Sales Executive IV - Strategic Partnerships

Perseus Group, Constellation Software

11d•$108,000 - $132,000•Hybrid

About The Position

The Sales Executive IV - Strategic Partnerships is a quota-carrying sales role responsible for generating and closing revenue through a portfolio of strategic relationships, including technology providers, industry organizations, consultants, referral sources, and other ecosystem partners. The role builds and manages executive-level relationships, develops partner-specific account plans and qualified pipeline, and leads opportunities from initial identification through partnership go-to-market by educating partners on Dark Matter Technologies’ value, technology, client base, and ecosystem opportunities. This role combines strategic partnership development with the ability to educate and inform partners about Dark Matter Technologies’ products, services, technology, client base, market reach, and ecosystem value. The Sales Executive positions solutions in the context of each partner’s business model and growth objectives, prepares estimates, negotiates commercial terms, and coordinates internal resources to deliver outcomes that align partner expectations with the company’s ability to execute. Success is measured by quota attainment, closed revenue, pipeline creation and conversion, forecast accuracy, and the growth and productivity of assigned relationships.

Requirements

Bachelor's degree in business, finance, marketing, technology, or a related field, or an equivalent combination of education, training, and experience.
10+ years of progressive field sales, enterprise sales, strategic partnerships, business development, alliance management, or related commercial experience.
Demonstrated success carrying and attaining a revenue quota and closing complex, high-value sales or partnership agreements.
Proven experience building executive-level relationships and generating revenue through partners, channels, referrals, alliances, or ecosystem relationships.
Experience managing a full sales cycle, including prospecting, discovery, solution development, pricing, negotiation, contracting, forecasting, and close.
Experience engaging mortgage, fintech, financial services, and technology providers at the C-suite level, including educating executive stakeholders on technology capabilities, client demand, market opportunities, integration value, and the commercial benefits of partnership.
Strong record of leading cross-functional pursuits in a complex, matrixed environment.
Ability to remain effective under pressure, manage competing priorities, exercise sound judgment, and travel up to 25%.

Nice To Haves

Experience in mortgage technology, fintech, financial services, or another regulated, technology-enabled industry.
Experience selling software products, technology-enabled services, integrations, platforms, or transaction-based solutions.
Experience developing or scaling referral channels, strategic alliances, and partner-led go-to-market motions.
Working knowledge of technology integrations, platform partnerships, commercial agreements, pricing, and product commercialization.
Established network among relevant technology and service providers, consultants, industry associations, financial institutions, or customer organizations.
Knowledge of Dark Matter Technologies’ products, services, and capabilities.

Responsibilities

Own and achieve an assigned individual revenue quota, sales goals, and other performance objectives for the strategic partnerships channel.
Build, manage, and expand a portfolio of strategic partner relationships that generate referrals, partner-sourced opportunities, integrated solution sales, and recurring revenue growth.
Develop and execute relationship and account plans that define revenue targets, priority opportunities, key stakeholders, and the actions required to close business.
Establish and maintain executive-level relationships with current and prospective partners, consultants, industry organizations, and other sources of qualified opportunities.
Create and maintain a healthy, qualified pipeline by identifying market opportunities, securing partner commitment, and advancing deals through each stage of the sales process.
Lead assigned opportunities from discovery through close by educating partners on Dark Matter Technologies’ technology, platform capabilities, client demand, market reach, and integration value; aligning the opportunity to the partner’s business objectives; positioning the solution; and managing pricing, negotiation, and contracting.
Structure and close agreements that create customer and partner value, meet revenue and margin expectations, and align with Dark Matter Technologies’ delivery capabilities and risk requirements.
Identify expansion opportunities within existing partner relationships, including new products, services, integrations, referral arrangements, pricing initiatives, and additional revenue channels.
Translate knowledge of Dark Matter Technologies’ products, services, technology, customer use cases, client base, markets, and competitive environment into clear business, integration, and revenue value that enables informed partner investment and go-to-market decisions.
Prepare and present pricing, commercial recommendations, partnership plans, business cases, forecasts, and performance updates to partner executives and internal leadership.
Maintain accurate and timely CRM records, including opportunity stage, amount, close date, next steps, relationship activity, and forecast; provide clear visibility into pipeline health, risks, and commitments.
Coordinate Product, Marketing, Finance, Legal, and Implementation resources to resolve obstacles and move opportunities from strategy through execution and revenue realization.
Represent the company at industry events, partner meetings, executive forums, and trade associations to deepen relationships, strengthen market presence, and create new sales opportunities.
Perform additional duties as assigned.