Sr Channel Partner Manager

ACI Worldwide

About The Position

The Sr Channel Partner Manager is required to drive significant growth of ACI’s business through a multi-channel approach targeting referral, distributor/reseller and other related technology and service partners. The postholder will be involved in building new channel pipeline as well as strengthening existing partnerships to extend ACI’s reach and revenue within our core vertical markets. This position reports to The VP of Solutions Consulting and Channel Partners for ACI’s Biller segment.

Requirements

5-7+ years of software channel sales, business development or alliances
Documented success implementing channel strategy within payments or other related markets
Consistent track record for revenue generation driving sales in both direct and channel sales roles
Excellent closing, negotiation, leadership, and presentation skills
Outstanding interpersonal skills with the ability to work with all levels of management
Ability to forecast channel revenue accurately with strong Salesforce.com skills
Highly organized and detail oriented
Ability to influence and build strong relationships with decision makers across all levels of partner and prospect organizations
Deep understanding and experience with electronic technologies including IVR, web, and mobile channels
Up to date on the trends within the IP space
Strong oral and written communication skills
Ability to work with little supervision and adapt to a fast-paced, constantly changing environment
A high degree of honesty, integrity and sound judgment
Comfortable with weekly travel to partners as necessary
Comfortable with reporting summary and detailed results to management on a weekly, monthly and quarterly basis
BA/BS degree

Responsibilities

Individually and working with ACI’s Marketing and Sales teams: identify and develop relationships with new channel partners.
Maximize sales through existing channel relationships. Leverage internal & external resources to effectively position ACI’s value proposition to channel partners.
Generate passion and enthusiasm within our partner community, fostering a desire to promote, prioritize and sell ACI’s IP solutions.
Coordinate go-to-market plans, including partner communications, joint marketing, sales training, sales incentives, lead qualification and referral process, and associated reporting.
Engage with new and existing channel partners to set, achieve and exceed ARR targets by developing and executing annual sales plans.
Champion the channel program internally to drive focus and appropriate level of investment in Product and Marketing.
Work closely with the IP Sales teams to engage partners and establish 1-to-1 linkages between ACI Sales and the partner’s sales organization.
Work as part of the sales team to assist in negotiating and closing channel deals.
Work cross-functionally and with Sales Management, Solution Consulting, Product Management, Marketing and Legal to ensure continued growth of the business.
Effectively use SFDC to forecast, track, develop and report activity with potential clients, channel partners and renewals.
Achieve annual ARR quota through well-documented quarterly progress.
Participate in monthly performance reviews with direct management and quarterly reviews with department management.
Perform other duties as assigned.
Understand and adhere to all corporate policies to include but not limited to the ACI Code of Business Conduct and Ethics.
Demonstrate a solid understanding of the company’s business, core strategies, and risk appetite and risk tolerance.