Strategic Partner Director, Channel Sales

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Strategic Partner Director, Channel Sales based in the United States.

We are seeking an experienced Strategic Partner Director to develop and scale strategic channel partnerships within the financial services and technology sectors. In this senior, revenue-focused role, you will build relationships with banks, credit unions, fintech companies, and technology providers to expand market reach and drive sustainable business growth. You will own the channel strategy, manage high-value partnerships, and generate partner-sourced and partner-influenced revenue. Working closely with Sales, Product, Engineering, Marketing, and Legal teams, you will transform strategic alliances into scalable commercial opportunities. You will also lead complex negotiations, develop joint go-to-market strategies, and influence executive stakeholders across the financial services ecosystem. This is an opportunity to take ownership of a high-impact partnership function while contributing to the advancement of digital identity verification and fraud prevention.

• Develop and Execute Partner Strategies: Define and implement the financial services channel strategy, identifying high-potential partners, partnership models, and target market segments that can generate sustainable revenue growth.

• Build and Manage Strategic Partnerships: Identify, recruit, negotiate, and close new partnerships with banks, credit unions, core banking providers, digital banking platforms, banking-as-a-service providers, and systems integrators. Establish and maintain strong relationships with key executive, product, and sales stakeholders.

• Lead Partnership Negotiations: Structure and negotiate strategic partnership agreements, including referral, reseller, embedded, and Original Equipment Manufacturer (OEM) arrangements, working closely with Legal and Finance teams to establish mutually beneficial commercial agreements.

• Drive Channel Sales and Revenue Growth: Own partner-sourced and partner-influenced pipeline and revenue targets. Develop joint business plans with strategic partners, establishing clear revenue objectives, target accounts, integration milestones, and go-to-market commitments.

• Manage Joint Sales Opportunities: Coordinate joint account planning and co-selling initiatives with partner sales teams to acquire new banking, credit union, and fintech customers. Collaborate with internal Account Executives to incorporate partners into direct sales opportunities and manage deal registration and potential channel conflicts.

• Oversee Pipeline and Performance Reporting: Maintain accurate partner pipeline data, sales forecasts, and partnership activities within Salesforce. Monitor channel performance and communicate progress, opportunities, and results to sales leadership.

• Coordinate Cross-Functional Initiatives: Collaborate with Product and Engineering teams to prioritize and deliver partner integrations that simplify product adoption and deployment. Work with Marketing to develop joint campaigns, industry events, co-branded content, and demand-generation initiatives.

• Enable and Support Partners: Train partner sales and solutions teams on product capabilities, value propositions, and ideal customer profiles, equipping them to effectively position and promote solutions to their customers.

• Provide Market and Competitive Insights: Gather partner feedback, identify emerging market trends, and share competitive intelligence with internal teams to influence product development and go-to-market strategies.

• Establish Partnership Performance Metrics: Define and track key performance indicators, including partner-sourced pipeline, partner-influenced revenue, partner activation, conversion rates, and deal velocity, continuously optimizing partnership performance.

Requirements:

• Extensive Enterprise Sales Experience: At least 10 years of experience in enterprise sales, business development, or strategic commercial partnerships, including a minimum of 5 years in channel sales, strategic alliances, or partnership management within financial services technology.

• Proven Revenue Generation: Demonstrated success in achieving or exceeding partner-sourced revenue targets and closing complex, multi-stakeholder enterprise deals.

• Established Financial Services Network: Strong professional relationships across banks, credit unions, fintech companies, and technology providers serving financial institutions, particularly core banking, digital banking, and banking-as-a-service platforms.

• Strategic Partnership Expertise: Extensive experience identifying, developing, negotiating, and managing commercial partnerships, including referral, reseller, embedded, and OEM agreements.

• Strong Commercial and Negotiation Skills: Ability to develop compelling partnership proposals, structure commercial agreements, build joint business cases, and negotiate effectively with senior executives and external stakeholders.

• Technical and Business Acumen: Ability to understand complex, data-driven technology solutions and communicate their value clearly to business leaders, technical teams, and customer executives.

• Cross-Functional Leadership: Proven ability to collaborate with Sales, Product, Engineering, Marketing, Finance, and Legal teams while influencing stakeholders and driving initiatives without direct reporting authority.

• Analytical and Strategic Thinking: Strong quantitative skills and experience developing revenue forecasts, partner business plans, performance dashboards, and measurable growth strategies.

• Excellent Organizational Skills: Ability to manage multiple strategic relationships, commercial negotiations, and sales opportunities simultaneously in a fast-paced, evolving business environment.

• Communication and Relationship Management: Exceptional presentation, interpersonal, and stakeholder management skills, with the ability to establish credibility and build long-term executive-level relationships.

• Additional Experience Considered an Advantage: Previous experience selling identity verification, fraud prevention, Know Your Customer (KYC), Anti-Money Laundering (AML), or Regulatory Technology (RegTech) solutions. Experience building and scaling a channel partnership program from the ground up is also highly desirable.

Benefits:

• Competitive base salary: Annual compensation ranging from $160,000 to $180,000, depending on experience and qualifications.

• Performance-based compensation: Eligibility for an annual bonus or commission plan tied to performance and business results.

• Equity opportunities: Access to equity compensation, offering the opportunity to participate in the company's long-term growth.

• Comprehensive rewards package: Competitive benefits and additional compensation opportunities alongside base salary.

• Remote flexibility: Fully remote working arrangement within the United States.

• Strategic leadership opportunity: Take ownership of important financial services partnerships and directly influence channel strategy, revenue generation, and market expansion.

• High-impact environment: Work on complex challenges in digital identity, fraud prevention, and financial technology, helping businesses and institutions build trust in the digital economy.

• Cross-functional collaboration: Partner with experienced professionals across commercial, product, engineering, marketing, and legal functions.

• Equal opportunity workplace: Join an organization committed to diversity, inclusion, and providing reasonable accommodations throughout the recruitment and employment process.

We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team.

We appreciate your interest and wish you the best!

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