England, United Kingdom

12/7/2024

About Xceptor

Data is at the heart of everything we do: Xceptor has been designed around data manipulation in its broadest sense. We source data from wherever it flows. We curate, normalise, validate, repair, and enrich that data so it reaches its destination in a reliable and consistent format. Data coming out of Xceptor is data our clients can trust.

We are recognised as an expert in the Financial Services vertical, which strongly aligns with Business Users in Middle and Back-Office teams. We enable these users to solve their data challenges by themselves, rather than through a technology-led project.

Our People are subject matter experts. We understand our client’s challenges and we’ve got the experience and knowledge to solve them. Our talented team has a deep understanding of the unique challenges of the industry - we can empathise, engage, and speak the same language as our clients.

Our Vision is to be the leading platform for automating data flows.

Our Mission is to empower business users within Financial Institutions to build automated processes that deliver trusted data.

Our Values were created by our people, and speak to both who we are, and who we aspire to be. Ambition is in our DNA, and we embrace any opportunities ahead. Our curiosity and desire to grow drives us to learn from our customers and those around us. Our people are empowered, accountable, and deliver. We pull together, step up and focus on outcomes. The brilliance of our people makes a positive difference.

Reporting to our CRO, we are searching for a dynamic and results-oriented Partner & Alliances Director to spearhead our Partner Management function.

In this critical role, you will be responsible for developing and executing a comprehensive strategy to drive revenue growth through our network of industry-leading partners.

You will build and manage strong relationships with a diverse group of partners, including Systems Integrators (SIs), Independent Software Vendors (ISVs), Hyperscalers , and other channel partners.

Key R esponsibilities

• Develop and own the Partner Sales strategy, aligning it with the company's overall business objectives . 
• Identify , recruit, and onboard high-value partners across various channels, including SIs, ISVs, Hyperscalers , and other relevant segments. 
• Foster strong and collaborative relationships with existing partners, ensuring their success in selling our solutions. 
• Develop and implement partner enablement programs, including training, certification, and marketing resources. 
• Drive joint go-to-market initiatives with partners to maximize market reach and accelerate revenue growth. 
• Negotiate and structure mutually beneficial partner agreements that incentivize sales and build long-term partnerships. 
• Manage and track partner performance through a robust channel management framework. 
• Collaborate closely with other internal teams, such as Marketing, Product, and Sales, to ensure a seamless partner experience. 
• Stay abreast of industry trends and identify new partnership opportunities to expand our reach and market share. 
  
  

Required Education & Experience

• Proven record of accomplishment of success in managing and growing a partner sales channel.
• Minimum of 8 + years of experience in B2B Software Sales.
• Extensive background in Capital Markets.
• In-depth understanding of the partner ecosystem, including SIs, ISVs, Hyperscalers , and various channel models. 
• Strong relationship building and negotiation skills with the ability to influence key stakeholders. 
• Excellent communication, presentation, and interpersonal skills. 
• Strategic thinking and analytical capabilities. 
• Passion for building and maintaining strong partnerships. 
• Proven ability to lead, motivate, and develop a high-performing sales team. 
• Experience working with a global partner network. 
  
  

The required competencies are:

• Teamwork
• Customer Centricity
• Communication with Impact
• Strategic Orientation
• Results Driven
• Change & Innovation
• Leading People
• Developing People
  
  

This is a great opportunity to join an innovative, fast-paced, highly collaborative, and forward-thinking organisation, during a significant growth phase. Xceptor is an equal opportunities employer and welcomes applications from all sections of society and does not discriminate on grounds of race, religion, or belief, ethnic or national origin, disability, age, citizenship, marital, domestic, or civil partnership status, sexual orientation, or gender identity or any other basis as protected by applicable law.

Please note:

• Xceptor works with clients in financial services and our offers of employment are subject to the satisfactory completion of background checks, which includes criminal record checks, and credit reference checks.
• If you have any employment gaps exceeding three months within the last six years, we will request additional information and evidence to clarify those periods.