Key Account Manager managing relationships with OEMs in the On - Highway segment. Leading account planning and identifying new business opportunities while maintaining compliance.
About the role
- Director of Partnerships defining global partnership strategy for Elliptic. Building high-impact partner ecosystems and driving commercial growth in fintech and blockchain sectors.
Responsibilities
- Define and own the global partnership strategy, including portfolio design, partner segmentation structures, and governance models that ensure predictable, high-performing outcomes
- Lead commercial negotiations, structure joint business plans with partners, and oversee performance management and capability development
- Collaborate cross-functionally with Sales, Services, Product, Marketing, and Regulatory teams to align partnership strategies with overall business goals and ensure readiness for new product launches and go-to-market initiatives
- Represent Elliptic externally as a partnership leader, building strong relationships with C-level executives at partner and customer organisations
- Own partnership pipeline development, deal forecasting, partner contribution to revenue, ROI assessment, go-to-market execution, and co-sell/upsell motions
- Build and nurture a global ecosystem of partners—ranging from system integrators and consultancies to technology platforms and resellers—to drive scale, market reach, and differentiated value for Elliptic’s clients
- Design and implement engagement frameworks, enablement programmes, and incentive programmes
- Oversee and execute integrations with Elliptic ecosystem partners, e.g. Custodian and Travel rules providers
- Delivering 10-20% of incremental annual revenue within 12–18 months with the goal to get to 30%
- Drive incremental channel and partnership revenue, expanding Elliptic’s footprint with key industry players and new market segments
- Accelerate time-to-value for clients and enhance customer satisfaction through best-in-class joint delivery models
- Partnership-attributed revenue and gross margin
- Partner pipeline and conversion rates
- Engagement and certification levels across the partner ecosystem
- Joint go-to-market/launch success and new market penetration milestones
- Partner contribution to overall deal velocity, win rates, and customer retention
Requirements
- Extensive experience building and leading global partnership or business development teams in B2B SaaS, fintech, regtech, or related enterprise software markets
- Track record of designing and scaling partnership programmes that drive measurable commercial, operational, and brand impact
- Exceptional capabilities in commercial negotiation, strategic planning, cross-functional collaboration, and performance management
- Proven ability to cultivate C-suite relationships, manage strategic accounts, and act as an executive sponsor with high-stakes partners
- Analytical and results-oriented, comfortable taking on P&L responsibility and adapting to a rapidly evolving market
- Experience in financial crime compliance, blockchain analytics, or crypto risk management is a strong plus, as is familiarity with regulated financial institutions and complex enterprise environments
Benefits
- Hybrid working and the option to work from almost anywhere for up to 90 days per year
- £500 Remote working budget to set up your home office space
- $1,000 Learning & Development budget to use on anything (agreed with your manager) that contributes to your growth and development
- Holidays: 25 days of annual leave + bank holidays
- An extra day for your birthday
- Enhanced parental leave: we provide eligible employees, regardless of gender or whether they become a parent by birth or adoption, 16 weeks fully-paid leave and leave
- Private Health Insurance - we use Vitality!
- Full access to Spill Mental Health Support
- Life Assurance: we hope you will never need this - but our cover is for 4 times your salary to your beneficiaries
- £100 Crypto for you!
- Cycle to Work Scheme
Job title
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