The Direct Partner Manager is responsible for winning new Partnerships for Global Payments who will refer sales opportunities to the direct sales team. Identify then engaging with potential partners to build and develop a pipeline of potential new partnerships. Each Partner Manager will focus on a given partnership type:
ISV: Software Solutions in Retail, Hospitality, Healthcare, Service, CRM, ERP
Ecommerce: Web Design Platforms, Application Developers, Booking Platform, Shopping Carts, Accountancy Solutions, Gateway Solutions, Web Agencies
Referral: Trade Associations, Franchise Groups, Buying Groups, Utility Providers, Accountancy Groups, Insurance Companies, Business Service
Duties and responsibilities
Winning New Partnerships:
Identify and qualify prospective target Direct Partner opportunities: Conduct research and analysis to identify potential Direct Partners that align with the company's objectives and target market. Qualify these opportunities based on strategic fit, potential business level and other relevant criteria.\
Build and maintain a pipeline of potential partners : Continuously develop and build a pipeline of potential partners by proactively engaging with them, building relationships across relevant stakeholders, and keeping them engaged throughout the sales process.
Establish productive, professional relationships with key decision makers and influencers : Develop strong relationships with key individuals within potential partner businesses, such as MDs, CEOs, CTOs, COOs, and senior developers. Foster trust, credibility, and collaboration to drive partnership opportunities forward.
Present and negotiate commercial agreements : Prepare and deliver compelling presentations to potential partners, highlighting the value proposition and benefits of partnering with the company. Negotiate and finalize commercial agreements in line with the company's commercial guidelines and objectives.
Manage partner sales cycle: From initial engagement, qualification, negotiation and contract signing to the on boarding, go live and pilot process. Proactively manage the sales process, addressing any obstacles or challenges that may arise.
Agree on go-to-market plan/strategy : Collaborate with potential partners to define and agree upon a go-to-market plan or strategy that outlines how the partnership will be implemented, pilot programs, ongoing support, and revenue generation goals .
Coordinate with the wider team, including technical support: Ensure seamless coordination and involvement of the wider team, including technical support, to address any integration or technical requirements of the partners. Collaborate internally to meet partner objectives effectively.
Work with Legal and Commercial stakeholders: Collaborate with Legal and Commercial stakeholders to negotiate partner contracts, ensuring compliance with legal requirements, and protecting the company's interests.
Provide regular pipeline and progress reports: Generate and present regular reports to management, providing updates on the partner pipeline, progress, and key metrics. Offer insights, recommendations, and strategies to drive partnership growth and success.
Support the wider Sales Team
Offers support and expertise to the wider Sales team to ensure overall Sales & Business target are achieved
5 years of B2B sales experience in the Card payments market, within a target driven environment
Experience of stakeholder management at senior levels within partners
Good knowledge of MS-Office products
Very good communication skills, additional European languages would be an advantage
Effective and responsible way of working
High flexibility and basic willingness to travel
Very strong goal-orientation
Confident manner and strong negotiation skills
Strong customer and service orientation
Home Based with requirements to travel across UK and attend office location.