Sr. Partnerships Representative - WFH East Coast

Strategic Channel Partnerships Manager – Financial Institutions

Bring your experience and talent to join and help scale a world-class channel partnerships function within the GTM organization in Convera, supporting the growth of our Financial Institution Vertical.  We are committed to moving money for the better. Join Convera as a Strategic Channel Partnerships Manager to drive GTM transformation initiative and be a customer champion!

Motivated by our values: Customer Champions, Growth Minded, Truth Seekers, Fast Movers, High Achievers, Respectfully Candid

We are the largest non-bank B2B cross-border payments company in the world.  Formerly Western Union Business Solutions, we leverage decades of industry experience and technology-led payments solutions to deliver smarter money movement for our customers – helping them capture more value with every transaction.  We are more than 1,800 team members strong, working in over 30 countries. Convera serves more than 30,000 clients worldwide – publicly traded corporations, small business owners, large enterprise treasuries, extensive global channel partners, education and financial institutions, law firms and NGOs.

Convera is advancing in the strategic partnership space, accelerating our one-to-many approach and securing large global enterprise partnerships within the FI vertical dispersed around our many regions.  This approach will see us complementing our existing sales efforts by leveraging the sales and technical offerings of our partners, enabling a seamless acquisition of global FI’s..  Complex in nature these partners will need a tailored relationship management and acquisition approach.

Our vision is to help make global business payments simple, secure and smart, removing friction from global commerce for our business customers.

We make moving money easy…so easy that any company in the world can grow with confidence.

The Role:

We are looking for an exceptional channel sales professional to join the Global Channel Partnerships team as we reinforce our leadership in the global Financial Institutions vertical. The Global Channel Partnerships team sits within the larger Global Go-To-Market organization and works collaboratively across Sales, Customer Success, Marketing, Legal and Finance teams both at a local and global level.

The position reports directly to the Global Head of Partnerships, within the Global Enterprise Team, with a dotted line to the Regional Head of Financial Institutions , NAM and will be responsible for managing an existing partner portfolio in the Financial Institutions vertical and acquiring new strategic, integrated partnerships.  Those channel partners will have a large footprint in the Financial Institutions vertical and will be looking to add value to their value proposition by integrating into Convera’s best in class API suite that enables payments around the globe.

The Strategic Channel Partnerships Manager will be passionate about channel sales and account management and will have a proven track of selling directly or indirectly into financial services firms. The role is centered around creating value to our partners Financial Institutions client base leveraging Convera’s technical, regulatory, compliance and cross border payment expertise.  

Key Success Factors include:

• Strong understanding of the financial markets including tier 1, tier 2 banks, financial technology firms, and payment service providers
• Expert knowledge of the payment services industry and / or financial technology
• Achieving quarterly targets
• Working cross collaboratively with other salespersons within the Convera organization
• Strong interpersonal skills to develop relationships at all levels across partnerships and internally
• Source new leads of potential integrated channel partnerships within Convera’s target addressable market
• Develop 3x funnel / pipeline of opportunities to ensure a fluid approach to business development
• Best in class relationship and account management skills including presentation abilities and account planning
• Deep attention to detail and sharp negotiation skills
• Commercial acumen in determining price points, business cases and opportunity sizing
• Proficiency in Salesforce.com and other sales enablement tools (e.g. ZoomInfo)

Requirements/Qualifications:

We are ideally looking for an inspiring sales professional from the financial services, investment banking, or adjacent industries with a proven track record in channel / enterprise sales, the FI vertical, strong financial/commercial acumen, and deal negotiation skills.

• Minimum 10-15 years in a Sales / Channel Sales
• A good working knowledge of Financial Institutions, global B2B / B2Cpayments, foreign exchange and fx derivatives is preferred
• Strong communication skills, including establishing credibility and trust with customers and building influential relationships with partners in the business, including Finance, Legal, Sales Ops, HR, Indirect Sales, Support Services, Product Marketing, and Professional Services.
• Communication with external/internal stakeholders, excellent stakeholder management, ownership for client relationships and projects, excellent cross-functional teamwork, operationally disciplined, self-starter, entrepreneurial mind-set, enterprise mind-set, prioritization, organization, problem solving
• A growth minded with a track record of high performance within a culture of excellence
• A self-starter, can roll up your sleeves, and are comfortable working as part of a geographically dispersed teams

Join us, and let’s move money simply, securely, smartly.

Convera is delivering solutions ranging from simple currency exchanges to sophisticated risk management solutions and platforms. 

We’re a company on the move and we want our people to grow and develop.  You will have many opportunities to learn new skills and further develop your career with an attractive salary and benefits package.

We are passionate about our diversity.  Our commitment is to provide an inclusive culture that celebrates the unique backgrounds and perspectives of our global teams, while reflecting the communities we serve.  We do not discriminate based on race, colour, national origin, religion, political affiliation, sex (including pregnancy), sexual orientation, gender identity, age, disability, marital status or veteran status

Organizational Outlook

• Convera is repositioning itself as FinTech; consequently, there's a significant investment being made in technology as the business is growing
• Convera is a global organization with 30,000+ customers, operating in 20 countries with 130 currencies
• Customer Support is a great entry point into the Tech and Financial Services sectors
• Significant internal mobility and growth opportunities within the organization