VAR & Technology Partnership Director

First American Payments Systems•Fort Worth, TX

About The Position

The VAR & Technology Partnership Director is responsible for building and scaling the Value Added Reseller (VAR) ecosystem for Deluxe Merchant Services by establishing strategic partnerships across POS providers, payment gateways, and vertical SaaS platforms. It serves as the technical and strategic point of contact for VAR partners, leading integration discussions, APIs, certifications, and platform capabilities while translating partner needs into clear requirements for Product and Engineering teams. The role establishes the operating model for VAR partnerships through defined certification processes, documentation standards, and internal visibility into partner capabilities. Additionally, it drives monetization and expansion by identifying cross sell opportunities, supporting partners as they scale toward ISV or PayFac like models, and partnering closely with Product, Sales, and Revenue Operations to ensure partner growth delivers scalable commercial impact. This impactful position which will play a key role in our growth strategy will focus on the following core responsibilities: Build, manage, and scale the Value‑Added Reseller (VAR) ecosystem by establishing strategic relationships across POS providers, payment gateways, and vertical SaaS platforms, supporting both direct and one‑to‑many integration models, and proactively identifying new partnership opportunities that enable partner growth and long‑term scalability within the Deluxe Merchant Services platform. Serve as the technical and strategic liaison for VAR partners by leading integration discussions, whiteboarding solution flows, and advising on APIs, gateways, certification requirements, and platform capabilities, while translating partner and market needs into clear, actionable product requirements and partnering closely with Product Management and Engineering to support successful, non‑coding integrations. Define and manage the operating model for VAR partnerships by partnering with Product and Engineering to support platform certification requirements, establishing repeatable processes to keep certifications, integrations, and partner documentation current, and building scalable documentation and internal visibility into integration models, certification status, partner capabilities, and escalation and enablement pathways. Drive partner‑led revenue growth by identifying and executing cross‑sell opportunities that create synergy between Deluxe Merchant Services products and partner offerings, assessing VAR readiness to evolve into ISV or PayFac‑like models and coordinating transitions to platform teams, and partnering closely with Product and Commercial teams to ensure partner expansion results in scalable, sustainable revenue impact. Drive alignment and execution across Product Management, Engineering, Commercial/Sales, and Revenue Operations by serving as the internal connective tissue between technical constraints, partner opportunities, and commercial objectives, while confidently representing Deluxe Merchant Services in partner discussions and external engagements to ensure cohesive strategy and successful outcomes.

Requirements

Bachelors degree in Business Admin/Marketing or related field
5 years’ experience in payments, Fintech, Merchant services, technology partnerships
Proven background in technology partnerships, VAR ecosystems, or platform integrations
Must be 18 years of age or older

Nice To Haves

Deep understanding of the technical integration lifecycle for merchant services (gateways, APIs, certification, onboarding)
Ability to work independently

Responsibilities

Build, manage, and scale the Value‑Added Reseller (VAR) ecosystem by establishing strategic relationships across POS providers, payment gateways, and vertical SaaS platforms, supporting both direct and one-to-many integration models, and proactively identifying new partnership opportunities that enable partner growth and long-term scalability within the Deluxe Merchant Services platform.
Serve as the technical and strategic liaison for VAR partners by leading integration discussions, whiteboarding solution flows, and advising on APIs, gateways, certification requirements, and platform capabilities, while translating partner and market needs into clear, actionable product requirements and partnering closely with Product Management and Engineering to support successful, non-coding integrations.
Define and manage the operating model for VAR partnerships by partnering with Product and Engineering to support platform certification requirements, establishing repeatable processes to keep certifications, integrations, and partner documentation current, and building scalable documentation and internal visibility into integration models, certification status, partner capabilities, and escalation and enablement pathways.
Drive partner-led revenue growth by identifying and executing cross-sell opportunities that create synergy between Deluxe Merchant Services products and partner offerings, assessing VAR readiness to evolve into ISV or PayFac-like models and coordinating transitions to platform teams, and partnering closely with Product and Commercial teams to ensure partner expansion results in scalable, sustainable revenue impact.
Drive alignment and execution across Product Management, Engineering, Commercial/Sales, and Revenue Operations by serving as the internal connective tissue between technical constraints, partner opportunities, and commercial objectives, while confidently representing Deluxe Merchant Services in partner discussions and external engagements to ensure cohesive strategy and successful outcomes.