Business Development Manager - POS Partnerships

Vanguard ID Systems•Downingtown, PA

25d

About The Position

The POS Partner Development Manager is a sales-driven role focused on building and managing a high-quality point-of-sale (POS) and reseller opportunity pipeline with POS software platforms, hardware providers, value-added resellers, and other strategic channel partners. This role is responsible for converting strategic introductions and leads generated through proactive outreach and market research into defined opportunities, long-term partner relationships, and incremental revenue for Vanguard ID Systems. The ideal candidate brings a blend of relationship-building skills, disciplined follow-through, and a project management mindset to ensure every lead, introduction, and partnership conversation moves forward with coordination, accountability, and clear outcomes. This role plays a critical part in positioning Vanguard ID as the preferred plastic card provider within POS partner ecosystems. Why this role is exciting Be the engine behind our POS partnerships. In this foundational sales role, you will build and advance a focused pipeline of POS platform relationships, lead partner conversations, and keep opportunities moving so the relationships you develop and the deals you help progress directly contribute to Vanguard ID’s revenue growth and long-term success as a preferred card provider. Career development: You’ll join a collaborative, cross-functional team where your input is valued and your professional growth is actively supported. Be part of our transformation: Join a business that is actively evolving its sales strategy, partner ecosystem, and go-to-market approach, and help position Vanguard ID for scalable growth in new markets and customer segments. If you are eager to help fuel Vanguard ID’s growth and become a core driver of our partnerships strategy, this role is for you.

Requirements

5 years of experience in business development, sales, partnerships, or account management in a B2B environment.
Experience in POS systems, payments, identification, or related technology sectors.
Demonstrated experience managing a sales pipeline, including documenting activity, setting follow-ups, and progressing opportunities through defined stages.
Strong organizational skills with high personal accountability, attention to detail, and comfort managing multiple opportunities at once.
Excellent communication skills, with the ability to run calls, conduct discovery, and build rapport with external partners and decision-makers.
Comfort working cross-functionally with leadership, marketing, product, finance, and operations to move opportunities forward from introduction through launch and ongoing optimization.

Nice To Haves

Action-oriented mindset with a willingness to research targets, pursue vendors, and follow through consistently on outreach and commitments.
Ownership mentality and end-to-end accountability: this role values someone who takes responsibility for their pipeline and partner relationships, from first outreach through launch to ongoing relationship management.
Curiosity, learning, and a high bar for quality in understanding new tools, partner models, and markets, and in turning that curiosity into sharper outreach, better questions, and smarter opportunities.

Responsibilities

Lead generation & outreach: Proactively source and qualify new reseller partnership prospects, including POS software providers (e.g., restaurant, retail, and service platforms), hardware providers, and other channel partners that can leverage Vanguard as their preferred plastic card provider.
Conduct company and market research to identify priority POS targets by vertical, key decision-makers, and viable partnership models (including referral and revenue-share structures) before outreach.
Execute outbound outreach (email, phone, LinkedIn, events follow-up) to secure discovery calls, partnership discussions, and solution exploration meetings with prospective POS partners.
Collaborate with marketing to refine target lists, prioritize outreach, and align messaging for specific verticals, POS platforms, and partner types.
Communicate proactively when opportunities need additional internal support, adjustments to strategy, or escalation to leadership to keep deals moving.
POS partnerships & development: Serve as a primary point of contact for POS platforms and channel partners, participating in recurring partnership check-ins, pipeline reviews, and performance discussions.
Maintain ongoing touchpoints with partners through regular check-ins, updates, and follow-up, ensuring relationships continue to generate new opportunities and revenue over time rather than remaining one-time interactions.
Collaborate with internal stakeholders and external partners to:
Identify gaps in current offerings and propose new card products, packaging, or programs that align with specific POS-driven use cases and verticals.
Develop and launch new card products, bundles, and programs for partner catalogs, online stores, and in-platform ordering experiences.
Translate partner requirements and feedback (technical, operational, and commercial) into clear inputs for internal teams, ensuring alignment between what is discussed with partners and what is executed internally.
Partner with marketing to develop and refine sales collateral, including pitch decks, one-pagers, case studies, and product overviews tailored to POS and channel partnerships.
Work with leadership and finance to structure and negotiate revenue-share models with POS partners and resellers, including defining terms, incentives, and performance thresholds.
Create and maintain financial pro formas and forecasts for key partnerships, modeling expected order volumes, revenue, and gross margin impact from existing and new POS systems.
Pipeline management & execution: Own the POS partnerships business development pipeline, ensuring all leads, contacts, and opportunities with POS platforms and resellers are documented, organized, and actively advanced.
Take warm introductions from executive leadership and other internal stakeholders and convert them into structured opportunities with defined decision-makers, documented meeting outcomes, scheduled follow-ups, and clear action plans.
Maintain disciplined notes and activity tracking, including calls, emails, meetings, and outcomes, to ensure no opportunity languishes due to lack of follow-up.
Provide regular updates to leadership on pipeline health, key opportunities, risks, and resource needs through clear documentation and reporting.
Keep CRM and internal tracking tools current so leadership has clear visibility into activity levels, pipeline stages, and forecasted impact from POS partnerships.