Thought Machine's mission is bold to properly and permanently rid the world's banks of legacy technology. To achieve this, we have developed the foundations of modern banking through core and payments technology which run natively in the cloud. What we are attempting is hard and means we need great people working together to build great technology.
We have grown rapidly in the past few years growing our team to more than 550 individuals across offices in London, New York, Singapore and Sydney. We have raised more than $500m in funding and are now valued at $2.7bn. Our investors include Molten Ventures, Eurazeo, Intesa Sanpaolo, Temasek, Nyca Partners, JPMorgan Chase Strategic Investments, Standard Chartered Ventures, and more.
We have created a culture that enables our team to produce the best work in the industry while ensuring we have fun along the way. We're regularly cited as having a fantastic workplace culture and have been recognised by Sifted magazine as having one of the highest Glassdoor ratings for a UK fintech company and the industry's most generous employee share package. Global Finance Magazine named us one of the world's most innovative fintechs, and the Financial Times recognised us as one of Europe's fastest-growing companies in 2023 and 2024.
The Regional Lead for Product Partnerships is a leadership position within the Product Function. This role is responsible for localising and executing the global product strategy established by the Chief Product Officer to drive commercial growth through meaningful, impactful build and go-to-market collaborations with partners.
The success of this role is to create and manage partner relationships that directly generate new business. You will collaborate with partners who will commit to building high-value solutions that complement our product and provide a strategic entry point into priority target markets. The role requires a deep, low-level understanding of both ours and the partners business models and product, this will ultimately lead to the success of the collaboration.
Sitting between Product Management and Sales, you will lead the region to identify, manage, and scale a network of high-impact Build Partners, ISVs, and Cloud Providers. You will be accountable for developing a robust license pipeline with partners, ensuring they are key contributors to regional revenue.
Duties
- Localise and direct the regional partner roadmap in alignment with the global product vision.
- Identify regional gaps, such as local lending regulations or payment rails, and recruit partners to address these requirements effectively.
- Identify regionally relevant build partners, creating and managing relationships.
- Responsible for all partner engagements across the region, prioritising who we work with based on capacity and value, across build, ISV and cloud partners.
- Lead engagements with partners developing proprietary assets to ensure all builds strictly complement our product direction.
- Ability to run low level workshops with partners, demoing with an understanding of the evolution and direction of our products.
- Ensure each partner solution enhances our product offering, rather than duplicating internal roadmaps and engineering efforts.
- Act as the primary strategic link between the Product function and local Sales teams, ensuring the regional sales team is fully equipped to execute against a product-led growth strategy.
- Evolve and grow regional partnership agreements within the formal Build Partner Programme, managing the full lifecycle of partner commitment and performance. This involves architecting joint value propositions, negotiating formalised commitments and reciprocal lead generation targets.
- As part of the joint value proposition creation and evolution, responsible for determining the go to markets approach and aligning on this approach internally (marketing, sales, product)
- Align with each region on build details, ensuring minimal duplication in the joint value proposition being proposed, at a detailed low level implementation view
- Negotiate complex reseller or referral models tailored to local market conditions, including regional regulatory requirements.
- Source high-quality leads from partners to build a robust regional pipeline. Facilitate introductory meetings and support Sales Directors in navigating, partner-influenced sales cycles.
- Integrate with partner tracking systems to ensure full visibility and credit for leads and sales generated through joint initiatives.
- Maintain accountability for the partner lead process, ensuring every opportunity meets the criteria before it is transitioned to the regional sales team.
- Manage senior relationships of partner organisations, influencing them to invest resources into builds that strictly complement the Thought Machine roadmap.
- Manage individuals Product Partnerships Success Managers in your region.
- Be responsible for tracking associated KPIs on your Build partners in your region.
Requirements
- Experience in senior partnership roles with a proven tenure of managing complex, high-stakes alliances.
- Experience in commercial roles, with a demonstrated ability to source leads and manage pipelines.
- Technical knowledge and experience, ability to delve into the technicalities of the product. You must be able to judge the technical fit of partner solutions against a complex. engineering roadmap and speak the language of both developers and C-Suite executives
- High level of fluency in cloud marketplaces (AWS/GCP) and ISV integrations.
- Knowledge of and passion for the financial services market and ecosystem.
- Banking and business knowledge to understand the problem statement associated with the joint value proposition.
- Proven ability to manage multiple complex partner initiatives simultaneously and manage the tension between long-term strategic partner health and short-term tactical sales needs.
Benefits
- Highly competitive salary
- Bonus incentive
- Healthcare
- 25 days holiday and public holidays
- Competitive maternity and paternity leave
- $1,500 SGD per year flexible spend benefit
- All the latest tech you need
- A talented and experienced team as your colleagues
- An environment where we encourage learning and progress
We actively hire candidates who demonstrate technical excellence in their field and welcome people of all ages and backgrounds, providing everyone with equal access to professional development. You are encouraged to apply even if your experience doesn't accurately match the job description. We also encourage applications from those with different abilities, including candidates with ADHD, autism, dyslexia or dyspraxia.
