Stenn is one of the leading FinTechs in Europe and a category leader in the verticals and markets it operates in. Founded in 2015, Stenn’s purpose is to connect international SMEs to the global financial system, helping to bridge a reported $3.6 trillion (USD) financing gap through a fast, simple online platform. To date, Stenn has enabled over $18 billion (USD) of finance to SMEs in 3 verticals and 4 markets, with capital provided by several blue-chip banks and institutional fund managers across the globe. 

Rapid expansion continues at Stenn, as under-served SMEs seek financing solutions to manage significant macroeconomic and supply chain disruption; and this follows our $50 million Series A fundraise in 2022, valuing Stenn at $900 million.

Our HQ is in London with employees across the globe, including the USA, Europe and China. We are made up of diverse, highly skilled professionals who work in an innovative way to develop and drive our business further. Our people are empowered to work autonomously through a trusting leadership style which encourages learning.

The Role:

As a Partner Account Lead - APAC, you will play a key role in developing strong trusted and growing relationships with existing and new distribution partners in APAC of Stenn’s integrated-financing (API) and non-integrated financing solutions and services. 

As a subject matter expert in partnerships,  you will be able to identify each partner’s pain points, opportunities for partnership expansion and implement innovative solutions to drive deal flow and revenue growth.  This role will not only be focussed on revenue delivery, you must develop a deep understanding of Stenn’s integrated (API) and non-integrated financing products so you can recommend how our partners should implement them to enhance their users’ experiences.

The ideal candidate will be an experienced mentor of Partnership Account Managers and have a proven track record of growing sales of financial services and embedded-financing (API) solutions through distribution, integration or product partnerships.

You will work collaboratively with other business units such as: Sales, Marketing, Product,  Operations and Risk to ensure best in class partner experience. We have a clear mission and vision and need people who want to impact how we get there. We're a rapidly growing team so with this role comes the potential to build and grow a division around you. The impact you can have is unreal. 

 

Key Responsibilities:


Leadership:

    • Mentor all Senior Partner Account Managers within your APAC region on best partnership management practices, better ways-of-working and building exceptional teams
    • Establish yourself as Stenn’s Thought Leader in Trade Finance, Working Capital Finance, Embedded-Finance Solutions or Partnership Account Management
    • Introduce your professional network to the Partnership Sales Director in your region for potential partnership explorations
    • Drive Stenn’s participation in strategic partner ecosystems in your region

Relationship Management:

    • Build and strengthen relationships with existing partners
    • Onboard and activate new partners to contribute to business growth
    • Address partner concerns and ensure high satisfaction levels
    • Support your regional Partnership Sales Director during their sales process to successfully sign new partnerships

Strategic Planning and Goal Setting:

    • Activate each new integrated partnership within 2 months and each new non-integrated partnership within 1 month from onboarding
    • Own at least three strategic partnerships (integrated or non-integrated), delivering PR-worthy growth and partner satisfaction
    • Own at least three other partnerships, simultaneously meeting or exceeding personal OKRs and partner satisfaction for each
    • Collaborate with partners to set business goals and shared KPIs
    • Develop joint business documents for alignment and mutual growth

Sales and Revenue:

    • Drive a minimum of 30 partner-referred MQLs per partnership per month into and through Stenn’s sales teams and to deal
    • Input MQLs, with all required data, into Salesforce where you will actively track and move each to deal according to agreed SLAs with an assigned sales representative
    • Monitor and continually improve partner efforts to improve MQL quality, quantity, referral speed and partner revenue

Training and Education:

    • Organize quarterly training sessions and educational initiatives

Marketing Collaborations:

    • Equip partners with the knowledge and tools for effective selling to Stenn’s ICP
    • Work with the Partner Marketing Manager to create, implement, measure and optimize MQL generating programs against partner agreed business goals and KPIs
    • Report on partner performance and provide forecasts against personal OKRs

Reporting and Analysis:

    • Monitor and report on partner performance metrics against personal OKRs in weekly, monthly and quarterly team meetings
    • Utilize insights to improve each partnership
    • Utilize insights to improve partnership team processes, practices and performance

Contract Management:

    • Manage partner agreements and partner agreement renewals as needed

Event Participation and Representation:

    • Represent the company at industry events and partner meetings

What will success look like at the end of your first year at Stenn?

  • You will have successfully implemented initial products and processes within each of your assigned partnerships
  • You will be identifying further opportunities to drive revenue growth, including product integrations, and will have begun optimizing each partnership towards achieving scale and improving partner and their customer experiences
  • You will have contributed to the creation, iteration and implementation of a partnership account management playbook
  • You will be delivering best-in-class service to assigned partners; continually strengthening  those relationships, increasing revenue and trust
  • You will be delivering on personal OKRs and assisting the Partnerships team and your colleagues to deliver theirs

You will be immersed in and amplifying Stenn’s culture and are excited for what the future holds

Required Experience:

  • Requires at least a bachelor’s degree and 8 years partnership account management or related work experience in FinTech
  • A proven track record of growing sales of financial services and integrated-financing (API) solutions through distribution, integration or product partnerships
  • Strategic thinker with a results-driven mindset, who can communicate their thinking and approach with clarity to senior stakeholders 
  • Ability to identify and leverage business opportunities to move partnerships forward
  • Strong relationship-building and negotiation skills, obsessively focused on measurable outcomes and exceeding OKRs
  • Strong skills in Salesforce or equivalent CRM platform
  • Strong organizational and time management skills
  • Strong leadership mindset and mentoring skills 
  • Strong communication skills (verbal and written)
  • Speed, resourcefulness, and go-getter attitude. This team moves fast and always operates in new spaces
  • Ability to work under pressure in a fast-paced startup environment
  • A desire to progress and push yourself out of your comfort zone 
  • Fluency in English
  • Fluency in Mandarin
  • Fluency in additional languages like Vietnamese or Cambodian, preferred

We appreciate the support recruitment agencies can provide, however our in-house team do not require any 3rd party assistance at this time. 

At Stenn, we believe that every team member deserves to feel like they belong. We foster a culture of inclusivity, respect, and collaboration where everyone's unique perspectives are valued. Join us and be part of a team where you can thrive and grow, both professionally and personally.



 

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