Financial Institution Channel Sales Manager
As a Deloitte Technology Fast 500 Winner and voted one of the top companies to work for by Built in Boston in 2021, MineralTree is a disruptive Fintech company enabling over 2,000 mid-market to enterprise companies to improve operational efficiency with AP Automation. With our award-winning solution, companies such as Amazon, Salesforce, Amway, Boston Celtics, Baltimore Ravens, BrightView Health, and the Southern Company have shifted accounts payable from a source of inefficiency and fraud risk to a secure and strategic profit center.
We are a close-knit organization where everyone is working toward a common goal and where all contributions matter. With passion, teamwork and a good dose of humor, we drive toward challenging goals. We pride ourselves on our collaborative nature and always put the team above the individual. We’re looking for high-energy individuals who are ready to learn and take ownership of their career growth. This is an opportunity to join an early-stage company led by an experienced management team with a track record of building successful companies.
MineralTree’s headquarters is located in Cambridge, MA with offices in Alpharetta GA, Redwood City CA, and Bengaluru, India. Our team currently has the option to work remotely due to COVID-19 and return to the office with a flexible schedule when it is safe to do so. Our FI Channel Sales Manager can be based remotely or from one of our US office locations.
Our Bank Channel Sales Manager will be responsible for working in conjunction with the Integrated Payables General Manager and manage the sale of MineralTree’s Integrated Payables products and services through our channel partners. This will include a primary focus on selling Integrated Payables program to banks. This role will report to the General Manager of Integrated Payables.
Responsibilities:
Strategy and Business Development
- Primary responsibility for enrolling new banks and financial institution partners onto the MineralTree Integrated Payables program
- In conjunction with MineralTree’s strategy identify Financial Institution partners, negotiate mutually beneficial agreements, and scale partnerships
- Gain the trust of channel partners; leverage, cultivate, manage and grow executive relationships
- Understand the needs and priorities of our partners and end customers and translate those insights into business development strategies that result in significant revenue growth
- Build joint, strategic business plans with partners and manage execution to exceed goals
- Deep understanding of emerging trends in B2B payments
Sales Enablement and Results Orientation
- Responsible for meeting or exceeding assigned quota/performance targets
- Work closely across the team to develop and enhance, key metrics (new partners, new revenue, active customers, payments growth, etc.), the partnership and marketing playbooks and tools to drive new business with and through our partners.
- Evangelize MineralTree’s Integrated Payables solutions that drive growth for our partnerships & deliver positive customer and business results
- Convey MineralTree’s value proposition and relationship value across partner organizations
- Ensure partners are equipped with necessary training, collateral and support to properly represent MineralTree to their internal stakeholders and end customers
Customer Advocacy
- Develop a deep understanding of partner organization and map out overall market opportunity as well as annual forecast
- Lead ongoing partner communication, enablement and quarterly business reviews (QBRs)
- Manage and cultivate joint pipeline with partners on an ongoing basis
- Work closely with MineralTree marketing and product management teams to ensure product evolution will allow for goal attainment
Qualifications:
- 3+ years of experience in channel / partner / business development, with expertise in B2B payments preferably to banks and treasury organizations
- Track record of consistent sales execution and exceeding channel revenue goals
- Proven track record of exceeding partnership performance metrics
- Strategic agility in creating and executing against a variety of partnership models
- Deep understanding of buying and selling process of financial institution partners and track record of execution
- Ability to build trusted relationships with partners and understanding their goals, priorities, and specific business drivers
- Passionate about developing strategic relationships
- Experience working in fast paced start-up environment selling into both established as well as new markets
- Ability to manage and execute on multiple partnership engagements simultaneously
- Easily convey business and technical value of MineralTree Integrated Payables offering
- Excellent communication skills with the ability to tailor messaging for multiple audiences (internal, external, executive, partner sales stakeholders)
- Ability to travel as needed (when safe)
As a regular full-time MineralTree employee you will enjoy a competitive salary, bonus and benefits for your peace of mind, such as -- Blue Cross Blue Shield medical and dental insurance, vision, life, disability and more! You will save for retirement through our 401K and have the opportunity for growth with our tuition reimbursement. We also know that talented people tend to hang together, which is why we provide you with the opportunity to earn significant referral bonuses. With hard work comes the need for time off, so we provide unlimited vacation giving you the opportunity to recharge. These are just a few of the great benefits we offer. We look forward telling you more about all of the great benefits and perks here at MineralTree!
MineralTree is an equal opportunity employer. We support the principle of equality of treatment in employment, and are committed to having procedures to determine equal pay for all our employees that do not discriminate and are free from bias.