Director of ISV and ISO Partnerships - Merchant Services

Deluxe

5d•Remote

About The Position

WHO YOU ARE: Do you enjoy project planning? Do you thrive in building road maps to highlight key milestones? Does multi-tasking and organization excite you? Is it exhilarating to be thought of as the subject matter expert? Do you take pride in delivering a "white glove" customer experience? ABOUT US: Deluxe Merchant Services+ is an industry-leading complete payment processing company that that accepts a wide range of payment methods, simplifies PCI compliance and deposits money in your bank account while delivering smooth checkout experience. We provide our partners and merchants with powerful in-store, online, and mobile payment solutions. Our technology is paired with the latest in payment security and backed by superior customer service. We help business pay, get paid, optimize, and grow. Follow us on LinkedIn Job Description This role leads the growth of our ISV and ISO partner ecosystem and owns revenue outcomes. You will build and execute the strategy for acquiring new software and referral partners while coaching a team of reps to consistently hit quota. You will understand how to sell payment integrations into software companies and how to recruit and activate ISO partners who drive fast merchant volume. You will run the full partnership lifecycle from outreach to contract to activation to revenue. You are accountable for pipeline creation, partner performance, forecasting accuracy, and deal execution. You will work cross functionally with product, legal, marketing, onboarding, and finance to move complex opportunities forward. This is a hands on leadership role. You will hire, train, manage, and jump into deals when needed to close revenue.

Requirements

Bachelor's in related field and 5 years in a sales driven experience or HS/GED and 9 years.
3 years of management experience
Background in payments processing, FinTech and/or SaaS
High degree of strategic and analytical capability, including an ability to analyze new partnerships in financial terms
Experience in all aspects of channel relationship management
A deep understanding of the convergence of partnerships, technology and payments
Experience working with Senior management to align strategies and solutions
Proficient with all Microsoft Office Products
Must be 18 years of age or older

Nice To Haves

Bachelors and 5 years in a sales driven experience
Experience selling to channel partners (ISO, ISV, Agent, or Referral Partnerships strongly desired)
Excellent communication skills and experience preparing and delivering presentations to C-level executives and managing objections in real-time
Excellent negotiation skills
Proven track record of increasing revenue through partnership generation
Ability to work under pressure in fast-paced environment
Solution-oriented with the ability to think strategically and creatively in decision-making
Strong attention to detail, and work ethic to exceed expectations and goals
Coachable and able to take direction and feedback well, yet being forward-thinking to challenge the status quo
Experience/Desire to contribute to the broader goals of the organization beyond your immediate job description

Responsibilities

Lead and manage the ISV and ISO sales teams with clear expectations, coaching, and accountability for hitting revenue targets
Build and execute the go to market strategy for acquiring new ISV integrations and ISO referral partners
Drive predictable pipeline creation by building the outbound motion, defining the outreach strategy, and ensuring the team executes it through targeted prospecting, industry engagement, and partner development.
Own deal progression from first meeting through contract execution, serving as the point of coordination with product, legal, compliance, and onboarding
Implement a repeatable sales process for long cycle ISV integrations and fast cycle ISO recruitment
Maintain a tight operating rhythm including forecasting, pipeline reviews, activity standards, and performance management
Monitor competitor moves, market changes, and pricing trends to position Deluxe effectively in both software and ISO markets