This will be an initial 12-month FTC

Why join Tipalti?

Tipalti is one of the world’s fastest-growing fintech companies. We free finance professionals to lead by modernizing the entire payables operation. We are a well-funded, late-stage start-up backed by high-profile investors. Our 2021 Series F funding round raised $270 million, valuing us at over $8.3 billion. With total funding of just over $550 million, and with more than 4000 global customers, Tipalti is one of the most valuable private fintech companies in the world.

At Tipalti, we pride ourselves on our collaborative culture, the quality of our product and the capabilities of our people. Tipaltians are passionate about the work they do, and keen to get the job done. Tipalti offers competitive benefits, a flexible workplace, career coaching, and an environment where diverse individuals can thrive and make an impact. Our culture ensures everyone checks their egos at the door and stands ready to reach for success together. 

Founded in Israel in 2010, Tipalti is a global business headquartered in the San Francisco Bay Area (Foster City) with offices in Tel Aviv, Plano, Toronto, Vancouver, London, Amsterdam and Tbilisi.

As a key lever for our future growth, Tipalti is investing in international expansion with the EU and European markets as our top targets. 

We are now building out our EU Alliances & Business Development function to support this growth and looking for an experienced alliance leader to drive the channel. You will work with our VP of Global Alliances and closely with the EU sales, marketing team and our high performing Alliances & Business Development organisation in this role. 

The ideal candidate will be in tune with the key players in our ecosystem (such as partners who work with EU Finance Directors, support Mid-Market ERP platforms, etc) and have a passion for the financial technology space. Through grit, attention to detail, focus, strategic thinking, analytical skills, and a can-do attitude, you will help build our EU Partner Program to support Tipalti’s aggressive growth goals.

Responsibilities

• Manage a team of Alliance Professionals with a focus on key ecosystems that influence the EU Mid-Market finance leader, including those that work with ERPs, including NetSuite, Sage, Microsoft, and key ISVs
• Own the number for qualified referrals and revenue sourced from the partner community that the EU Alliance Managers work with
• Models & coaches to critical sales & partnership skills & behaviors, including value-based selling
• Follows a consistent management operating rhythm
• Plays the role of Player-Coach well, managing his/her own ecosystem with goals, while simultaneously managing Alliances employees in the EU region
• Understands partner ecosystems, their Landscapes, common challenges & pains of partners we work with in the EU region
• Works Cross-functionally to align needed resources and supportive roles to assist in Pipeline Building and team development in the EU region
• Accurately forecasts & meets or exceeds alliance’s metrics
• Manages territory plans, drives partner pipeline activities, account reviews & ensures team keeps Salesforce.com up-to-date
• Owns hiring and all staffing demands of the EU Alliance team needed to build out and develop a world class Alliance’s Team organisation
• Leads & maintains team focus in a highly dynamic environment 
• Meet monthly/quarterly/annual business objectives
• Demonstrate thorough knowledge of Tipalti’s product line and value proposition

Requirements

• 7+ Years in SaaS-based Technologies
• 5+ Years in Sales or Alliances Leadership, managing different ecosystems 
• A proven track record in building and growing a new and existing partner ecosystems 
• 2+ years of direct management experience
• Builder mindset, comfortable sharing ideas, trying new approaches and is focused on achieving team and company short and long term goals 
• Experience working in the ERP / accounting / financial management / financial ops domain and working with FinTech. Understanding of Digital industries, mass pay use cases, embedded technology partnerships and integrations is a plus
• Doesn’t make excuses, pushes through adversity to hit numbers 
• Brings an existing network of relationships across target alliance partners
• Strong ability to drive execution of strategic initiatives and tactics
• Experience developing, negotiating and closing partner deals 
• Ability to sell people and partners on the vision and mission of Tipalti and of our partner program - get them emotionally and economically invested in the relationship
• Travel required on a monthly basis (post-Covid19)
• A track record of working in a fast-paced environment, setting your own demanding expectations, inspiring and supporting your teammates and exceeding those expectations
• Solid attention to detail
• Ability to understand and demonstrate Tipalti's products as well as to interact with product, marketing, sales, and operational teams and executives through a variety of channels
• Assertive, Passionate, Persuasive, Positive, Consultative, loves to compete and win

Tipalti’s sales teams drive global growth for our best-in-class product. Whether you are an account executive, sales development representative, or solutions consultant, you’ll be joining a team of individuals who thrive within a fast-paced, metrics- and performance-driven sales organization. Our collaborative culture ensures that our sales teams work as one to deliver on common goals, whilst being provided with the resources to learn and grow via the Tipalti Academy.

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