Director of Channel Partnerships

Accountabilities

- Define and execute the channel partnership strategy for the Americas, ensuring alignment with broader business growth objectives and enterprise sales priorities.

- Build and scale a high-impact partner ecosystem by identifying, recruiting, onboarding, and developing strategic partners, including global system integrators, consulting firms, treasury advisory firms, banking partners, ERP providers, and technology companies.

- Establish trusted executive-level relationships with partner organizations and develop long-term joint business plans that support mutual growth and commercial success.

- Generate partner-sourced and partner-influenced pipeline opportunities, collaborating with enterprise sales teams to advance strategic opportunities and increase revenue through indirect channels.

- Develop and execute joint go-to-market initiatives, strategic account plans, and co-marketing activities that strengthen market reach and accelerate customer acquisition.

- Create scalable partner enablement programs, including training, certification, solution accreditation, and resources that help partners effectively position and deliver solutions.

- Collaborate with Sales, Marketing, Product, Customer Success, Professional Services, Finance, and Legal to coordinate partnership initiatives and maximize commercial impact.

- Monitor and optimize partner performance through regular business reviews, performance scorecards, pipeline tracking, forecasting, and return-on-investment analysis.

- Accelerate partner activation by reducing time to first opportunity and first deal, while strengthening partner engagement, certification, retention, and long-term growth.

- Deliver accurate forecasts, track partner-generated revenue, and continuously refine joint business plans to improve channel performance and profitability.

Requirements

- At least 10 years of experience in enterprise software sales, strategic alliances, channel partnerships, or a related commercial leadership role.

- Demonstrated success building and scaling partner ecosystems from the ground up, including the ability to recruit, activate, and develop strategic commercial relationships.

- Experience working with global system integrators such as Accenture, Deloitte, PwC, EY, Capgemini, or comparable organizations.

- Established relationships within treasury, enterprise resource planning (ERP), finance transformation, banking, consulting, or enterprise software ecosystems.

- Proven track record of generating enterprise revenue through partner-sourced and partner-influenced opportunities.

- Strong experience leading executive-level negotiations, structuring complex commercial agreements, and developing mutually beneficial partnership strategies.

- Deep understanding of enterprise Software-as-a-Service (SaaS) business models, indirect sales channels, and partner-led go-to-market strategies.

- Strong commercial, analytical, and strategic planning skills, with the ability to evaluate partner performance, manage forecasts, and measure return on investment.

- Excellent communication, relationship-building, negotiation, and stakeholder-management skills, including the ability to influence senior executives and cross-functional teams.

- An entrepreneurial, proactive, and results-oriented mindset, with the ability to operate independently, navigate ambiguity, and build scalable processes in a high-growth environment.

- Experience working in high-growth software or fintech companies is strongly preferred.

- Ability to collaborate effectively with geographically distributed teams and partners across the Americas and international markets.

Benefits

- Competitive compensation package, including base salary and performance-based incentives.

- Comprehensive benefits package, including health, vision, and dental insurance, as well as a 401(k) retirement plan.

- Fully remote working arrangement with a flexible, outcomes-focused work environment.

- Opportunity to build and scale a strategic partner ecosystem across the Americas from the ground up.

- High-visibility leadership position with direct exposure to executive leadership and influential strategic partners.

- Collaboration with talented colleagues across North America, Europe, and Asia.

- Opportunity to work with leading global enterprises, financial institutions, consulting organizations, and technology partners.

- A culture that values ownership, innovation, continuous learning, and entrepreneurial thinking.

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