About Orchestrade
Orchestrade is an award winning portfolio and risk management system built for hedge funds, energy traders and producers, and banks. Our platform enables financial institutions to streamline operations, manage risk more effectively, and future-proof their technology stack.
Role Overview
Reporting directly to the Chief Revenue Officer, the Partnership Manager (System Integrators) is responsible for building and leading our global System Integrator (SI) partner program. You will be the central point between our SI partners and our internal teams (Implementation, Support, Sales, Product).
Key Responsibilities
Partner Strategy & Development:
* Develop and execute the strategy for our System Integrator partnership program, ensuring alignment with our overall growth and cost objectives.
* Identify, select, and formalize partnerships with a targeted group of high-quality SI firms that have deep domain expertise in capital markets and/or energy & commodity trading.
* Work with the Chief Administrative Officer to establish commercial frameworks and legal agreements for our partnerships, including benefits and contractual requirements. Ensure partner adherence to those legal agreements.
* Collaborate with our Sales, Executive, and Marketing teams to develop the lead generation strategy behind our SI partner program.
Program Management & Enablement:
* Collaborate with our internal Training, Client Solutions, and Implementation teams to design, launch, and manage a comprehensive SI certification program, ensuring partners are fully equipped to implement and support our platform.
* Establish and govern the best practices, implementation methodologies, and quality standards that all certified partners must adhere to for client engagements.
* Ensure and be responsible for smooth client implementations with System Integrators.
* Define clear "rules of engagement" and operational workflows between partners and our internal Implementation, Client Solutions, and Sales teams to ensure seamless collaboration.
Relationship & Performance Management:
* Discuss our system integration network with prospects, providing confidence, clarity, and transparency in its ability to deliver on complex projects.
* Act as the primary point of contact and relationship manager for our SI partners, fostering deep, collaborative, and mutually beneficial relationships.
* Serve as the internal advocate for our SI partners, ensuring their needs and feedback are communicated effectively to our Product, Development, and Executive teams.
* Develop and manage partner performance metrics (KPIs), conduct regular business reviews, and hold partners accountable for delivering exceptional quality and value to our shared clients.
* Serve as the central point of escalation for all partner-related issues, working cross-functionally to drive resolution between the partner, the client, and our internal teams.
Qualifications & Experience
Required:
* 7+ years of experience in an implementation, professional services, partnership, or strategic role at a System Integrator, a major consulting firm, or at a B2B fintech vendor focused on Enterprise Deployments.
* Extensive experience working with System Integrators throughout an implementation process
* Expert knowledge of the operational workflows and technology stacks within capital markets (banks) and/or energy and commodity trading firms.
* Deep experience with integrating capital markets software and/or commodity trading and risk management systems (ETRM/CTRM) into a bank, broker-dealer, or energy trader.
* Demonstrable experience managing complex, multi-stakeholder projects and relationships involving clients, vendors, and implementation partners.
* Exceptional communication, negotiation, and relationship management skills, with the ability to influence and build consensus at all levels.
* A strategic thinker who can also execute tactically; you are comfortable creating a multi-year plan while also resolving day-to-day operational issues.