Manager, Strategic Alliances - EMEA

Fingerprint empowers developers to stop online fraud at the source.

We work on turning radical new ideas in the fraud detection space into reality. Our products are developer-focused and our clients range from solo developers to publicly traded companies. We are a globally dispersed, 100% remote company with a strong open-source focus. Our flagship open-source project is FingerprintJS (20K stars on GitHub).

We have raised $77M and are backed by Craft Ventures (previously invested in Tesla, Facebook, Airbnb ), Nexus Venture Partners (previously invested in Postman, Apollo.io,MinIO, Druva) and Uncorrelated Ventures (previously invested in Redis, Rollbar & Gradle).

Location: Remote (EMEA region)

What The Role Is:

We are seeking a Manager, Strategic Alliances with robust sales acumen, strategic insight, and channel program management expertise to boost growth within our partner ecosystem in the EMEA region. The core goal is to source, onboard, and collaborate with selected channel partners to expand Fingerprint's presence and significantly increase revenue across European markets.

The Manager, Strategic Alliances is responsible for establishing and scaling Fingerprint’s growth via strategic partners and alliances. We are looking for an experienced business development and partnerships manager to assess, plan, and execute a partner acquisition strategy across multiple partner categories (VARs, Fraud & Orchestration Platforms, GSIs, and more).

Your role will encompass both business development and partner management. You will have experience evaluating market dynamics all while sourcing, scoping, negotiating, and growing partner relationships. You will be part of a growing team that is motivated and optimistic, that embraces change, and sees opportunity in developing new programs.

The ideal candidate will have a track record in sourcing new partners while initiating and expanding channel partner Go-To-Market strategies with existing partners, possessing strong sales capabilities and the ability to articulate complex ideas effectively, and enabling high-level engagement within partner organizations to drive outcomes. This pivotal role demands cross-functional leadership aptitudes to collaborate with Fingerprint's teams, including Sales, Marketing, Legal, Product, and Leadership, specifically tailored to the EMEA market dynamics.

The candidate should demonstrate strategic and analytical thinking about business, product, and technical challenges and be adept at constructing and communicating compelling value propositions. We seek individuals who are innovative, growth-oriented, and keen on enhancing Fingerprint's channel sales methodologies in the EMEA region.

What You’ll Do:

• Focus on driving distribution of Fingerprint’s technology through a combination of the following categories: VARs, BPOs, GSIs, resellers, and referral partners.
• Lead all aspects of deal execution when sourcing net new partners: identifying and prioritizing targets, meeting with prospects, business case development, deal structuring, negotiating terms and contracts, and closing.
• Design and administer partner programs with existing alliances, resellers, and referral partners to surpass sales targets in the EMEA region.
• Act as the principal advocate to secure partner commitment across various functional areas and levels, effectively promoting Fingerprint's offerings in the EMEA market.
• Foster strategic congruence between Fingerprint and partners' roadmaps, with a focus on market trends and needs.
• Develop strategic and operational plans with partners, including setting and monitoring joint KPIs pertinent to EMEA markets.
• Craft and implement a joint marketing strategy, including localized initiatives for the region (press releases, mutual networking events, webinars, blogs, campaigns, etc.).
• Collaborate with marketing to produce all required joint marketing materials, tailored for the EMEA audience.
• Guide marketing and training efforts to equip the channel partner's sales, product, and marketing teams for success.
• Manage the deal registration process, ensuring effective qualification and tracking of prospects within the sales pipeline.
• Facilitate the integration of Fingerprint representatives into the sales process as necessary to secure major deals.
• Identify ongoing marketing opportunities (joint presentations, events, webinars, case studies, etc.) to promote success through the EMEA channel.
• Utilize CRM for regular tracking & reporting of key performance metrics, translating these into strategic insights.

What You’ll Bring:

• Established track record in developing a channel program with measurable success in sales, preferably within the EMEA region.
• Minimum of 5-7 years’ experience in channel management.
• Past experience and track record of success in the Identity, fraud and/or cyber industries are a plus.
• A successful track record of signing and launching new partnerships that have contributed revenue and tangible business value.
• Strategic mindset with the ability to integrate technology and business strategy to develop compelling plans for new partner initiatives.
• Proficiency in forecasting channel revenue accurately, with strong CRM skills and discipline, tailored to European market dynamics.
• Independent, driven leadership with a focus on execution and driving sales results.
• Exceptional communication skills, with proficiency in building “joint value” plans and presenting and engaging with customers and partners.
• Quick learner, ready to absorb new information through Fingerprint's training program and relevant external sources.
• Influential relationship-building skills across all levels, with a keen understanding of EMEA cultural nuances.
• Effective prioritization and multitasking abilities, with attention to detail and follow-up within the EMEA business environment.
• Readiness to adapt to a fast-paced, evolving setting and comfortable with travel across the region as needed.

Offers vary depending on, but not limited to, relevant experience, education, certifications/licenses, skills, training, and market conditions.

Due to regulatory and security reasons, there’s a small number of countries where we cannot have Fingerprint teammates based. Additionally, because Fingerprint is an all-remote company and people can join our workforce from almost any country, we do not sponsor visas. Fingerprint teammates need to be authorized to work from their home location.

We are dedicated to creating an inclusive work environment for everyone. We embrace and celebrate the unique experiences, perspectives and cultural backgrounds that each employee brings to our workplace. Fingerprint strives to foster an environment where our employees feel respected, valued and empowered, and our team members are at the forefront in helping us promote and sustain an inclusive workplace. We highly encourage people from underrepresented groups in tech to apply.

If you are applying as a resident of California, please read our CCPA notice here

If you are applying as a resident of the EU, please read our GDPR notice here