Channel Partnerships Director

Summary

Join Trustly Americas as their Director, Channel Partnerships and play a key role in expanding their network of channel partners. You will define and execute a strategic approach to grow their market presence and revenue. Responsibilities include setting and achieving sales targets, managing go-to-market plans, and building strong partner engagement strategies. This role requires 10+ years of experience in channel partnerships within a financial technology company, expertise in payments, and a proven track record of revenue generation. Trustly offers a competitive salary, flexible work arrangements, and a comprehensive benefits package.

Requirements

• 10+ years of experience, with at least the past 5 years in channel partnerships, sales, business development, or strategic partner management within a financial technology company
• Domain expertise in payments or experience working in the payments industry is required
• Track record of working with product and engineering teams with strong product instincts and the ability to identify opportunities to leverage partners’ products and capabilities
• Documented success implementing channel strategy within payments or other related markets
• Consistent track record for revenue generation driving sales in both direct and channel sales roles
• Excellent closing, negotiation, leadership, and presentation skills
• Outstanding interpersonal skills with the ability to work with all levels of management
• Ability to forecast channel revenue accurately with strong Salesforce.com skills
• Highly organized and detail-oriented
• Ability to influence and build strong relationships with decision-makers across all levels of partner and prospect organizations
• Strong oral and written communication skills
• Ability to work with little supervision and adapt to a fast-paced, constantly changing environment
• A high degree of honesty, integrity, and sound judgment

Responsibilities

• Define and execute channels strategy to drive Trustly’s growth
• Execute a multi-channel and multi-vertical approach targeting acquirer, referral, distributor/reseller and other related technology and service partners
• Work closely with Sales, Legal, Marketing, Risk, and Product to launch and manage new channel partnerships as well as strengthen existing partnerships to extend Trustly’s reach and revenue
• Individually and working with Trustly Marketing and Sales teams: identify and develop relationships with new channel partners
• Maximize sales through existing channel relationships
• Leverage internal & external resources to effectively position Trustly's value proposition to channel partners
• Generate passion and enthusiasm within our partner community, fostering a desire to promote, prioritize and sell Trustly's solutions
• Coordinate go-to-market plans including partner communications, joint marketing, sales training, sales incentives, lead qualification and referral process, and associated reporting
• Engage with new and existing channel partners to set, achieve and exceed targets by developing and executing annual sales plans
• Champion the channel program internally to drive focus and appropriate level of investment in Product and Marketing
• Work closely with the Trustly Sales teams to engage partners and establish 1-to-1 linkages between Trustly Sales and the partner’s sales organization
• Work as part of the sales team to assist in negotiating and closing channel deals
• Work cross-functionally and with Sales Management, Solution Consulting, Product Management, Marketing, and Legal to ensure continued growth of the business
• Effectively use SFDC to forecast, track, develop and report activity with potential clients, channel partners and renewals
• Achieve annual quota through well-documented quarterly progress
• Participate in monthly performance reviews with direct management and quarterly reviews with department management

Benefits

• Flexible paid time off & generous PTO accrual plans
• Comprehensive medical, dental, vision, and other insurances
• Flexible spending accounts for medical and dependent care
• Home office set-up allowance
• Internet stipend
• Retirement plan match for 401k and RRSP
• Gender-neutral paid parental leave