Position and Company Overview

Company

Our client is a Fintech company that is a global leader in customer experience automation.  With a culture rooted in innovation, they transforms their customers' businesses every day. Their automation solutions empower retailers, restaurants, and financial institutions to save time, reduce costs, and deliver unparalleled customer experiences. They are an international company that is publicly traded and has been a trusted name for over 100 years and a global leader for more than a decade.

Our client is very values focused and  is committed to collaboration and innovation. 

• Customer Delight - Put customers first
• Integrity - Do the right thing, always
• Innovation - Embrace new challenges and share the future
• Speed - Move fast to stay ahead
• Diversity & Respect - Value the strength in our differences
• Teamwork - Succeed together

Position

The Director of Partnerships and Channels - Retail will build a sustainable base of business that meets and exceeds revenue objectives for agreed upon accounts in their assigned territory of key partners.

In this role, you will be a driving force behind expanded sales initiative, leading new business growth through key partners across retail vertical markets (Grocery, Discount Department, Quick Serve Restaurants, Check Cashing, and other cash-handling customers). To be successful in this role, the candidate must be well organized and have a plan for working his / her territory. He or She will work the entire sales pipeline daily. This starts with creating new leads, qualifying the leads, developing the opportunity, creating value, presenting solutions and closing new business.

The ideal candidate will be a relationship focused “Hunter”, essentially valuing and having the skill set to maintain and grow the business relationships that he / she started through their own prospecting and demand generation activity. This position will focus on the top tier partners who serve our customers across retail markets verticals.

Our strategy considers many partner models, and the Director of Partnerships and Channels - Retail will need to consider how the company's interests are best served by applying a “sell through” or “sell with” model, as appropriate.

Responsibilities

• Identification and development of prospect partners, and nurturing of the relationships through to qualified opportunity
• Revenue
  • Develop, realize and maintain incremental revenue by selling and advocating the company's products and services “to”, “through” and “with” prospective partners within specified territory and / or assigned accounts. 
  • Co-selling with the partner to end customers, or the facilitation of that co-selling through collaboration with other colleagues (for example, direct sales team colleagues)
• Experience utilizing CRM software to document all sales activity, manage the sales pipeline and identify, track and facilitate closure of key opportunities
• Maintain on-going relationships with multiple contacts throughout client’s organizations and effectively utilize internal resources to insure smooth delivery of products/ services and payment
• Process all sales order paperwork in a timely fashion
• Resolve customer conflicts quickly (RMA requests, etc.)
• 50%+ travel within geographic territory as required. Reside in major metropolitan city within territory
• Attend trade shows and partner events promoting products when required as well as internal sales meetings arranged by the company
• Maintains a consultative or solutions oriented selling style
• Demonstrated ability to manage multiple projects to achieve commitment and results
• Experience and understanding of retail information technology (IT) platforms a plus
• Drive bigger deals and more new opportunities
  

Qualifications

• BS or BA preferred
• 5+ years solution-based indirect (partner based) sales experience including but not limited to 2+ years sales experience within the retail market selling POS solutions, software, hardware, cash handling equipment or other B2B situations
• Must be organized, motivated and possess the ability to follow a structured sales process and develop and execute a sales plan enthusiastically.
• Position requires a “hunter mentality” and has demonstrated successful selling to and management of major partner accounts, where personal revenue achievement per year has been more than $10 million with high level contacts.
• Qualified candidate possesses the ability to provide a solution based selling approach (versus only product selling) to senior level executives in the retail markets, often with multiple stakeholders.
• Strong account management, closing and “win-win” negotiating skills are essential.
• Exceptional business writing and communication skills.
• Can create and modify Power Point style capability presentations.
• Can effectively use Excel and other MS applications.
• Experience in designing and negotiating winning sales proposals that involves calculating pricing to reach gross profit targets.
• Competitive, goal oriented sales leader with a proven track record of driving and delivering team results through revenue and new business generation