战略渠道经理
Strategic Channel Manager
这是一个远程职位。
Berkeley Payment 正在寻找一位高绩效的个人加入我们高素质的销售团队。我们希望找到一位有创业精神、积极进取的专业人士，其在 B2B 合作伙伴和渠道销售方面有成功的记录，但同时也渴望迎接更多挑战和成长机会。
在这个职位中，你将是我们战略联盟引擎的架构师。你将负责两个不同的任务：最大化我们现有渠道的深度，并获得新的顶级合作伙伴关系。我们理想的候选人是一个自我驱动者，高度有动力的团队成员，精通“双重销售周期”——你知道如何向合作伙伴销售，也知道如何培训合作伙伴向最终客户销售。如果你是高度进取的，并且重视在嵌入式金融领域敏捷、快速发展的团队中工作的益处，我们想与你交谈。
职位描述
作为战略渠道经理，你将负责合作生命周期的所有方面——从最初的高管接触，到合同谈判和签约后的赋能。你的核心职责包括：
- 顶级合作伙伴获取：针对、谈判并执行与大型“鲸鱼”合作伙伴的主推荐协议（MSAs），特别是顶级咨询公司（如德勤、毕马威等）和主要服务提供商（如 Stripe、Adyen 等）。
- 赋能与激活：不要让合作关系停滞不前。你将设计并主持正式的赋能会议、“午餐与学习”活动和联合网络研讨会，培训我们的合作伙伴的前线销售和咨询团队如何推广 Berkeley。
- 联合账户映射：与已签约的合作伙伴进行严谨、定期的账户映射会议，交叉核对 CRM，识别重叠的目标账户，并主动生成由合作伙伴提供的销售渠道。
- “跳出框框”的策略：担任 GTM 先驱。研究、构建商业案例，并为针对新合作机会提出论点和方案。
- 现有组合评估：审核我们当前的渠道合作伙伴名单。制定策略激活沉睡的关系，同时坚决淘汰无法产生企业级销售渠道的合作。
- 预测与分析：分析你的渠道区域，并使用我们的销售 CRM 提供准确、实时的见解，报告合作伙伴激活率和销售渠道速度。
- 要求
- 要在这个职位上取得成功，你必须满足以下核心能力和资格：
- 经验：至少 4 至 6 年
查看英文原文
This is a remote position.
Berkeley Payment is seeking a high-performing individual to join our high-caliber Sales team. We are looking for an entrepreneurial, driven professional who has a proven track record of success in B2B partner and channel sales but is hungry for more challenges and opportunities to grow.
In this role, you will be the architect of our strategic alliance engine. You will own two distinct mandates: maximizing the depth of our existing channel and securing net-new Tier-1 partnerships. Our ideal candidate is a self-starter, a highly-motivated team player, and a master of the "double sales cycle"—you know how to sell the Partner, and then you know how to train the Partner to sell the End Client. If you are highly driven and value the benefit of being part of an agile, growing team in the embedded finance space, we want to talk to you.
Job Description
As a Strategic Channel Manager, you will lead all aspects of the partnership lifecycle—from initial executive outreach to contract negotiation and post-signing enablement. Your core responsibilities will include:
- Tier-1 Partner Acquisition:Target, negotiate, and execute Master Referral Agreements (MSAs) with massive "whale" partners, specifically Tier-1 Consulting Firms (e.g., Deloitte, KPMG, etc…) and major Service Providers (e.g., Stripe, Adyen, etc…).
- Enablement & Activation:Refuse to let partnerships gather dust. You will design and host formal enablement sessions, "Lunch & Learns," and joint webinars to train our partners' frontline sales and consulting teams on how to pitch Berkeley.
- Joint Account Mapping:Conduct rigorous, routine account-mapping sessions with your signed partners, cross-referencing CRMs to identify overlapping target accounts and proactively generate Partner-Sourced Pipeline.
- "Outside-the-Box" Strategy:Act as a GTM pioneer. Research, build business cases, and present theses for targeting net-new opportunities for partnerships.
- Existing Portfolio Triage:Audit our current roster of channel partners. Implement a strategy to activate dormant relationships, while ruthlessly pruning partnerships that do not yield enterprise-grade pipelines.
- Forecasting & Analytics:Analyze your channel territories and provide accurate, real-time insights using our Sales CRM to report on Partner Activation Rates and pipeline velocity.
Requirements
To be successful in this role, youMUSTmeet the following core competencies and qualifications:
- Experience:Minimum of 4 to 6 years of highly successful B2B sales experience, with at least 2 years specifically dedicated to Channel Sales or Strategic Partnerships specifically in the payments space.
- The "Sniper" Mindset:A proven history of executing complex, high-value enterprise partnerships rather than relying on high-volume, low-value affiliate networking.
- Technical Acumen:Strong knowledge and understanding of payments: money movement, card issuing, regulations, API infrastructure, etc…
- Sales Approach:Utilizing CRM software, ZoomInfo, and LinkedIn as part of a disciplined partnership mapping process.
- Consultative Approach:Exceptional consultative skills with a demonstrated ability to engage and influence high-level stakeholders at consulting firms and tech companies.
- Communication:Excellent verbal and written communication skills. You must be comfortable building joint GTM slide decks and presenting to rooms full of technical consultants.
- Work Ethic:Motivated self-starter who is dedicated, resourceful, and operates with the highest level of integrity. Research-oriented with strong organizational and time management skills.
Benefits
We believe in rewarding top performers who drive real value.
- Competitive Compensation:A strong base salary of $80,000.00 per year, paired with a generous, dynamic commission structure designed to reward initial partner enablement and massive downstream revenue generation.
- Healthcare:Comprehensive health, dental, and extended health care insurance benefits available.
- Flexibility:A fully remote work environment (Monday to Friday schedule - EST) allowing you to work from anywhere in the U.S. or Canada.
- Culture:The opportunity to be part of a forward-thinking company that values innovation, bespoke solutions, and global capabilities in the rapidly expanding embedded payments space.
Originally posted on Himalayas