Channel Account Manager I

Forward Financing•Boston, MA

1d•Remote

About The Position

Forward Financing is a financial technology company based in Boston, Massachusetts with team members throughout the United States, Dominican Republic, and Canada. The company is on a mission to unlock the capital that fuels small businesses across America. Recognized as a Best Place to Work by Built In Boston and certified as a Great Place To Work®, Forward is investing in its employees, technology, and customer experience – with long-term success in mind every step of the way. The Inside Channel Account Manager will be assigned a large portfolio of small to medium-sized ISOs across the US and will be responsible for developing and executing inside channel sales strategies to drive revenue growth. Your primary objective will be to drive funding volume and profitability growth across sales verticals by developing and implementing targeted initiatives, negotiating favorable contract terms, and strengthening partner relationships.

Requirements

Experience: 1+ years in channel sales management, regional sales, or business development, preferably in revenue-based financing or financial services. 3+ years in a quota carrying sales role.
Proven Closer: A documented track record of not just managing a book of business, but measurably growing its revenue and profitability.
Relationship Management: Exceptional interpersonal and communication skills to build rapport and trust with diverse channel sales teams. Strong phone presence and comfort leading video conferencing sessions.
Strategic Thinking: Ability to develop and execute strategic plans, analyze market data, understand funnel metrics and identify growth opportunities.
Negotiation and Influence: Demonstrated ability to negotiate, influence, and motivate external partners remotely
No travel is required: Must be able to manage accounts effectively remotely

Responsibilities

Portfolio Profitability & Revenue Growth: You will be held accountable for exceeding all key performance targets, including revenue, profitability, and funding volume. This involves managing the entire sales funnel for a high volume of accounts, identifying high-growth opportunities within the small ISO segment, and making data-driven decisions to grow your book across sales verticals while ensuring ISOs remain compliant with legal standards and regulations.
Strategic Negotiation & Process Optimization: Execute a high-volume, performance-driven account management strategy, leveraging virtual communication (phone, email, video conference) to manage partnerships efficiently. Systematically analyze ISO operating models to identify process bottlenecks and negotiate contract terms that streamline internal workflows, drive swift adoption of new company initiatives, and maximize portfolio profitability through rigorous process adherence and optimization.
Conduct Actionable Market Analysis: Conduct and report on market research and competitive analysis with one goal in mind: identifying new revenue opportunities and threats within the small ISO market segment. This includes identifying and prioritizing ISOs that demonstrate high potential for partnership and growth based on factors such as current volume, market reputation, and alignment with our target customer profile.
Sales Enablement and Support: Conduct regular remote sales training sessions and webinars for ISOs to enhance their product knowledge, sales skills, and understanding of the company's value proposition. This includes providing sales tools, marketing collateral, product updates, and pitching them on all of the benefits Forward Financing has to offer (i.e., API capabilities).
Cross-Functional Collaboration: Ensure seamless ISO operations by collaborating with internal teams as needed to maintain ISO compliance, implement growth initiatives, and coordinate with operational teams.