How you’ll have a massive impact here – and on your career:
As a Partner Channel Manager, you will be tasked with overseeing our business plans related to partner alliances and channels. Your responsibilities include cultivating strong partner relationships, coordinating cross-functional efforts for successful execution to grow new business and revenue for Versapay.
This position is strategically significant, with a primary focus on establishing and nurturing key relationships with partners including Microsoft, Sage and NetSuite. Your efforts will contribute to the expansion of our integrated offerings and value propositions, the formulation of effective BD strategies, and the promotion of revenue growth through collaborative go-to-market approaches such as co-marketing, co-selling, and field teaming, as well as referrals. A key aspect of your role involves close collaboration across all departments to foster alignment and ensure coordinated execution of initiatives.
What you'll do:
- Take charge of acquiring and managing partnerships, including business planning, metric/goal establishment, integration of offerings and solutions, marketing, sales enablement, and other essential aspects, with a keen focus on key success priorities.
- Monitor and report on metrics/goals, such as ARR growth and customer adoption, while identifying opportunities for improvement and driving alignment.
- Manage key alliance relationships, partnership planning, goal setting, and operational execution with partners.
- Leverage experience to help develop a tailored pitch strategy. Conceptualize and guide the process to create the presentation materials and engagement strategy of key decision-makers.
- Cultivate strong relationships with key stakeholders in partner organizations.
- Collaborate with team members to define go-to-market strategies and priorities.
- Identify and oversee opportunities for joint business growth through integrated solution offerings and go-to-market initiatives, such as co-marketing, co-selling, field teaming, and sales.
- Define joint value propositions, sources of differentiation, messaging, positioning, and, in some cases, packaging and pricing with ecosystem partners.
- Develop and implement a strategic rollout plan from signed contract through integration, ensuring ongoing education involving all stakeholders.
- Provide thought leadership, strategic insight, and clear communication to the team and company regarding various partnership initiatives.
What you'll bring to the team:
- 7-10 years of sales experience within a significant software/integrated payments organization in a fast-growing environment.
- Experience in managing and scaling a partnership organization for a multi-faceted sales structure, consistently increasing bookings.
- Entrepreneurial with a bias for action
- Previous experience working with partners such as Microsoft, Sage, or NetSuite and their associated Value Added Resellers.
- An understanding of the ERP partner ecosystem and how it operates.
- Demonstrated commitment to disciplined processes, including forecasting with sales tools, sales methodology, sales operations, compensation alignment, and organization structure design.
- Industry experience in application software or technology in higher growth mid-cap or growth venture environments, with a strong preference for software experience.
- Dual expertise as a strategic and tactical sales executive with the ability to act as a change agent, making a professional and resourceful impact on the organization.
- Proven success in developing and delivering strategic plans with leading tech companies (ISVs) as well as mid-sized SaaS vendors for significant business impact. Proven success in developing and delivering strategic plans with leading tech companies (ISVs) as well as mid-sized SaaS vendors for significant business impact.
- Strong planning, financial, and analytical skills, with a proven ability to apply business acumen to complex situations with competing priorities.
- Exceptional organizational leadership skills, including strong written and oral communication abilities; adept at building relationships with customers, vendors, and employees at all levels
- Please note, this role will require ~30% travel.
What We Do
Versapay is focused on changing the way companies do business together by offering Customer-Centric Order-to-Cash solutions for mid-market and enterprise businesses. We help our clients offer a superior customer experience, enabling CFOs to accelerate cash conversion, reduce costs, and eliminate paper, checks and manual business processes. Based in Toronto with offices in Atlanta, Cleveland, Baltimore and Las Vegas, Versapay is owned by Great Hill Partners, a Boston-based technology investment firm.
