Head of EMEA Partners

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/RevOps.

• 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 that deliver revenue.

• Excellent leadership skills: hiring, coaching, and performance management across multiple geographies.

• Data-driven operator comfortable with forecasting, attribution models, and partner performance frameworks.

• Executive presence and negotiation skills; able to represent Kyriba with C-levels at partners and customers.

• Fluent English required; additional European languages a plus.

• Willingness to travel across EMEA.

Preferred Experience

• Experience partnering with major ERPs (SAP, Oracle, MS Dynamics) and associated marketplaces.

• Familiarity with payments networks, bank partnerships, and embedded finance use cases.

• Background working with RevOps/Channel Ops tools (Salesforce, PRM systems, attribution dashboards).

• Leading partner-led delivery or certification programs.

What We Offer

• Opportunity to shape the EMEA partner strategy for a category-leading platform.

• Competitive compensation with performance-based incentives.

• Flexible work environment.

• A collaborative, mission-driven culture focused on customer value and innovation.

Our Values Guide Everything We Do

• Think Big & Constantly Innovate: We have the confidence to think big, embrace change, challenge the status quo, and continuously evolve - incorporating new technologies and driving industry progress.

• Put our Customers’ Needs First: We are passionate about delivering the highest value for our customers and supporting them with end-to-end care throughout their journey with us.

• Act with Integrity: Integrity is at the heart of everything we do. We take personal responsibility for our actions, own our decisions, and honour each other’s contributions. We empower each other through honesty, respect, trust and transparency.

• Work as One Team: We are driven by our common goals and share in each other’s successes and failures, learning and working together as a team where everyone can bring their best selves.

• Strive for Excellence while Having Fun: We enjoy tackling new challenges together, and revel in continuous improvement as we deliver, with ultimate professionalism, the very best for our customers, while exceeding our own expectations.

Kyriba offers a comprehensive compensation package, including a range of health, welfare and wellbeing benefits designed to support both your professional and personal life.

Kyriba believes that everyone has the ability to make an impact, and we are proud to be an equal opportunity employer committed to providing employment opportunity regardless of sex, race, creed, color, gender, religion, marital status, domestic partner status, age, national origin or ancestry, physical or mental disability, medical condition, sexual orientation, pregnancy, military or veteran status, citizenship, and genetic information.

If you require a reasonable accommodation to complete any part of the application or interview process, or to perform essential job functions, please contact us at [email protected]. Requests will be handled confidentially and in accordance with applicable local laws.