Meniga
Head of Alliances & Channel Sales
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Head of Alliances & Channel Sales
Head of Alliances & Channel Sales
Meniga is a leading hyper-personalisation banking platform, enabling genuinely personal, proactive, and valuable digital banking solutions. Today, we enrich 45 million transactions daily and serve 100+ million banking customers across 165 banks in 30+ countries. As a global leader in transaction enrichment and AI-driven fintech, we’ve been recognised as a Finovate “Best of Show” winner and featured in CNBC’s 2025 list of top UK fintechs.
We’re a valued team with offices in London, Reykjavik, Warsaw, and Cairo.
About the Role
We’re hiring our first Head of Alliances & Channel Sales to accelerate indirect revenue growth as a core pillar of our strategy.
This role will transform ad-hoc partner referrals into a repeatable, measurable channel for qualified pipeline and closed revenue. By leveraging trusted partners already embedded in Tier 1 banks—including system integrators, consultancies, and platform vendors—you’ll position Meniga as the preferred banking technology provider for digital core and engagement solutions.
This is a senior, quota-carrying commercial position reporting to the executive team. In your first phase, you’ll drive the early partnerships yourself while establishing a framework capable of scaling revenue over time. Your contributions directly align with Meniga’s SaaS platform strategy and expansion in EMEA.
Key Responsibilities
1. Build an Aligned Partner Strategy
- Map out the highest-value partner segments, focusing on:
- Global and regional system integrators (e.g., TCS, Atos, Capgemini)
- Management consultancies (e.g., McKinsey, BCG, Accenture, Deloitte)
- Core & digital banking platform vendors (e.g., Temenos, Finastra, SBS, Mambu)
- Prioritise 10-20 key partnerships over a large but shallow partner list.
- Define commercial models for engagement (referral, resell, co-sell, embed).
2. Source and Close Strategic Partnerships
- Originate, negotiate, and close high-value, long-term partnerships that generate measurable revenue.
- Structure commercial agreements that deliver durable value for Meniga and its partners.
- Own terms & economics—not just relationships—ensuring revenue impact.
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3. Drive Partner-Sourced Growth
- Carry a partner-attributed revenue target that contributes to ARR growth.
- Ensure partnerships become a predictable, scaled income stream alongside direct sales.
4. Enable Co-Selling with Commercial Teams
- Collaborate with our direct Commercial team to align value propositions and upsell Meniga’s platform.
- Develop co-sell programs, joint enablement plans, and deal guidance to power partner success.
5. Build a Repeatable Channel Programme
- Establish a lean but structured framework for:
- Partner tiering and onboarding
- Deal governance (registration, prioritisation)
- Enablement resources for partners
- Avoid premature bureaucracy—design for efficiency and scalability in a fast-moving fintech.
6. Represent Meniga Externally
- Serve as the official spokesperson for Meniga when engaging with:
- Partner executives
- Bank决策者
- Bring insight into market trends and competitive dynamics to Product and Commercial Teams.
Requirements
Industry Experience & Domain Expertise
✅ 10+ years in partnerships/alliance strategies in B2B fintech, enterprise SaaS, or financial services. ✅ Deep understanding of how banks buy technology and how integrators, consultancies, and platform vendors influence decisions. ✅ Proven success in revenue-generating partnerships—not just MOUs. Expect concrete metrics.
Key Ecosystem Connections
- Strong relationships with Tier 1 banks, system integrators, and consultancies in EMEA (e.g., Temenos, Finastra, BCG).
- Regional connections in EMEA are a critical plus.
Commercial & Deal-Structuring Skills
- Experience typically carrying revenue targets and leading negotiations in SaaS.
- Comfort working alongside direct sales (not apart from) to unify efforts.
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Barrier-Breaking Mindset
- Ability to stand up a channel programme from the ground up without over-complicating.
- Fluency in banking infrastructure topics (data, personalisation, enrichment).
- Technical mindset to discuss integrations, APIs, and platform architecture at a decision-maker level.
Additional Requirements
- English fluency (required).
- Additional European language skills (a major advantage for EMEA engagement).
Preferred Attributes
Relationship Mastery
➕ Turns insight into trust and revenue—not empty goodwill. ➕ Comfortable nurturing hallways and closing deals with senior stakeholders.
Commercial Rigour
➕ Never evangelises; always closes. ➕ לפני leaving initiatives that don’t move the needle.
Self-Directed Leadership
➕ Enjoys 未成熟阶段的工作，没有规则引导。 ➕ Scales like a fintech fast-growth org—iteratively, not exponentially.
Perks & Growth Opportunities
We foster an environment at Meniga where diversity fuels innovation, and collaboration inspires success. Our compensation and benefits include:
🏥 Health & Well-Being
- Comprehensive private healthcare plans.
- Regulated fitness allowance and generous time-off policies.
🎯 Work-Life Balance
- Hybrid flexibility: choose between remote and office work.
- Meal allowance + reimbursements for internet/phone access.
- Team-building initiatives + seamless Fitbit integration.
🚀 Growth Mindset
- Opportunity to shape a global channel as we scale.
- Access to high-impact projects in fintech.
- Clear career progression to leadership levels.
💰 Financial Compensation
- Competitive salary with an upward trajectory.
- Competitive bonus structure tied to revenue targets.
- Equity options for long-term alignment.
Interested? Offer available.
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