VP, Partnerships & Distribution Channel Sales

Arcesium LLC•New York, NY

14h•Remote

About The Position

This is a rare opportunity for an entrepreneurial revenue leader to define and build Arcesium's channel and partnerships strategy from scratch. You will be the company's first dedicated partnership executive, with a mandate to design, launch, and scale a partner ecosystem that drives meaningful, recurring revenue alongside our direct sales motion. The ideal candidate has been here before — you've built channel programs at a fintech, SaaS, or financial services technology firm that operates in the same ecosystem as Arcesium (prime brokers, fund admins, custodians, managed service providers, consultants, and system integrators). You walk in the door with a playbook, a network, and the conviction to execute.

Requirements

10+ years of experience in B2B SaaS, fintech, or financial services technology, with at least 5 years in a dedicated partnerships, channel, or business development leadership role
Demonstrable track record of building — not just managing — a channel program at a company operating in the institutional finance or investment management technology space (post-trade, fund administration, data & analytics, treasury, risk, or adjacent)
An existing, warm network of senior relationships across the institutional investment management ecosystem: prime brokers, fund administrators, custodians, outsourced CFOs/COOs, and consulting firms
Experience structuring and negotiating complex channel agreements: referral, reseller, co-sell, and OEM/white-label arrangements
Strong commercial instincts — you think like a business owner, not a relationship manager
A ready-to-deploy playbook for standing up a channel program, including partner tiering, onboarding, enablement, and incentive structure
Entrepreneurial and energized by ambiguity — you thrive when you're building something new
A creative dealmaker who finds non-obvious angles to create mutual value
Equally effective as a strategist and a hands-on executor — you don't wait for a team to build what you can start building today
A compelling executive communicator who earns trust quickly with both internal stakeholders and external partners
Comfortable with longer sales cycles and complex stakeholder environments
Low ego, high accountability

Nice To Haves

Experience at a firm with a directly comparable product surface area to Arcesium (post-trade operations, fund accounting, data management, or analytics for alternative asset managers)
Prior experience at or with major prime brokers, tier-1 fund administrators or large custodians
Experience selling into or partnering with allocators, hedge funds, or multi-manager platforms
Familiarity with technology alliance models in the fintech ecosystem (AWS, Snowflake, cloud data platforms)
Established relationships with management consulting firms (Big 4, boutique alts-focused shops) who advise target client segments

Responsibilities

Design Arcesium's partner and channel strategy from the ground up, including partner segmentation, tiering, commercial models (referral, resell, co-sell, white-label), and program economics
Define the ideal partner profile across categories: technology alliances, distribution partners (prime brokers, fund admins, custodians), consulting and advisory firms, and system integrators
Build the business case and roadmap for channel-driven ARR, and own the channel revenue P&L
Identify, recruit, and onboard high-value partners across priority segments, leveraging your existing network in the institutional investment management and financial technology ecosystem
Develop joint go-to-market plans with partners, including co-selling motions, co-marketing campaigns, and joint solution development
Personally manage and quarterback the most strategically important partner relationships at the executive level
Build the channel enablement infrastructure: partner portal, certification programs, sales toolkits, ROI calculators, and co-branded collateral
Create repeatable onboarding frameworks so partners can independently sell, position, and support Arcesium's solutions
Establish clear rules of engagement between direct and channel sales to minimize conflict and maximize collaboration
Work closely with the direct sales team to drive partner-sourced and partner-influenced pipeline
Partner with Product and Engineering to identify integration and technology alliance opportunities that deepen partner stickiness
Collaborate with Marketing to develop campaigns, events, and content that activate the partner ecosystem
Partner with Legal and Finance to structure commercial agreements, pricing frameworks, and margin models
Define and own channel KPIs: partner-sourced ARR, partner-influenced ARR, active partners, deal registration volume, time-to-first-deal per partner
Build a quarterly business review (QBR) cadence with top-tier partners
Report channel performance to executive leadership and board-level audiences as the program matures