Channel Partner Manager (USA)

Transaction Network Services

134d • $155,000 - $190,000

About The Position

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.

Requirements

• Bachelor’s degree in Business, Marketing, or related field (MBA is a plus).
• 10+ 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%).

Responsibilities

• 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.

Benefits

• Medical and dental coverage
• Life insurance
• Paid holidays and vacations
• 401K plan with company match

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Bachelor's degree
• Number of Employees: 1,001-5,000 employees