Head of EMEA Strategic Alliances Sales

R3 ,
London, Greater London
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Overview

Job Description

R3 is an enterprise blockchain software firm working with a broad ecosystem of more than 300 members and partners across multiple industries from both the private and public sectors to develop on Corda, our open-source blockchain platform, and Corda Enterprise, a commercial version for enterprise usage. Our global team of nearly 300 professionals in 13 countries is supported by over 2,000 technology, financial, and legal experts drawn from our global member base. Our Corda platform is already being used in industries from financial services to healthcare, shipping, insurance and more. It records, manages, executes institutions' financial agreements in perfect synchrony with their peers, creating a world of frictionless commerce. We are in the process of building out the worldwide Partner Ecosystem and Alliances team and this is a key leadership role that will be part of shaping the team culture. We aim to create a collaborative, optimistic, engaged culture with high levels of ownership and a take-action approach. R3 is hiring a high-priority role to lead R3's sales engagements with R3's alliances partners, which include Global Systems Integrators, Consulting Providers, and Cloud Platform Providers. We are looking for an experienced leader that will define, own and drive R3's EMEA partner alliances sales organisation. The successful candidate will focus on driving sales engagements with R3's alliance partners as well as developing and leading R3's regional systems integrator partner relationships. This leader will work closely with R3's EMEA sales director and vertical industry business director to drive successful field engagement through and with alliance and regional partnerships across Europe, Middle East and Africa. The expectation is that this leader will drive this business to tens of millions in revenue across partners in the EMEA geography in the next several years. Excellent leadership and organisational design skills are key as this is a leadership role in which a team will be hired and formed over time. Further, this will serve as a player/coach and will need to have a willingness to roll-up their sleeves and own critical responsibilities of the team while also driving the overall strategy and thought leadership. Responsibilities: * Create and execute R3's EMEA global and regional systems integrator and consulting partner strategy from end-to-end. * Build out a regional team over time that manages our consulting and SI partners throughout EMEA. * Engage with R3's EMEA sales, vertical market, and professional services leadership teams to develop delivery partners that will drive the adoption and usage of the Corda Enterprise platform across EMEA customers in key vertical markets. * Own and drive execution of partner contracts and commercial terms across EMEA systems integrators and consulting partners. * Drive joint sales and marketing GTM with partners. This includes training, marketing, and successful field sales engagement. * Drive SI and consulting partner revenue to high levels of growth including a focus on winning new customer logos. * Hire and lead a team of high-performing regional partner account managers to lead further growth in our top partners. * Demonstrate and develop external and internal thought leadership about R3, the blockchain market and our EMEA partnerships Skills, Education and Experience: * Successful leader with 15+ years of experience working for technology companies (software or cloud) in leadership roles in partner sales, direct customer sales, partner/customer account management, and systems integrator partner management. Experience in areas such as professional services and solution architecture are also welcomed. * Key traits for this role include: Strong sales and business skills, great executive presence, high-level of ownership, collaborative, strong leadership skills, high aptitude, ability to work in an ambiguous environment, self-starter, ability to influence across teams, high level of curiosity, sense of optimism. * Experience and skills for this role include: * Partner relationship experience and strong track record of exceeding partner revenue targets by successfully developing and leading multiple strategic partnerships. * Strategic thinker who is able to blend consulting and business strategy to develop and grow the EMEA partner business * Strong leadership skills and experience as a player/coach. * Experience in articulating the value of technology platforms. * Strong project management and analytics skills. * Bachelors degree required, MBA a plus. Beyond the qualifications outlined here, we are looking for a candidate who will be an active part of R3's fun, passionate and highly engaged culture. We believe what we are building has the opportunity to change the world. We don't just show up for work, we look forward to it. Further, we encourage a diverse and inclusive workforce. If you don't meet all of the above criteria, but you think you'd be a great

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