Channel Sales Leader, Global Banking (Payables & Virtual Cards)

SAP Taulia

14d•$150,000 - $185,000•Remote

About The Position

Are you a builder? A strategist? Do you have a sixth sense for channel partnerships that create a 1+1=3 momentum? We are looking for an exceptional Channel Sales Leader to own and drive our global banking relationships. This is not a role for someone who just manages existing relationships; it’s for a visionary who can cultivate, grow, and activate issuing bank partnerships to deliver measurable pipeline and revenue in virtual cards and payables solutions. This role is for a highly accomplished leader with a deals over decks mentality, someone who values case studies over press releases and can tangibly demonstrate how they have built successful channel programs from the ground up. You will be at the forefront of our growth strategy, responsible for unlocking new revenue streams through strategic bank partnerships worldwide. The primary focus of this role will be driving growth in payables virtual card solutions with our global banking partners.

Requirements

Executive Judgment & Prioritization: You have the ability to self-prioritize partners and deals based on ROI with executive-level judgment, clear reasoning, and the tact to explain why certain opportunities are of higher value than others.
Payables and Virtual Card Expertise: You must have deep, demonstrated experience in payables and virtual card solutions, and a strong understanding of the related Card Networks, banking and corporate ecosystems.
Sales Leadership: A minimum of 5-10 years of successful channel sales experience. You must be prepared to own sales quotas, forecasting, and actuals with a proven track record of consistently exceeding targets.
Deals Over Decks: A proven track record of consistently closing significant deals and a preference for tangible results over theoretical plans.
The Builder Mindset: You are proactive and resourceful. If a tool, a report, or a piece of training material doesn't exist, you are capable of creating it to solve a problem.
Change Management: You are comfortable working at both the executive and field levels to inspire change and drive adoption of new strategies.

Responsibilities

Own the Channel: As the channel sales owner for global banking, you will be accountable for a significant revenue quota generated from deals sourced and closed through our partner channel. You'll drive growth by creating and managing new partnerships, and by expanding existing relationships.
Be a Strategist and a Builder: You will be a change management leader for each channel partner. You'll work with internal and partner leadership to create a unified strategy and then, as a builder, you'll create the necessary sales enablement materials, reports, and playbooks to execute on that vision. This includes creating issuer-by-issuer playbooks on how we utilize supplier enablement partners to roll out programs.
Cultivate Issuing Bank Partnerships: Build, deepen, and actively manage relationships with issuing banks, ensuring alignment on pipeline targets, revenue outcomes, and customer success. You will work directly with bank executives, sales leadership, and field teams to co-develop joint pursuits and win deals.
Cultivate High-Value Partnerships: Your job is to drive growth by mapping the hierarchy of each channel partner to unlock new sales. You will also define and execute the change management plan partner by partner and own the direct relationships with bank sales leadership and bank field sales staff to win deals.
Lead with Intelligence and Data: You will own the reporting and distribution of all pipeline metrics between channel partners and internally. We also expect you to be a modern leader who demonstrates the usage of AI to summarize content, build materials, and streamline your workflow.
Drive Go-to-Market Strategy: You will own the external go-to-market strategy for each bank partner, ensuring we are aligned with their goals and positioned for maximum success.
Be a Knowledge Center: In any conversation, ability to explain the product details, differentiators, workflows, and nuances.