Channel Sales Manager

Finexio is the leader in AP Payments as a Service, the leading embedded payments approach for business-to-business payments. Finexio simplifies the way businesses process and receive B2B payments by integrating electronic payments and cash flow improvement solutions directly into customers’ accounts payable and procurement software.

Our vision is a world in which finance leaders only have to decide “what” to pay- Finexio’s software seamlessly handles the “how” and the “when”.

We are growing revenue over 100% per year and are a leading disruptor in the B2B Payments and Fintech industry. The company has raised over $65m in investment and is backed by investors JP Morgan, Discover, NBH Bank, Mendon Venture Partners, and Valley Bank. These investors believe in the mission and technology so much so they are also customers and partners.

Finexio is simplifying the way businesses make and receive business payments by integrating electronic payments and cash flow improvement solutions directly into customers' business process software.  Our vision is a world in which finance leaders only have to decide “what” to pay- Finexio’s software seamlessly handles the “how” and the “when”. We are growing 200% per year and a true disruptor in the B2B Payments and Fintech industry.

The Role

Channel partners are a key source of new customer relationships for Finexio, and as a Channel Sales Manager you will be directly responsible for growing business within defined partner accounts. This includes sourcing new opportunities and fostering new relationships with leading software and professional services companies to resell Finexio.

We are looking for a Channel Sales Manager to tackle an exciting opportunity to assist us in developing, training, and assisting our Channel Partners through our next phase of growth. The primary focus is to drive sales within our channel partners, which will include working cross-functionally, both within Finexio and the partner’s organization, to bring new payment solutions to market for channel partners. Managing a robust pipeline of opportunities within Salesforce, communicating effectively, taking initiative, and being organized are all key to success in this role. A successful candidate will identify each channel partner’s potential to generate new customers and allocate their time and efforts based on potential return. You will work cross-functionally within Finexio and the partner organization to bring the partnership to market and be responsible for taking the relationship from first interaction to contract signing with end-customers. You will also build financial models to price deals, develop formal proposal presentations, and support the legal contracting process.

What you will be responsible for:

·         Drive concerted channel sales and business development efforts to win new business relationships covering the entire sales cycle from prospecting, proposal development, to deal closure.

·         Hunt aggressively to identify, generate interest, and establish initial conversations with channel partners’ end-customers.  

·         Listen intently to partner’s needs and requirements to provide the best advice and solution design recommendations to guide to a successful business proposal for the partner, end-customer, and Finexio.

·         Develop internal and external management presentations, partnership economic models, and partnership proposal documents.

·         Attend conferences, engage on LinkedIn, twitter, and other forms of social media, and creatively partner with our marketing department on campaign ideas to support your business goals of channel partner bookings & revenue.

·         Develop as necessary ad hoc, custom power point or excel models to support your partnership and business development efforts.

·         Become a subject matter expert in Finexio’s business, AP B2B payments, credit card and payment processing by voraciously reading, researching, and asking questions amongst your colleagues, partners, customers, and industry contacts.

·         Actively develop and foster strong internal relationships with marketing, onboarding, account management, product development, technology, operations and supplier enablement teams to align all relevant Finexio resources when appropriate to win and develop new business that meets Finexio requirements for ideal customers.

·         Manage a partner pipeline using the Finexio partner sales process. This includes salesforce for pipeline management, participating in sales pipeline reviews, and partner sales forecasting.

·         Conduct market analysis to position Finexio's services competitively.

·         Create comprehensive documentation and training materials tailored for channel partners and their end users.

Requirements

• 5+ years of experience working with channel partners and resellers
• 5+ years of payment industry experience
• Experience selling, training, and/or supporting B2B solutions
• Experience working in a business environment with growth rates above 50% per year or more
• Demonstrated ability for executive and associate level communication and presentation skills
• Track record of successfully managing multiple projects, project SOW and action planning, and fielding escalations
• Positive, can-do attitude combined with an ability to manage customer expectations and be assertive and persuasive
• Ability to manage multiple competing priorities, rapidly adapt and respond to customer requests and timeline changes.
• Entrepreneurial mindset; you’re a builder and passionate about developing processes and processes improvement. 

Technical Requirements

• Can read and understand technical flow and data diagrams
• Be able to understand Client technology requirements and convey those to Finexio product and technology teams
• Must have Salesforce experience
• Experience with project management planning & reporting tools

Other Requirements

• Undergraduate degree required
• This role is a remote position and will be required to work Eastern time zone hours.
• Willingness to occasionally work beyond regular office hours when needed; travel is required

Cultural Requirements

• Must truly desire to work in a fast paced, startup environment
• Naturally collaborative, prefers to work with teams vs. alone
• Loves coming to work every day and working on new challenges
• Embraces transparency and open discussion of problems, often proposing possible solutions to challenges or barriers to growth
• Strong desire to delight customers in all that we do
• Open to learning and gaining exposure to new ideas, concepts, unfamiliar business models, and ways of thinking and working
• Interest in dramatically changing the way business payments is made in the US

Benefits

Why You’ll Love Working at Finexio:

• Culture: We are a humble, client-first team that is focused on collaborative data-driven success.
• Speed: We move fast, love new ideas and give you the opportunity to push your limits.
• Growth: We are expanding rapidly into new markets, launching new services and creating a world-class company

What We Offer:

• The chance to work in a fast-paced start-up environment with experienced industry leaders
• An environment where you can dive deep into the latest technologies and make a real, measurable impact
• Employee Engagement – Quarterly virtual team building activities and monthly team lunches
• Competitive salary and stock options
• Medical, dental, and vision
• Unlimited Vacation Policy

We are looking for candidates residing Eastern Time Zone - Candidates on the West Coast will not be considered for this opportunity.

Compensation $100,000 - $130,000 Base + Commission Plan