R3 is an enterprise blockchain software firm working with a broad ecosystem of more than 300 members and partners across multiple industries from both the private and public sectors to develop on Corda, our open source blockchain platform, and Corda Enterprise, a commercial version for enterprise usage. Our Corda platform is already being used in industries from financial services to telecommunications, shipping, insurance and more. It records, manages, and executes institutions’ agreements in synchrony with their peers, creating a world of frictionless commerce.
 
This strategic role will be focused on building and managing a $40B+ global system integrator (GSI) based in the US with the key goal of further accelerating R3’s joint customer business around the globe with this strategic partner, leading to top line revenue growth.  In this role, you will manage the global relationship in including managing the day-to-day operations and executive relationships, building and executing on multi-year plans, and enabling the partner globally. You will be working on innovative initiatives such a central bank digital currency (CBDC), asset tokenization, and industry level transformation projects.
The ideal candidate will possess the business background that enables them to engage at the CXO level, the channel experience to understand the needs and capabilities of their partner, and the sales background needed to easily interact with customers and sales/field reps. He/she should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions.

Responsibilities

• Work with the R3 global sales organization to define and execute joint sales and go to market programs to drive partner revenue.
• Set a strategic business development plan for target market segments and ensure it is in-line with the R3 strategic direction.
• Engage the partners’ field sales organization, channels, and end customers to create and drive revenue opportunities for R3
• Identify specific customer segments and industry verticals to approach with a joint value proposition for using R3 software and services.
• Collaborate closely with R3 platform, services, commercial and legal teams for end-to-end partnership engagement, from deal specific agreements to multi-year strategic agreements.
• Understand the technical and capability requirements of the GSI and work closely with the internal development team to guide the direction of our product offerings.
• Engage closely with regional partner, sales and technical pre-sales teams to develop sales pipeline in support of RFPs, projects / pilots
• Nurture existing partnerships to deliver ongoing mutual value and evolve the relationship as more R3 offerings come on-line
• Prepare and deliver business reviews to senior management team

Qualifications

• 8-12+ years of experience in partner sales or business development in the software/technology industry with a history of exceeding performance metrics
• Previous experience working for or with global system integrators
• Track record of driving revenue through partners with structured programs
• Experience engaging C-level executives
• Strong project and program management skills, including advanced problem solving and decision-making skills
• Excellent verbal and written communication skills, as well as the ability to work across internal and external organizations
• Understanding of blockchain & distributed ledger technology (Preferred)

How We’re Handling Covid-19

We are extremely grateful to continue to grow as a company during these unprecedented times. Our #1 priority is the health, safety, and wellbeing of our current and future R3’ers. We want to share with you what we’re doing and what you can expect throughout our interview and on-boarding processes.

Since March, most R3’ers have been working remotely, although we have opened some key office locations global, with limited capacity for those that cannot work from home or need to come into the office.

As you go through the virtual interview process with us, please don’t worry if children or pets make a guest appearance. We understand these things happen- it’s real life after all! If we are fortunate enough to welcome you to the team, we’ll get a laptop couriered to you and get you set up virtually on your first day.  We also provide you with a “Work From Home” allowance to enable you to purchase some equipment to be more comfortable and productive.

We Have And Will Continue To Take Steps To Ease Some Of The Burden For Our R3’ers

We understand that Work From Home (WFH) life can be challenging in many ways, so some of the additional support measures we have in place include;

• New Starter WFH allowance (as mentioned above) to get you setup to work productively at home
• Additional access to wellbeing resources (as well as the support provided as part of your Vitality Private Medical) including a year’s free subscription to the Headspace app and modules on our Lessonly training platform from MindGym (including Goal getting, Stress Busters and Virtual Work)
• We also have additional health and wellbeing resources available on our wiki pages when you join.

R3 may process the personal data collected or identified as being imported in accordance with R3’s Recruitment Privacy. Read the policy here. In particular, R3 will use the personal data provided for the purposes of processing your application for the role you have applied for, to assess your suitability for the role as well as to enter into a contract with you if you are successfully brought onto the R3 team.