Sales Channel & Affiliates Manager

This is a fully remote position, open to applicants in Florida, +4 more states.

📋 Description

• Spearhead the acquisition of new partners for Wolters Kluwer’s entrepreneur partnership strategy.

• Identify and enlist platforms that engage entrepreneurs throughout business formation, funding, operations, and scaling stages.

• Develop a qualified pipeline of new SMB platform partnerships.

• Position Wolters Kluwer as a strategic partner for entrepreneur and small-business platforms.

• Create repeatable processes for outbound outreach, qualification, commercial discussions, and launch initiatives.

• Drive partner-sourced pipeline, customer acquisition, and revenue generation.

• Target priority SMB platforms in sectors such as commerce, vertical SaaS, business management, gig/creator economy, banking, fintech, lending, payroll, accounting, and trusted-advisor ecosystems.

• Construct target-account lists, identify decision-makers, and carry out multi-threaded outreach efforts.

• Formulate partner-specific value propositions, business cases, opportunity sizing, and customized proposals.

• Lead discovery sessions, shape solutions, engage in commercial discussions, and negotiate until agreements are signed.

• Design partnership models including referral, marketplace, co-sell, reciprocal distribution, embedded/API, and white-label arrangements.

• Collaborate with Finance, Legal, Product, Marketing, Operations, and Sales on aspects such as economics, contracting, integration, attribution, support, and go-to-market strategies.

• Develop joint launch plans with stakeholders, detailing milestones, demand-generation commitments, attribution, success metrics, and executive checkpoints.

• Utilize performance data and partner feedback to enhance, deepen, or cease partnership initiatives.

• Maintain opportunity stages, contacts, next steps, assumptions, risks, and forecasts in Salesforce and partner-management tools.

• Provide executive-level reporting on pipeline status, stage progression, partner commitments, launch readiness, initial revenue, and critical decisions.

• Keep abreast of trends in SMB platforms, entrepreneurship, fintech, SaaS, commerce, and competitive landscapes.

• Perform additional duties as assigned.

⛳️ Requirements

• Bachelor’s degree in Business, Marketing, or a related field from an accredited institution or equivalent work experience.

• Over 10 years of experience in developing alliances and revenue-generating partner relationships, ideally with key players in the financial services sector.

• 3-5 years of experience in customer success, account management, or sales, preferably within a SaaS environment.

• A Master’s degree from an accredited institution is preferred.

• Proven track record in driving new business and achieving high growth objectives.

• Familiarity with product and software development processes.

• Strong strategic and analytical thinking skills; adept at interpreting data to inform business decisions and deliver results.

• Excellent networking, relationship-building, presentation, negotiation, and business planning abilities.

• Strong communication skills with a proactive approach to using APIs and effectively addressing system issues/escalations.

• Skilled in prioritization, multitasking, attention to detail, follow-up, and organizational tasks.

• Proactive and reactive problem-solving capabilities.

• Proficient in CRM software (e.g., Salesforce, Partner Portal).

• Ability to work autonomously as well as collaboratively within a team.

• Willingness to travel up to 25%, including overnight stays.

🏝️ Benefits

• Medical, Dental, & Vision Plans.

• 401(k).

• FSA/HSA.

• Commuter Benefits.

• Tuition Assistance Plan.

• Vacation and Sick Time.

• Paid Parental Leave.

• Eligibility for commission.