Director, ISV Business Development

As Director, ISV Business Development, you will be instrumental in executing the strategy for meeting performance targets through our ISV channel. Your role will be focused on hunting new partnership opportunities for integrated payments with software providers, POS systems, and other software/technology providers embedded in the market that will be a strong revenue source for the company. In this role, you will be expected to be proficient in understanding the Stax Connect technology platform, competitive landscape, mechanics around go to market merchant pricing and sales strategies within the integrated channel as well as revenue sharing models, payment industry knowledge, as well as prospecting and pipeline management.

 

Key Responsibilities & Objectives

• Devise and implement business plans to target and reach prospective partners in the integrated solutions market
• Stay abreast of industry trends, analyzing market dynamics, competitor activity, industry news and regulatory changes to inform strategic decision-making.
• Prepare and present sales proposals, contracts, and presentations to clients
• Actively prospect for new partners, as well as support and participate in corporate planning of demand generation activities (e.g., trade shows, conferences, etc.)
• Manage and serve as the primary contact for the full partner sales cycle
• Work in tandem with Implementation team ensure success upon partner hand-off post signature
• Effectively balance your time and activities between prospecting for new partners and progressing partners through the sales funnel
• Adhere to a value-based selling methodology for every partner
• Relentless in desire to achieve results on a monthly and quarterly basis
• Approach each conversation with high character and integrity with partners and your colleagues
• Desire to contribute to the broader goals of the organization beyond your immediate areas of responsibility
• Desire to actively support, drive, and improve the culture of the company
• Coachable and able to take direction and feedback well, yet being forward-thinking to challenge the status quo
• Be a brand ambassador in the local and industry communities through event presence and thought leadership

• Payment processing experience required, and ISV partnership experience strongly preferred
• Ability to navigate a technical sales process
• Experience leading technical sales processes and nurturing partnerships with integrated software and other technology providers for payment-related needs
• Ability to ask proper discovery questions, drive a customer presentation, deliver demos, and create and manage strategic account plans.
• Solution-oriented with the ability to think strategically, analytically, and creatively across the decision-making spectrum
• Strong communication, negotiation, and presentation skills
• Ability to work independently and as part of a team
• Proven track record of regularly over-achieving against assigned sales targets
• Experience working with Senior Management to align strategies and solutions
• Ability to work under pressure in a fast-paced environment
• Strong attention to detail and work ethic, with intrinsic drive to exceed expectations and goals
• Ability to embrace required presentation, productivity, sales, CRM, and communication tools (e.g., G-Suite, Slack, Teams/Zoom, HubSpot, etc. 
• Willing and able to travel as necessary to prospect, close/manage partnerships, etc.
• Preferable experience in our target SaaS verticals of Healthcare, Field Services and/or Professional Services