Role OverviewKyriba is seeking a senior leader to build and scale our ISV/Technology partner business globally. Reporting to the Global VP of Partnerships & Alliances, you will own strategy, ecosystem development, and revenue for technology partnerships across ERPs, fintechs, bank tech, payment service providers, data providers, and complementary SaaS platforms. You will define embed, OEM, marketplace, and co-sell motions that expand distribution, enrich product value, and drive ARR.
This role blends product-minded partnership strategy with commercial execution. You will collaborate closely with Product, Engineering, Sales, Marketing, Legal, and Finance to design winning offers, integrations, and go-to-market plays with our tech partners.
Key Responsibilities
- Strategy and Ownership
- Define the global ISV/Tech partnership strategy aligned to Kyriba's product roadmap and revenue goals.
- Prioritize partner categories (ERP, payments/PSPs, bank connectivity platforms, data & risk, AP/AR automation, embedded finance, AI/analytics, iPaaS) with clear value props and coverage models.
- Own multi-year business plans, targets, and investment cases for the ISV/Tech ecosystem.
- Business Development and Alliances
- Source, negotiate, and close high-impact agreements (OEM/embedded, co-sell, co-market, marketplace listings, referrals, resell/white-label where applicable).
- Build executive relationships and joint governance with strategic partners; establish operating cadences, OKRs, and QBRs.
- Drive joint solution design and integration roadmaps in partnership with Product and Engineering.
- Product and Integration
- Shape partner-enabled offers: packaged connectors, APIs, SDKs, reference architectures, and solution bundles.
- Champion quality and security: certification frameworks, technical validation, performance SLAs, and data privacy/compliance standards.
- Influence Kyriba's product roadmap with partner insights; manage build-with/tech co-invest programs.
- Revenue and GTM
- Deliver partner-sourced and partner-influenced pipeline and ARR via embed, marketplace, and co-sell routes.
- Launch joint value propositions, marketing plays, and integrated campaigns; manage MDF and partner marketing calendars.
- Enable global field teams on partner solutions; drive deal registration, account mapping, and co-forecasting.
- Operations and Scale
- Establish repeatable playbooks (evaluation 12 technical validation 12 legal/commercial 12 GA/scale).
- Implement KPIs/dashboards with RevOps and Partner Ops (sourced/influenced pipeline, attach rates, ACVs, cycle time, adoption/usage).
- Oversee partner tiering, certifications, and lifecycle management; ensure compliance and channel-conflict resolution.
Success Metrics- ISV/Tech partner-sourced and -influenced ARR vs. plan.
- Development and roll out of a suitable ISV/Tech program for Kyriba
- Co-sell win rates, average sales cycle improvements, and ACV uplift from bundled solutions.
- Contribution to strategic product initiatives (bank/ERP connectivity, payments modernization, real-time liquidity, AI/analytics).
Candidate Profile- 10+ years building and leading ISV/technology partnerships in enterprise SaaS or fintech; track record with OEM/embedded, marketplace, and API-led motions.
- Deep understanding of the CFO tech stack: ERPs (SAP, Oracle, Microsoft Dynamics), payments/PSPs, bank connectivity, TMS, data/risk providers, and integration patterns (REST APIs, webhooks, iPaaS).
- Strong commercial skills: structuring complex agreements, pricing/packaging for embed, and running co-sell/co-market plays that drive revenue.
- Product acumen: comfortable partnering with PM/Engineering to define integration scope, certification standards, and roadmap tradeoffs.
- Data-driven operator with experience in forecasting, attribution, and performance management.
- Executive presence with excellent negotiation, communication, and stakeholder management skills.
- Bachelor's degree required; MBA or equivalent experience a plus.
Preferred Experience- Built programs with major ERPs and hyperscaler marketplaces (SAP Store, SFDC Appstore, Azure, AWS Marketplace, Oracle Cloud Marketplace).
- Experience with payments ecosystems (PSPs, networks, tokenization, fraud/risk), bank APIs, and embedded finance use cases.
- Familiarity with PRM/CRM tooling (Salesforce, PRM platforms), attribution dashboards, and partner lifecycle management.
- Leading partner certification/technical validation programs.
What We Offer- Opportunity to shape Kyriba's global ISV/Tech ecosystem and influence product direction.
- Competitive compensation with performance-based incentives.
- Comprehensive benefits and flexible work environment.
- Collaborative, mission-driven culture focused on customer value and innovation.
At Kyriba we value pay transparency and fairness. For new hires, the annual base salary range for this role is $211,510.00 - $267,475.00 based on a full-time schedule. Salary can progress beyond this range through sustained performance and demonstrated success in the role. In addition to base pay, this position may be eligible for variable compensation (eg. performance bonus or commission-based plan) and a long-term incentive. The final package will be determined by factors such as skills, experience and qualifications. Kyriba also offers a comprehensive range of health, welfare and wellbeing benefits designed to support both your professional and personal life.
