Job description

Head of Channel Partnerships – Global B2B Cross-border Payments, North America
Bring your experience and talent to build and scale a world-class Channel Partnerships function within the GTM organization at Convera. We are committed to moving money for the better. Join Convera to lead the Partnership team to drive the GTM transformation initiatives, accelerate revenue, and build a customer champion culture.

The Role:
We are seeking a technically proficient, growth-minded GTM leader to join the Global Channel Partnerships team as we reinforce our leadership in the global B2B cross-border payments space. The Global Channel Partnerships team sits within the larger Global Enterprise organization and works collaboratively across Vertical Sales, Customer Success, Marketing, Legal, and Finance teams locally and globally.

The position reports directly to the Global Head of Partnerships, within the Global Enterprise Team and will be responsible for acquiring and managing new channel partners in NAM. This role will impact how Convera goes to the market to acquire new partnerships, how we implement them, and how we maintain and grow them across their lifetime.

The leader in this role must be passionate about channel sales and partner management. The position is centered around creating value for our partner's client base, leveraging Convera’s technical, regulatory, compliance, and cross-border payment expertise. Having a hunger to source new opportunities aligned with Convera’s Ideal Partner Profile within our Target Addressable Markets is a must, and the ability to negotiate at all levels and cross-functionally is non-negotiable. In addition you’ll:

• Lead and mentor a team of highly experienced GTM partnership professionals
• Source new leads of potential technically integrated channel partnerships with digital marketplaces, global payroll platforms, banking core platforms, treasury platforms, and AR/AP software services, etc.
• Manage the funnel/pipeline of opportunities to ensure a fluid approach to business development.
• Best-in-class relationship and account management skills are a necessity to ensure that each channel partner is performing at its optimal level.
• Support Regional Channel Partnership Leaders/Managers in their sales and acquisition efforts through a voice of expertise and manage the implementation and scaling of the acquired partnerships.
• An eye for detail will be essential, as a data-driven approach is the only approach.
• Commercial acumen in determining price points, business cases, and opportunity sizing will ensure that our opportunities are appropriately prioritized, and the economics of the commercial deals are optimized.
• This role will lead and manage global and regional projects about Partner acquisitions and implementations, managing multiple cross-functional stakeholders across the following functions: Compliance, Legal, Finance, Partnership Managers, Sales Enablement, Credit, Product, Marketing, ELT, and Pre-sales.
• Be a role model of Convera values and adhere to the highest of standards

First 180-Day Goals:
1. Build a pipeline of new opportunities in the integrated partner's space and advance those opportunities through a sales funnel in North America
2. Lead the global Channel Partner taskforce engaged in identifying and acquiring new integrated partnership opportunities for Convera.
3. Work closely with Product, Pre-sales, and Product Delivery organizations to create GTM strategies for new next-gen product platforms for the partnership business and develop repeatable processes & playbooks.

Essential Requirements and Qualifications:
A minimum of 12 years of relevant work experience in a Go-to-Market function in a Tier-1 Financial Services, B2B Cross-border Payments, Global Payments Network, or a Global Fintech with demonstrated success in growing and managing large channel partners are required.

• A minimum of five years in managing Channel Sales teams is required
• Excellent working knowledge of global B2B payments, FX, and cross-border payment rails is required
• Strong technical proficiency, knowledge of modern technology stack, and solution delivery are required
• Prior experience in selling modern cloud-based, API-first payments platform is required
• Expertise in quantitative analysis, finance, and corporate development & strategy
• Successfully demonstrated skills in planning, organization, communication, and selling
• Ability to navigate complex accounts and build valuable relationships with diverse stakeholders
• Demonstrated ability to build internal relationships and work collaboratively in a Matrix organization
• Strong business acumen, business case, and negotiation. Track record in negotiating outsized multi-year contracts with strategic partners/customers and meeting established deadlines.
• Communication with external/internal stakeholders, excellent stakeholder management, ownership of client relationships and projects, excellent cross-functional teamwork, operationally disciplined, self-starter, entrepreneurial mindset, enterprise mindset, prioritization, organization, problem-solving
• Bachelor's degree in business administration, finance, sales, or a related field. MBA is preferred.
• Proficiency in all Microsoft Office applications and CRM software, e.g., Salesforce.com, is required.
• The ability for up to 30% travel, including overnights, is required
• A growth-minded professional with a track record of high performance within a culture of excellence

About Convera:
We are the largest non-bank B2B cross-border payments company in the world. Formerly Western Union Business Solutions, we leverage decades of industry experience and technology-led payments solutions to deliver smarter money movement for our customers – helping them capture more value with every transaction. We are more than 1,800 team members strong, working in over 30 countries. Convera serves more than 30,000 clients worldwide – publicly traded corporations, small business owners, large enterprise treasuries, extensive global channel partners, education and financial institutions, law firms and NGOs.

Our vision is to help make global business payments simple, secure, and smart, removing friction from global commerce for our customers.

We make moving money easy…so easy that any company in the world can grow with confidence.

Our Values:
Motivated by our values: Customer Champions, Growth Minded, Truth Seekers, Fast Movers, High Achievers, Respectfully Candid, and Collaborator

We're a company on the move and want our people to grow and develop. You will have many opportunities to learn new skills and further develop your career with an attractive salary and benefits package.

We are passionate about our diversity. Our commitment is to provide an inclusive culture that celebrates our global teams' unique backgrounds and perspectives while reflecting the communities we serve. We do not discriminate based on race, color, national origin, religion, political affiliation, sex (including pregnancy), sexual orientation, gender identity, age, disability, marital status, or veteran status.

We offer an abundance of competitive perks and benefits, including:

• Competitive salary
• Opportunity to earn an annual bonus (dependent on performance
• Great career growth and development opportunities in a global organization
• Hybrid office / home working
• Corporate benefits

Apply now!

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