Director, Channel Partner

This is a fully remote position, open to applicants in United States.

📋 Description

• Formulate and implement a channel strategy aimed at ISVs, VARs, fintech/software integration partners, and ISOs across various verticals.

• Recruit and onboard partners who can resell or incorporate PayTrace's gateway, virtual terminal, and API-driven payment acceptance solutions.

• Manage relationships with premier ISV and ISO partners, serving as the primary point of contact for residual/revenue-sharing structures, deal registration, and co-selling initiatives.

• Develop partner enablement programs that address PCI compliance requirements, EMV/chip-and-PIN, tokenization, Level 2/Level 3 processing, ACH, and recurring billing capabilities.

• Collaborate with Product/Engineering teams to facilitate API and gateway integrations, ensuring partners can successfully implement PayTrace's payment solutions.

• Monitor channel KPIs such as partner-sourced merchant volume, activation/boarding rates, processing volume (TPV), attrition/chargeback rates, and partner-driven revenue.

• Negotiate reseller agreements, revenue-sharing and interchange-plus pricing structures, as well as marketing development fund allocations.

• Work alongside Underwriting/Risk teams to enhance merchant onboarding and KYC/KYB requirements.

• Represent PayTrace at industry events and payments/fintech conferences.

• Build and guide a partner channel team as the program expands.

⛳️ Requirements

• Over 7 years of experience in channel sales, partnerships, or business development within the payments, merchant services, or fintech sectors.

• At least 3 years in a leadership role.

• In-depth understanding of the ISV/PayFac ecosystem, merchant acquiring processes, payment gateway operations, and ISO models.

• Practical knowledge of PCI DSS compliance, EMV, tokenization, and interchange/pricing structures (including interchange-plus, tiered, flat-rate), along with chargeback and dispute management.

• Experience in structuring residual and revenue-sharing agreements typical in merchant services collaborations.

• Proven history of building or significantly expanding a payments/fintech partner channel.

• Excellent relationship management, negotiation skills, and executive presence with acquiring banks, processors, and software partners.

• Data-driven mindset for forecasting partner-sourced volume and revenue.

• Familiarity with CRM/PRM tools (such as ZOHO, Hubspot, etc.) and reporting in the payments industry.

• Willingness to travel for partner meetings and industry conferences.

🏝️ Benefits

• Comprehensive Medical, Dental, & Vision Coverage.

• Flexible Paid Time Off.

• 401(k) with Matching Contributions.

• Mental Health Support & Well-Being Program.

• Paid Maternity & Paternity Leave.

• Education Assistance.

• Company-funded Lifestyle Spending Account.