The Role
The Channel Partnerships Manager will drive growth from the reseller channel, manage the sales process, deepen partner relationships, and enhance channel sales enablement.
Summary Generated by Built In
Greenlight is the leading family fintech company on a mission to help parents raise financially smart kids. We proudly serve more than 6 million parents and kids with our award-winning banking app for families. With Greenlight, parents can automate allowance, manage chores, set flexible spend controls, and invest for their family’s future. Kids and teens learn to earn, save, spend wisely, and invest.
At Greenlight, we believe every child should have the opportunity to become financially healthy and happy. It’s no small task, and that’s why we leap out of bed every morning to come to work. Because creating a better, brighter future for the next generation depends on it.
Greenlight is seeking a dynamic and results-oriented Channel Partnerships Manager to drive growth from our recently launched reseller channel. As a key member of our Commercial partnerships team, you will be responsible for managing the go-to-market strategy and operations for our channel partners, with responsibility for driving channel revenue targets.
This is a quintessential business development role, requiring a blend of strategic thinking, relationship-building skills, strong organization and process improvement chops, and the drive of a quota-carrying seller. This team is growing rapidly, moves fast, and is always hustling, so you will need to be able to effortlessly navigate multiple priorities while finding opportunities to develop reproducible processes.
Your day-to-day:
- Own the channel sales pipeline. Manage activities to drive quarterly growth in deal creation and pipeline performance. Collaborate with Greenlight sales leadership and our channel partners to ensure the sales process runs smoothly while constantly improving any points of friction. Provide focused support for key partner accounts, working closely with Channel Partners to close critical, complex, strategically, or tactically important customer deals with high visibility.
- Manage channel strategy and performance. Collaborate with internal teams (Sales, Marketing, Product) to develop and implement joint go-to-market strategies and initiatives. Work with Channel Partners and Greenlight leadership to develop annual and quarterly sales forecasts and business plans, then provide accurate and timely performance reporting including: forecast attainment, key account progress tracking, and process improvement metrics.
- Deepen partner relationships: Cultivate and maintain strong, long-term relationships with key stakeholders within partner organizations. Serve as the primary point of contact, fostering open communication and mutual trust.
- Enhance channel sales enablement. Collaborate with sales enablement FTEs on the team to develop and deliver effective training programs, sales tools, and marketing materials to empower partners to effectively sell and promote our products/services. Ensure partners have a thorough understanding of our value proposition and competitive advantages.
- Lead contract negotiations and management: Participate in the negotiation of partnership agreements.. Manage and track the lifecycle of partnership agreements.
- Drive channel expansion: Research, identify, and prioritize potential channel partners (e.g., resellers, distributors, system integrators, technology partners) that align with our business objectives and target markets. Develop and execute comprehensive onboarding plans to ensure partners are equipped for success.
What you’ll bring to the team:
- At least 5 years of experience in partnerships, business development, sales, customer success, or other related GTM roles.
- An ownership mentality
- Excellent communication and relationship building skills, with the ability to work collaboratively internally and externally to build rapport and influence stakeholders.
- A Proven track record of successfully developing and managing strategic partnerships that drive significant revenue growth.
- Strong understanding of indirect sales models and channel partner ecosystems.
- Comfortability with data and the ability to leverage data to influence decisions.
- A willingness to travel, as needed, to meet with partners and attend industry events.
- Strong preference for SaaS and/or financial services experience.
- Bachelor's degree in a relevant field, and/or a MBA
Not sure this one’s for you? Don’t count yourself out. Show us what you’ve got and we’ll reach out if there’s a great fit.
Location: We are currently prioritizing candidates who are based in the greater Boston, Massachusetts or Atlanta, Georgia area.
Work perks at Greenlight:
- Medical, dental, vision, and HSA match
- Paid life insurance, AD&D, and disability benefits
- Traditional 401k with company match
- Unlimited PTO
- Paid company holidays and pop-up bonus holidays
- Professional development stipend
- Mental health resources
- 1:1 financial planners
- Fertility healthcare
- 100% paid parental and caregiving leave, plus cleaning service and meals during your leave
- Flexible WFH, both remote and in-office opportunities
- Fully stocked kitchen, catered lunches, and occasional in-office happy hours
- Employee resource groups
Who we are:
It takes a special team to aim for a never-been-done-before mission like ours. We’re looking for people who love working together because they know it makes us stronger, people who look to others and ask, “How can I help?” and then “How can we make this even better?” If you’re ready to roll up your sleeves and help parents raise a financially smart generation, apply to join our team.
Greenlight is an equal opportunity employer and will not discriminate against any employee or applicant based on age, race, color, national origin, gender, gender identity or expression, sexual orientation, religion, physical or mental disability, medical condition (including pregnancy, childbirth, or a medical condition related to pregnancy or childbirth), genetic information, marital status, veteran status, or any other characteristic protected by federal, state or local law.
Greenlight is committed to an inclusive work environment and interview experience. If you require reasonable accommodations to participate in our hiring process, please reach out to your recruiter directly or email [email protected].
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The Company
What We Do
Greenlight is a debit card and money app for families. Our mission is to shine a light on the world of money for families and empower parents to raise financially-smart kids.
Millions of parents and kids use Greenlight to earn, save, spend wisely, give and invest. Parents can set flexible spend controls, manage chores, automate allowances and invest for their kids’ futures.
The Greenlight team calls Atlanta home, but we have team members across the country. We’re pet enthusiasts, PTA presidents, fantasy football champs, kickball-mates and volunteer dance teachers. We’re backed by Drive Capital, JP Morgan Chase, Wells Fargo, TTV Capital, Relay Ventures, NEA, Amazon, Ally Financial, SunTrust Bank and Synchrony Financial. We were picked for CB Insights’ Fintech 250.
