Director, Global Partnerships

Job description

Who are we? At Finastra, we’re a global leader in financial services software, dedicated to expanding access to financial services and shaping what’s next for the industry. Our technology powers mission‑critical solutions across Lending, Payments and Universal Banking, supporting over 7,000 customers, including 80% of the world’s top 50 banks, in more than 110 countries. Business Title :Director for Global Partnerships Required Experience :15 +Years progressive experience in Global Partnerships The Director for Global Partnerships is responsible for driving revenue growth through strategic partnerships , with a strong focus on Global System Integrators (GSIs) such as Accenture, Capgemini, Infosys, Cognizant, TCS, Wipro, HCL, and regional tier-1 and tier-2 SIs. Role Summary :Based out of India for APAC Region This role owns end-to-end partner lifecycle management —from partner strategy and joint solution development to pipeline creation, co-sell execution, and revenue realization—aligned to global GTM priorities. Key Responsibilities : 1. Global Partner Strategy & Business Planning Define and execute the initial and multi-year global partner strategy aligned to company revenue and market expansion goals Build and maintain detailed joint business plans (JBPs) with priority GSIs: Revenue targets (bookings, ACV, pipeline) Solution / industry focus areas, Regional expansion priorities, Co-investment plans (marketing, enablement, innovation) Segment partners into strategic tiers with differentiated engagement models based on GTM outcomes. 2. Revenue & Pipeline Ownership Own partner-sourced and partner-influenced revenue targets globally Drive joint pipeline creation motions , including: Co-sell engagement models (e.g., Microsoft, Hyperscaler ecosystems) Account mapping with GSIs across key clients, Deal shaping and early-stage opportunity influence Track pipeline health, conversion rates, and deal velocity Act as executive sponsor for strategic deals involving GSIs 3. GSI Relationship Management Build C-level and senior leadership relationships within global SI partners Establish governance frameworks: Quarterly Business Reviews (QBRs)Executive Steering Committees, Regional operating cadences Align with SI global practices (banking, payments, lending, cloud, etc.) 4. Solution & GTM Co-Development Drive joint solution development and industry playbooks with GSIs: Pre-integrated offerings, Cloud marketplace solutions (Azure, AWS, GCP)Vertical-specific propositions (e.g., Tier 1 banks, mid-market, digital banks) Collaborate with product, engineering, and consulting teams for: Partner-ready architectures, Accelerators and deployment frameworks 5. Partner Enablement & Readiness Ensure GSIs are sales- and delivery-ready : Certifications and training programs, Sales playbooks and use-case messaging, Delivery methodologies and implementation frameworks Scale partner talent pools aligned to growth areas 6. Co-Sell Execution (Hyperscaler Alignment) Drive joint engagement with cloud ecosystems (especially Microsoft co-sell and Azure Marketplace motions ) Ensure alignment with: Marketplace listing strategies, MACC / consumption-based incentives, Joint field engagement models Position partners as multipliers of cloud-led deals 7. Internal Cross-Functional Leadership Act as the central orchestrator across Sales, Product, Marketing, and Delivery Influence internal stakeholders to: Prioritize partner-driven opportunities, Align product roadmap to partner needs Provide forecasting, reporting, and executive insights 8. Performance Tracking & Governance Define and monitor KPIs: Partner-sourced revenue, Partner-influenced pipeline, Win rates with GSIs,Time-to-revenue for new partnerships Maintain structured reporting dashboards and executive summaries. We are proud to offer a range of incentives to our employees worldwide. These benefits are available to everyone, regardless of grade, and reflect the values we stand for: Flexibility: Enjoy unlimited vacation, subject to local regulations and business priorities. Benefit from hybrid working arrangements and inclusive policies such as paid time off for voting, bereavement, and sick leave. Well‑being: Access confidential one‑to‑one support through our Employee Assistance Program, connect with our network of Wellbeing Champions and Gather Groups, and take part in monthly events and initiatives designed to help you thrive—inside and outside of work. Health & Financial Security: Medical, life and disability insurance, retirement plans, lifestyle, and other benefits.* Sustainability: Paid time off for volunteering and donation‑matching opportunities to support causes that matter to you. Inclusion: Get involved in our inclusion communities, such as Count Me In, Culture@Finastra, Proud@Finastra, Disabilities@Finastra, and Women@Finastra—open to everyone who wants to participate and contribute. Career Development: Access online learning and accredited courses through our Skills & Career Navigator tool. Recognition: Take part in our global recognition program, Finastra Celebrates, and share your voice through regular employee surveys that help shape our culture and ways of working. *Specific benefits may vary by location. At Finastra, each individual is unique—bringing their own ideas, perspectives, cultural backgrounds, and experiences. We learn from one another, value what makes us different, and create an environment where everyone feels included, supported, and able to be their authentic selves. Be unique. Be exceptional. Help us make a difference at Finastra.