Director, Strategic Alliances

Summary

Join KUBRA's Business Development team to build strategic alliances with partner organizations, driving indirect sales and advancing key objectives. You will conduct market research, assess potential partners, negotiate agreements, and collaborate cross-functionally. Responsibilities include overseeing the business development process, creating compelling proposals, leading contract negotiations, and ensuring seamless transitions to the Sales department. The ideal candidate possesses strong analytical and communication skills, experience in the billing and payment sector, and a deep understanding of the utility vertical. KUBRA offers a competitive commission structure, award-winning culture, generous benefits, flexible schedules, and professional development opportunities.

Requirements

• Detailed oriented with strong analytical skills and a strong understanding of alliance development
• Strong great business acumen, analytical & strategic thinker with excellent written & oral communications skills
• Strong understanding of billing & payments with experience in working in utility vertical
• Strong technology understanding
• Strong communication and social skills with the ability to create trust with targets
• Ability to work in a fast-paced, ever-changing environment and learn quickly
• Expectation of participating and embracing daily review meetings, metrics, clear documentation of calls/follow up
• Willing and able to travel up to 30% of the time
• At least 5 years of relevant alliance development or alliance management experience
• 5+ years of relevant experience in sales or partnership development specific to the billing and payment sector
• Strong utility vertical fintech experience – established relationship with third party organizations, strong understanding of key back-end platforms, key ISV (Independent Software Vendors) providers, key system integrators focused in respective vertical
• Experience in consultative selling, development of business cases for execution of alliance partner programs
• University degree, BComm or MBA

Responsibilities

• Conduct comprehensive market investigations to identify potential strategic alliance opportunities that align with business objectives
• Assess the strategic fit of potential partners by analyzing capabilities, market positioning, and alignment with company goals
• Initiate engagement with prospective partners to explore collaboration opportunities and develop mutually beneficial relationships
• Negotiate terms and agreements for new strategic alliances, ensuring they deliver value and align with the company’s growth goals
• Collaborate cross-functionally to evaluate the financial, operational, and strategic implications of potential partnerships
• Oversee and ensure the seamless execution of the KUBRA business development process, encompassing all stages from initial engagement to contract closure
• Develop and deliver compelling proposals and presentations tailored to prospective partners, showcasing the value and alignment of the partnership opportunity with both parties' strategic objectives
• Lead contract negotiation processes, balancing the achievement of favorable terms with the establishment of strong, collaborative relationships
• Coordinate internal resources and stakeholders to support timely and effective decision-making throughout the partnership development lifecycle
• Facilitate the signing and implementation of agreements, ensuring all commitments and milestones are clearly defined and achievable
• Maintain rigorous attention to detail and adherence to timelines to uphold professionalism and credibility in all business development activities
• Support seamless transition of the strategic alliance into Sales department for channel development

Benefits

• Competitive commission structure
• Award-winning culture that fosters growth, diversity and inclusion for all
• Generous benefit coverage with low premiums (+ a Health Care Spending Account)
• 401K Matching
• Paid day off for your birthday
• Access to LinkedIn learning courses
• Continued education with our education reimbursement program
• Flexible schedules
• Free unlimited access to our refreshment stations (fully stocked with tea, coffee and other beverages)
• Two paid days for volunteer opportunities
• A free premium membership for ‘Headspace’; an app geared towards mental health and wellbeing
• Access to Perkopolis retail discounts