Company is looking for an exceptional VP of Partnerships & Business Development to work with partners across our ecosystem of hardware, software, payments and industry partners mainly in Sports & Entertainment, Higher Education, Restaurant, Retail and Attractions.
Key areas of focus will include partner network lead gen, new and current relationship development, deal support, referral and reseller channel management and general business generation through partners.
We are looking for someone who has a history of developing and nurturing relationships and can represent Company in the market.
Must have experience in generating business and presenting to senior executives.
Strong organizational skills and ability to identify new opportunities and execute on them.
Responsibilities:
Manage and grow partnerships across multiple categories, including hardware, software, payments, and general business development Drive partner channel lead generation, opportunity creation and closed deals Foster referral and reseller relationships to increase cross-sell and revenue opportunities Create and develop partner network program and certification Conduct joint product sales training sessions with key partners Assess verticals in which Company works and identify new partners to help drive opportunity and expand Company footprint Think creatively to use marketing funds to sponsor events and tradeshows Manage partner team members Represent Company at in-person trade shows and partner events, with the potential of presenting to large audiences Lead cross-functional teams to work with partners to execute on go-to-market programs and monitor through the development of those programs to ensure their success.
Present and clearly communicate recommendations and results to both internal and external stakeholders Referral and reseller contracting and negotiations Work with sales team members to close deals with heavy partner and integration focus Develop relationships with both product and marketing teams to define partnerships and G2M strategy Ownership of cost modeling and price management with products associated to partnership networks Ownership of Go-to-Market strategy and cross departmental alignment within our partnership network
Requirements
5-10+ years of partnership or partnership-related experience History of developing and managing senior-level partner relationships and generating revenue Experience working cross-functionally within and outside a company to deliver partner solutions and drive go-to-market Strong negotiation skills including management of complex legal agreements Experience with API and SDK driven software integrations Excellent presentation skills, with experience presenting to large audiences Well-developed teamwork skills including written and verbal communication skills Strong organizational and analytical skills Financial and revenue modeling experience a plus Payment, Gateway and/or POS experience a plus