Channel Sales Director

Summary

Join Versapay as the Director of Channel Sales and lead a team of AEs in converting leads from strategic partnerships with Netsuite, Microsoft, and Sage Intacct. You will be responsible for the Channel Sales Team's annual revenue, growing the organization, and influencing partner sales strategies. This role demands expertise in B2B payments and ERP/VAR ecosystems, requiring collaboration with cross-functional teams. You will coach and mentor the sales team, develop sales strategies, negotiate agreements, maintain partner program understanding, and collaborate on joint marketing initiatives. Reporting to the VP of Sales & Business Development, you will play a key role in shaping the partnership program's success. The ideal candidate possesses extensive experience in Fintech SaaS or Payments, with a proven track record in sales leadership and building strong relationships.

Requirements

• 10+ years of experience working for a fast-paced Fintech SaaS or Payments company
• 5-7 years of experience in Payments Sales
• 3-5 years of experience leading a Payments Sales Team
• B2B Payments expertise– deep knowledge of all elements of the payments sales process from statement analysis to quoting and through application and account staging
• Driving sales and a proven track record building relationships and targeting key decision makers to push opportunities and partnerships forward
• Working with and leading  virtual teams across functions and geographies
• Creating operational rigor, identifying and replicating core KPIs

Responsibilities

• Coach and executive sponsor a team of highly skilled and passionate Payments and Software Sales Representatives responsible for closing deals referred by VARs and Strategic Partner Sales Teams to maximize sales
• Deploy best-in-class sales strategies and processes, and co-create and execute the blueprint for the team’s success
• Act as the primary point of contact for Customer prospects’ inquiries, concerns, and escalations
• Negotiate high value agreements and terms to ensure favorable terms for both our Customers and Versapay
• Maintain a deep level of understanding of our ERP Partner programs and how we advance to top tiers to ensure Versapay is a strategic partner to Netsuite, Microsoft, and Sage Intacct
• Collaborate with partner team to leverage partner relationships to meet bookings targets and develop joint marketing initiatives, co-selling opportunities, and co-development projects
• Establish key performance indicators (KPIs) and operating mechanisms to continuously measure the success and effectiveness of partnerships
• Monitor sales team performance and track progress towards achieving target
• Provide regular reports and updates to senior management on sales activities and outcomes including leads passed, conversion rates, pipeline generated, and pipeline closed
• Collaborate with the product development team to ensure product-market fit and that our integrations are working effectively for our mutual clients

Preferred Qualifications

Partnerships in Fintech industry a plus