Channel Account Manager

Forward Financing•Los Angeles, CA

12d•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 Channel Account Manager will be assigned a portfolio of ISOs in a designated region and will be responsible for developing and executing channel sales strategies to drive revenue growth within that region. 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: 5+ years in channel sales management, regional sales, or business development, preferably in revenue-based financing or financial services.
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.
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.
Travel: Willingness to travel frequently within the assigned region to engage with ISO teams (10 days / month).

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, identifying high-growth opportunities, and making data-driven decisions to grow your book across sales verticals while ensuring ISOs remain compliant to legal standards and regulations.
Strategic Negotiation & Account Management: Build business-centric partnerships, dive deep into your ISOs' operating models, negotiate contracts to secure favorable terms, drive adoption of new initiatives, and maximize the profitability of every partnership.
Conduct Actionable Market Analysis: Conduct and report on market research and competitive analysis with one goal in mind: identifying new revenue opportunities and threats. Your insights will directly inform our sales strategy.
Sales Enablement and Support: Conduct regular sales training sessions and workshops 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 (ie. 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.