Channel Partner Manager (USA)
An extraordinarily talented group of individuals work together every day to drive TNS' success, from both professional and personal perspectives. Come join the excellence!
Overview
Role Introduction: The role is responsible for leading our US efforts to build and manage a partner program for Integrated Software Vendors (ISVs) and Value-Added Resellers (VAR), a model that will be replicated globally. You will be responsible for launching a successful framework for ISV and VAR partners including the strategy, incentives, onboarding, enablement, and co-marketing paths designed to cultivate long-term collaboration and revenue, aligned with TNS’ Payment Orchestration and Connectivity capabilities. This role involves creating and executing partner integration and engagement programs, negotiating partnership agreements, and aligning sales strategies to ensure mutual success. You will be a pro-active relationship-builder with strong business acumen and a deep understanding of indirect sales models, payment orchestration, merchant acquiring and merchant connectivity. The role reports into the Regional Managing Director for the Americas, based in Atlanta. In your day-to-day you will be working with different functions, such as Product & Engineering, Solution Consultants, Service Delivery, Service Operations, Compliance, Legal and Finance representatives, creating and following a partnership framework, supported by standard collateral to become more effective and efficient in the approach.Responsibilities
The Role:
- Participate as a member of a world class organization who is a leader in the global managed connectivity and payments business providing community-based networks and processing solutions to the Payment Industry.
- Identify, win, and onboard new ISV/VAR channel partners, aligned with our focus on unattended and retail merchants, to expand the company’s payment market reach.
- Build and maintain strong, long-term channel relationships with new and existing partners to maximize partner engagement and performance.
- Develop and implement partner business plans and go-to-market strategies focused on the unattended and retail segments.
- Provide sales and product training to partners, ensuring they are equipped to represent the brand and solutions effectively.
- Collaborate cross-functionally with sales, marketing, product, and support teams to ensure alignment and partner satisfaction.
- Negotiate and manage partnership agreements, including terms, incentives, and compliance with program policies.
- Organize and participate in partner events, trade shows, and joint marketing initiatives.
The Strategic Value You Will Bring:
- Develop and implement the overarching framework for a strategic ISV/VAR partnership program that can be leveraged in a global rollout of the program.
- Meet and exceed the ISV/VAR partner-sourced and partner-influenced revenue targets set by the company.
- Continue the growth in the number, quality and productivity of active channel partners participating in the program.
- Execution of joint marketing campaigns and resulting pipeline generation.
- Successful onboarding and enablement of new partners within defined timeframes.
- Contribute to TNS’ brand as a reliable and strong Payment Orchestration and Merchant Connectivity partner that delivers mutually beneficial outcomes.
Qualifications
Our expectations of you include:
Bachelor’s degree in Business, Marketing, or related field (MBA is a plus).
15+ years of experience in ISV/VAR channel sales, partner management or business development, preferably in a payment environment.
Proven track record of managing and growing partner relationships to meet or exceed revenue goals.
Strong negotiation, communication, and interpersonal skills.
Knowledge of CRM systems (e.g., Salesforce), partner portals, and sales enablement tools.
Willingness to travel as required (up to 35%).
Key Performance Indicators (KPIs)
Specific quantifiable measures define success for this role:
KPI Determination Target
Financial Goals Revenue, Gross Margin and EBITDA goals as set by the company. 100%
Quota Attainment Bookings / Quota; Revenue/Quota 100%
Partner Satisfaction NPS 50+
Partner Retention Achieving goals as set by the company each year. >95%
Opportunities Created Number of Partner Opportunities generated Sufficient pipeline to cover 3X the quota
Sales Process Adoption and Execution Adherence to the TNS Sales Process (including tools and technology, including CRM), Acceleration of Opportunities, Expanding Win Rates Average >95% / Quarterly
The Ideal you:
Competency Definition
Partner Program Framework Experience with successful frameworks for ISV and VAR partner programs including the strategy, incentives, onboarding, enablement, and co-marketing paths designed to cultivate long-term collaboration and revenue growth through solution reselling.
Partner Management Cultivates business relationships with partners and internal stakeholders when needed to more effectively deliver work to the partner and to build long-lasting relationships that result in partner loyalty.
Partner Account Planning Reviews and provides guidance on partner management plans, anticipating future consequences and trends in the industry accurately.
Organization Planning Budgeting time; managing meeting commitments; handling assignment conflicts; using time wisely.
Demonstrate Ongoing Value Proactively and consistently demonstrates to the partner the value and benefits of TNS, ensuring the relationship is viewed by the partner as indispensable and irreplaceable.
Negotiation and Influence Representing company interests; leaving partners and prospects with positive feelings about how a deal was obtained; Convincing others of the merits of a position; achieving win-wins; getting others to take actions, persuading partners to change course; persuading peers to alter course.
Tolerance for Ambiguity Maintain productivity during times of significant change; Decides and reacts to situations without having the full picture. Provides guidance when no clear policy, corporate governance, or best practices exist.
Financial Acumen Shows a demonstrated ability to build and manage a P and L, build accurate financial forecasts to deliver goals.
For this role, we anticipate paying $155,000k - $190,000K. This role is eligible for variable pay, issued as a monetary bonus or in another form. Any compensation range provided for a role is an estimate determined by available market data. The actual amount may be higher or lower than the range provided considering each candidate’s knowledge, skills, abilities, and geographic location. TNS offers a competitive benefit package including medical and dental coverage, life insurance, paid holidays and vacations, and a 401K plan with company match.
If you are passionate about technology, love personal growth and opportunity, come see what TNS is all about!
TNS is an equal opportunity employer. TNS evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.
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