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 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’re looking for high-energy individuals who are ready to learn and take ownership of their career growth. This is an opportunity to join a well-funded, high-growth company led by an experienced management team with a track record of building successful companies.

MineralTree is seeking a passionate and creative channel business development expert. The Sr. Business Development Manager will be responsible for crafting our business development strategy, identifying opportunities, and executing new partnerships. This person should have demonstrated experience in developing and managing revenue generating and game-changing channel relationships and strategic partnerships – which include ERPs, VARs, System Integrators, aggregators, relevant SAAS and BPO companies. 

Goals:

• Within 30 days demonstrate a deep understanding of MineralTree’s strategy, capabilities, and go-to-market approaches 
• Within 60 days develop a business development strategy, target market map, and gain goal/KPI alignment 
• Within six months identify, contract, and launch at least one new significant partnership 
• Within twelve months execute an approved plan and achieve channel growth target 

Responsibilities:

Strategy and Business Development

• In conjunction with MineralTree’s strategy identify 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 SaaS and B2B payments

Sales Enablement and Results Orientation 

• 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 solutions that drive growth for our partnerships and 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 organizations 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:

• 5+ years’ experience in channel / partner / business development, with expertise in SaaS and/or B2B payments
• 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 the buying and selling process of partners and a 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
• Familiarity with SAAS, ERP, VAR, System Integrator, BPO, b2b payments ecosystem 
• Familiarity with Healthcare ERP, SI, VAR ecosystem is a plus
• Experience working in a 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 the MineralTree offering
• Excellent communication skills with the ability to tailor messaging for multiple audiences (internal, external, executive, partner sales stakeholders)
  

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.