Head of International Growth & Partnerships

The role

This leader will grow the group outside Portugal, starting with Spain, by building an indirect business through resellers and distribution partners. You will decide market entry models, design the partner programme, and lead the Reseller & Partnerships Specialists.

What you will do

• Define market selection criteria and present a sequencing plan to the CEO
• Open Spain as the first market by leading international opportunities and signing customers and partners
• Own the indirect channel strategy for Portugal, Spain and new markets
• Achieve the annual channel revenue target
• Set commercial terms of the channel including discounts, margins, commissions and deal registration rules
• Anticipate internal costs for new markets including fiscal certification and product localisation
• Lead and develop the Reseller & Partnerships Specialists
• Manage the full partner lifecycle from application to termination
• Prevent channel conflict through deal registration rules
• Report monthly to the CEO on pipeline, revenue, forecast, partner performance and risk

Required qualifications

• Led the entry of a product into a foreign market and signed the first local references
• Designed or revised the tiers and commercial terms of a partner programme
• Negotiated a multi-year reseller agreement
• Resolved a channel conflict with direct sales
• Handled another country’s invoicing requirements
• Knowledge of the Iberian hospitality market and of Iberian fiscal and invoicing requirements
• Portuguese, English and Spanish fluent to negotiation level
• Higher education in Management, Economics, Engineering or a related field

Nice to have

• proven market-entry experience in B2B software, preferably in hospitality
• proven leadership of a channel or partner programme
• an established network in Spain

Before you apply

• All candidates must apply through the official Careers site to be considered
• Banyan Software may use artificial intelligence (AI) tools to assist in screening and/or assessing applicants

About the company

Banyan Software acquires and grows software businesses that serve specialized industries using a buy-grow-and-hold-for-life approach. Host is a portfolio company of Banyan building a modern hospitality technology platform.