Senior Director, ISV Partner Sales

Summary: We are expanding our Partnership team and are seeking a Senior Director of ISV Partnership Sales. This individual will establish relationships with new ISV (Independent Software Vendor) partners by offering Onbe’s global payments and disbursement solutions through these ISVs to their end customer base. The solutions focus on payments to consumers, workforces, and service providers. These payments are often in the form of refunds, rewards, and payroll solutions delivered both digitally and physically.

Responsibilities

• Develop new prospects and verticals through the candidate’s personal network and utilizing Onbe’s lead generation capabilities.
• Build and nurture a group of referral sources.
• Develop business cases with clear value drivers for software and software-centric partners, structuring alliances that help partners achieve their business objectives.
• Prospect into multiple decision-making units, tailoring the solution to each buying persona.
• Craft the negotiation strategy while co-developing scenarios that build a positive relationship with partners, setting all parties up for long-term success.
• Deliver impactful return on investment statements as part of proposals, focusing on value creation for our partners and their end customers.
• Incorporate our growing book of solutions into custom value propositions, cross-selling multiple products into multiple buying centers.
• Leverage Onbe’s commercialization team, guiding Marketing and Account Management teams toward accelerating the growth of new partner relationships.
• Plan a flawless transition of customer responsibility to the account management team following successful onboarding and commercialization.
• Maintain accurate and timely customer, pipeline, and forecast data.

Qualifications

• 10+ years in a consultative B2B sales role with an emphasis on selling to Independent Software Vendors.
• Experience in payments or disbursements is a plus.
• Strong ability to interact and influence at all levels and functions, from C-level executives to influencers.
• Have “General Manager” qualities, being able to look at the business as an owner and being comfortable with driving optimization in all functions.
• Exhibit intellectual curiosity with a desire to learn and leverage past playbooks, yet be equally comfortable creating and fine-tuning new strategies.
• Collaborate tirelessly, making those to the right and the left better through leading by example and mentoring others.
• Experience working with a CRM such as Microsoft Dynamics or Salesforce.
• Up to 20% domestic travel may be required.
• This position is fully remote.