Realex Payments is a leading payments service provider with over 6,000 clients processing over €15bn in online payments per annum. Operating closely with financial institutions, we provide a suite of services around payment processing, fraud & risk management and currency tools.
Come and help us build the future of payments in a growing company with real potential for professional and personal growth! We will develop your expertise and skills, working together to excel and grow.
Our direct sales teams in the UK are having major success across various sectors and tiers of business. Some of this success has been achieved through a number of partner relationships that includes financial institutions, web developers, industry bodies and software platform/system integrators etc. We now wish to build a specific channel management function to aggressively accelerate and grow our partner portfolio and are looking to recruit a tenacious individual who has the appetite to build and grow a market leading partnerships team.
What you will be doing
Reporting into the UK BD Country Manager, this role will be accountable for the channel management strategy and driving the recruitment and management of SME and Corporate partners. The individual will be responsible for an existing team which includes an SME telesales/business development function.
•Working with the team on the continued development and implementation of our channel strategy in the UK. We expect the candidate to drive the ‘refresh’ of this strategy introducing models and processes they have adopted in previous roles.
•Core channel responsibility is ultimately to identify and actively recruit new business partners that deliver high quality, new, corporate and SME leads. This includes the full life cycle of the partner sale from prospecting through to commercial and contractual negotiation and signing.
•In addition the candidate will be responsible for the development and retention of existing partners driving new business leads from these organizations. Particular focus will be on the financial institutions where we have strong existing relationships – driving engagement and lead generation.
•Representing Realex Payments at external events – public speaking experience would be an aspect of the role.
•Day to day line management of the channel managers as it grows over time including the sales closing team (internal telephone sales). There will also be a level of accountability over marketing activities supporting channel development and lead generation.
•Key Measurement:
?The number of converted/closed monthly SME contracts against target – these are all driven through channel (including online).
?The number of closed corporate leads generated through channel and the resultant committed revenue. They are not accountable for corporate revenue targets – these are driven by both direct and channel.
•The role will require the channel team liaise closely with technical account managers and corporate sales people to ensure alignment of activities.
What qualities you will bring
•The successful candidate will be able to demonstrate a very strong track record of outbound selling to large corporates or partners.
•A minimum of five years proven direct or indirect senior business development experience. Previous channel sales/management background would be a distinct advantage.
•Previous experience of line management is an advantage but not a ‘must have’.
•Very strong presentation and negotiation skills.
•Experience in a long, consultative sales cycle is required – with a strong attention to detail.
•It would be beneficial that the candidate has an extensive network across a variety of areas including the web development community, shopping carts, system integrators, industry bodies, sector focused software suppliers and has a detailed appreciation/understanding of the partner value chain and how products create value for customers.
•Strong level of financial, business, entrepreneurial acumen, in order to have creative and commercially led business discussions.
•Understands how partners make money and how Realex can add value to their overall proposition.
•Can adapt to changes in business direction, products and needs both from a partner and client perspective.
•Ability to influence vs control others.
•Strong analytical and strategic ability.
We are offering an excellent basic salary, all expenses, with an opportunity to command a significant OTE – further details on application.
To apply for this exciting role, go to:
http://www.cardandpaymentjobs.com/jobs/head-of-channel-management-3130.htm
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