Job Overview
This role focuses on managing and expanding enterprise partnerships, particularly in OEM and reseller models, to drive revenue growth for an AI risk decisioning platform used by banks and fintechs. It involves owning partner relationships, executing joint business plans, and collaborating cross-functionally to accelerate deals and expand market footprint in a remote-first environment.
Responsibilities
- Own and grow a portfolio of OEM and reseller partners, serving as the primary relationship owner and internal advocate.
- Build and execute joint business plans, including pipeline targets, enablement milestones, and resell playbook adoption.
- Drive partner-sourced revenue growth through co-sell motions and account expansion.
- Lead QBRs and executive engagements to track performance and deepen relationships.
- Identify and develop new opportunities within partner accounts across business units and use cases.
- Partner closely with AEs on active deals, providing deal strategy, pricing guidance, and stakeholder alignment.
- Track and improve partner health metrics including pipeline, deal velocity, certifications, and ARR contribution.
- Identify, qualify, and onboard new OEM and reseller partners aligned with the ideal customer profile.
- Lead end-to-end partner onboarding, including commercials, legal, technical enablement, and launch.
- Collaborate cross-functionally with Product, Marketing, Legal, and Deal Desk to support partner success and GTM strategy.
Qualifications
- 7–10 years of experience in partnerships, business development, or enterprise account management in B2B SaaS.
- Proven track record of driving partner-sourced revenue within OEM or reseller models.
- Strong understanding of partner economics, co-sell dynamics, and channel strategy.
- Experience building and executing joint business plans and leading executive-level QBRs.
- Ability to manage complex, multi-stakeholder relationships across internal and external teams.
- Comfort operating in a fast-paced, early-stage environment with evolving processes.
- Experience with CRM systems (Salesforce preferred) and partner management tools.
Preferred Qualifications
- Background in fintech, financial services, or risk/compliance technology.
- Familiarity with fraud, AML, credit risk, or compliance workflows.
- Experience working with enterprise resellers or financial infrastructure platforms.
- Experience scaling partnership programs in high-growth environments.
