Director Channel Partnerships - ISO & ISV

Poynt Palo Alto , CA 94306

Posted 6 months ago

Director Channel Partnerships - ISO & ISV

Are you an experienced at building channel partnerships in the Financial Services Industry ( Payments) with ISOs and ISVs? Are you looking for an opportunity to build strategic channel partnerships to resell a "game changing" solution that is disrupting a $400B industry? Do you want to build channel partnerships to resell a "Must Have" solution for merchants that is going to transform the commerce platform ?

About Poynt

Poynt is a revolutionary commerce platform, empowering merchants with software and services to transform their business, and the freedom to grow without constraint. Poynt has developed a Merchant Payment Platform (MPP) and App Store that is transforming the way merchants and service providers (merchant ISOs and ISVs) interact with their customers. MPP is built on the Android Operating System and provides a full stack payment and sales platform along with a suite of "must have" applications enabling merchants to dramatically increase their customer lifetime value and loyalty. What's interesting about the platform is that it represents an ecosystem of hundreds of applications built for the merchant supported by a robust network of payment processors and gateways providing the merchant with "best-of-breed" options to grow their revenue and manage their business more efficiently.

Position Summary

The Director of Channel Sales is a self starter, high energy, results orientated with a proven record of recruiting and developing channel Partner relationships with Independent Sales Organizations ( ISOs), Integrated Software Vendors (ISV) and Value Added Resellers for the Poynt Platform in North America. You will be expected to build a "go -to market" channel partnership sales plan to shift partners traditional approach at selling payments offering to offering a revolutionary commerce platform with smart android terminals and a vibrant APP Marketplace. Poynt is looking for aggressive hunters to rapidly expand it's existing channel relationships.

The ideal candidate will have a track record of success generating channel partnerships through personal contact, prospecting, marketing leads, trade shows, phone calls, demos and presentations. . You will be responsible for managing the complete sales cycle from lead identification through contract negotiation, signing and transition to customer success.

If you're ready to become part of one of the major transformations in commerce, then now is the time to apply.

Key Responsibilities

  • Create a target list of partnership (ISO/ISV) accounts you plan to pursue, that includes your criteria, reasoning, revenue potential, key influencers, techniques, resources required and specific tasks and objectives.

  • Review your plan and obtain the buy-in and support of the Head of Channel Sales & Partnerships

  • Schedule weekly meetings with the Head of Channel sales to discuss your progress and solicit feedback

  • Understand size and scope of growth potential among assigned Partners targeted .

  • Understand the business drivers of key Partners and identify opportunities to deepen and strengthen their Partnership with our business

  • Leverage marketing's capabilities to drive multi-faceted marketing campaigns and channel promotions.

  • Drive business growth by working with the Partner's sales people and reinforcing value propositions

  • Leverage marketing's capabilities to drive multi-faceted marketing campaigns and channel promotions.

  • Drive business growth by working with the Partner's sales people and reinforcing value propositions

  • Quarterback and manage multiple concurrent sales cycles and the complexity to meet the objective of closing the deal

  • Meet or exceed quarterly MBO's and annual revenue goals

  • Accurately forecast software, hardware, professional services and training opportunities on a monthly basis

  • Demonstrate and maintain a thorough understanding of the target market and functional business activity

  • Analyze and understand customer insights and market trends; adapt, communicate and evolve strategies based on these changes

  • Act as the Partner advocate in the Partner Business Review from a strategic direction based on experience and trends. Aligns Partner's needs with internal solutions. Ensures the complete setup and preparation for the Partner review, monthly and/or quarterly and annual Executive reviews, including collecting reporting from other areas, generating certain types of reporting, and understanding the output from that reporting.

  • Develop an Account Plan and Contact Plans; Fully understands the Partner organization and strategy to enable POYNT to engage and navigate throughout the enterprise. Defines relevant propositions for each Partner and qualify opportunities to ensure high probability of win and successful delivery. Accountable for the profitability of the Partner; achieve agreed revenue targets. (Partner Growth)

  • Accountable for renewal of Partner contracts and addenda to agreed retention, deal parameters, and financial and commercial points for assigned accounts. Receives support from legal and other key stakeholders for areas outside of the Relationship Management's area of expertise. (Partner Growth)

  • Stays abreast of payment and fintech industry trends, regulations and competitive products in order to strategically identify and target sales opportunities. (Partner Growth)


  • Minimum of 10 years sales experience in the Payments related industry.

  • Partner savvy with examples of working with ISOs, ISVs, payment gateways and other related companies in the payment industry.

  • Proven success of quota over-attainment during the past several years in closing deals aggregating over $1 million in TCV

  • Demonstrated track record of growing channel partnerships growing revenues to several millions of dollars annually

Knowledge and Skills

  • Excellent presentation, interpersonal communication and analytical skills

  • Ability to clearly communicate thoughts and ideas in person, over the telephone, and in written correspondence

  • Demonstrated knowledge and success sell to Financial Services (Acquirers) / Payments including ISOs and ISVs.

  • Self-starter with excellent prioritization and time management skills

  • At ease establishing business relationships with individuals from various industries & departments and at various corporate levels

  • Comfortable speaking before an audience of up to 50 people in either a live meeting or teleconference setting

  • Well versed in mobile apps and security or payments technology preferred

  • Bachelor's Degree, or equivalent experience in a relevant field

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Director Channel Partnerships - ISO & ISV