Director, System Integrator Partnerships

PayPal•San Jose, CA

About The Position

Develop and execute strategic partnership plans. Advise executive leadership on partnership opportunities. Manage and grow key strategic partnerships. Drive cross-sell and upsell initiatives with partners. Influence decision-making at the executive level. Monitor and assess the effectiveness of our System Integrator strategy, making data-driven recommendations for improvement. Collaborate closely with marketing to ensure alignment between sales and marketing strategies, ensuring a cohesive approach to lead generation, account activation, and the overall customer journey. This includes sharing customer insights and analytics, facilitating seamless hand-offs, and jointly managing pipeline performance metrics. Work closely with product marketing to leverage pricing and marketing insights, coordinate strategies with field sales, and collaborate with sales operations to enhance sales support and incentive planning. Facilitate the sharing of best practices among sales teams and actively coach Channel Partner Sales leadership to enhance their effectiveness as people leaders. Own System Integrator partner sales performance by setting clear, Sytem Integrator-specific targets and KPIs that are both leading (e.g., deal registration, certification progress, services attach) and lagging (bookings, quota retirement). Targets and KPIs should motivate System Integrator partner managers and field sellers to execute Channel Partner priorities, and ensure transparent, organization-wide reporting on forecasts, pipeline health by practice/region, and productivity. Minimum of 15 years of relevant work experience and a Bachelor's degree or equivalent experience. 10+ years of experience in sales, System integration strategies for Channel partners, business development, or relationship management. Experience with the payments and System Integrator industries preferred. Proven track record in developing and leading successful sales teams across various geographies and markets, with a focus on driving revenue through partnerships. In-depth understanding of customer payment needs and market trends, with a focus on key touchpoints across the sales funnel. Excellent ability to manage team performance on a day-to-day basis, ensuring alignment with annual and quarterly targets. Experience collaborating across regions and functional teams to achieve common goals within a hands-on, results-oriented environment. Proven track record of driving operational excellence with a focus on P&L management. Creative problem solver with the ability to develop innovative solutions. Demonstrated success in executing against goals, balancing attention to detail with effective delegation. High sense of urgency and capability to manage multiple projects simultaneously. Strong business acumen with a solid understanding of product strategy, excelling at identifying opportunities and navigating challenges. Expert negotiator in enterprise and technical sales. Strong strategic, analytical, and problem-solving skills, with experience building trusted relationships with executive stakeholders. Exceptional communication skills, capable of crafting compelling narratives to influence technical and business stakeholders at all levels, including the C-suite. Comfortable operating in ambiguous, fast-paced environments with evolving global products. Proficient in analytics, turning insights into actionable business recommendations to optimize strategy. Bachelor's degree required. Masters is a plus.

Requirements

Minimum of 15 years of relevant work experience and a Bachelor's degree or equivalent experience.
10+ years of experience in sales, System integration strategies for Channel partners, business development, or relationship management.
Proven track record in developing and leading successful sales teams across various geographies and markets, with a focus on driving revenue through partnerships.
In-depth understanding of customer payment needs and market trends, with a focus on key touchpoints across the sales funnel.
Excellent ability to manage team performance on a day-to-day basis, ensuring alignment with annual and quarterly targets.
Experience collaborating across regions and functional teams to achieve common goals within a hands-on, results-oriented environment.
Proven track record of driving operational excellence with a focus on P&L management.
Creative problem solver with the ability to develop innovative solutions.
Demonstrated success in executing against goals, balancing attention to detail with effective delegation.
High sense of urgency and capability to manage multiple projects simultaneously.
Strong business acumen with a solid understanding of product strategy, excelling at identifying opportunities and navigating challenges.
Expert negotiator in enterprise and technical sales.
Strong strategic, analytical, and problem-solving skills, with experience building trusted relationships with executive stakeholders.
Exceptional communication skills, capable of crafting compelling narratives to influence technical and business stakeholders at all levels, including the C-suite.
Comfortable operating in ambiguous, fast-paced environments with evolving global products.
Proficient in analytics, turning insights into actionable business recommendations to optimize strategy.
Bachelor's degree required.

Nice To Haves

Experience with the payments and System Integrator industries preferred.
Masters is a plus.

Responsibilities

Develop and execute strategic partnership plans.
Advise executive leadership on partnership opportunities.
Manage and grow key strategic partnerships.
Drive cross-sell and upsell initiatives with partners.
Influence decision-making at the executive level.
Monitor and assess the effectiveness of our System Integrator strategy, making data-driven recommendations for improvement.
Collaborate closely with marketing to ensure alignment between sales and marketing strategies, ensuring a cohesive approach to lead generation, account activation, and the overall customer journey.
Work closely with product marketing to leverage pricing and marketing insights, coordinate strategies with field sales, and collaborate with sales operations to enhance sales support and incentive planning.
Facilitate the sharing of best practices among sales teams and actively coach Channel Partner Sales leadership to enhance their effectiveness as people leaders.
Own System Integrator partner sales performance by setting clear, Sytem Integrator-specific targets and KPIs that are both leading (e.g., deal registration, certification progress, services attach) and lagging (bookings, quota retirement).
Targets and KPIs should motivate System Integrator partner managers and field sellers to execute Channel Partner priorities, and ensure transparent, organization-wide reporting on forecasts, pipeline health by practice/region, and productivity.