Director of Channel Partnerships

United StatesRemoteFull-time

Other

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Quick Summary

Overview

This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Director of Channel Partnerships,

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The Director of Channel Partnerships will lead the development and expansion of a strategic partner ecosystem across the Americas, driving enterprise growth through high-impact commercial alliances. This senior leadership role offers the opportunity to build a channel strategy from the ground up and establish a scalable partner-generated revenue engine. You will recruit and develop relationships with global system integrators, consulting firms, banking institutions, ERP providers, and technology partners. Working closely with executive leadership and cross-functional teams, you will create joint go-to-market strategies that strengthen market presence and accelerate revenue growth. Success will depend on your ability to generate qualified pipeline, activate strategic partnerships, and deliver measurable commercial results. This fully remote opportunity is ideal for an entrepreneurial, commercially driven leader who thrives on building relationships, shaping strategy, and delivering sustainable business impact in a global fintech environment.

Define and execute the channel partnership strategy for the Americas, ensuring alignment with broader business growth objectives and enterprise sales priorities.
Build and scale a high-impact partner ecosystem by identifying, recruiting, onboarding, and developing strategic partners, including global system integrators, consulting firms, treasury advisory firms, banking partners, ERP providers, and technology companies.
Establish trusted executive-level relationships with partner organizations and develop long-term joint business plans that support mutual growth and commercial success.
Generate partner-sourced and partner-influenced pipeline opportunities, collaborating with enterprise sales teams to advance strategic opportunities and increase revenue through indirect channels.
Develop and execute joint go-to-market initiatives, strategic account plans, and co-marketing activities that strengthen market reach and accelerate customer acquisition.
Create scalable partner enablement programs, including training, certification, solution accreditation, and resources that help partners effectively position and deliver solutions.
Collaborate with Sales, Marketing, Product, Customer Success, Professional Services, Finance, and Legal to coordinate partnership initiatives and maximize commercial impact.
Monitor and optimize partner performance through regular business reviews, performance scorecards, pipeline tracking, forecasting, and return-on-investment analysis.
Accelerate partner activation by reducing time to first opportunity and first deal, while strengthening partner engagement, certification, retention, and long-term growth.
Deliver accurate forecasts, track partner-generated revenue, and continuously refine joint business plans to improve channel performance and profitability.

Requirements

~2 min read

At least 10 years of experience in enterprise software sales, strategic alliances, channel partnerships, or a related commercial leadership role.
Demonstrated success building and scaling partner ecosystems from the ground up, including the ability to recruit, activate, and develop strategic commercial relationships.
Experience working with global system integrators such as Accenture, Deloitte, PwC, EY, Capgemini, or comparable organizations.
Established relationships within treasury, enterprise resource planning (ERP), finance transformation, banking, consulting, or enterprise software ecosystems.
Proven track record of generating enterprise revenue through partner-sourced and partner-influenced opportunities.
Strong experience leading executive-level negotiations, structuring complex commercial agreements, and developing mutually beneficial partnership strategies.
Deep understanding of enterprise Software-as-a-Service (SaaS) business models, indirect sales channels, and partner-led go-to-market strategies.
Strong commercial, analytical, and strategic planning skills, with the ability to evaluate partner performance, manage forecasts, and measure return on investment.
Excellent communication, relationship-building, negotiation, and stakeholder-management skills, including the ability to influence senior executives and cross-functional teams.
An entrepreneurial, proactive, and results-oriented mindset, with the ability to operate independently, navigate ambiguity, and build scalable processes in a high-growth environment.
Experience working in high-growth software or fintech companies is strongly preferred.
Ability to collaborate effectively with geographically distributed teams and partners across the Americas and international markets.