Strategic Channel Manager

🕒 April 7

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Berkeley Payments

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 2005

💳 Fintech

🏦 Banking

Fintech • Banking • Payments

Berkeley Payments is a financial technology company that specializes in creating and managing virtual and physical payment cards, enabling real-time payments, and providing a broad set of financial solutions. Their platform offers a collection of features including low-cost transactions, spending controls, and card issuing through an Open-API system tailored for banking apps, gig workers, and loyalty programs. With an emphasis on security and compliance, Berkeley Payments supports various financial institutions by embedding sophisticated money movement services into their offerings.

📋 Description

• Lead all aspects of the partnership lifecycle—from initial executive outreach to contract negotiation and post-signing enablement. • Target, negotiate, and execute Master Referral Agreements (MSAs) with massive "whale" partners, specifically Tier-1 Consulting Firms (e.g., Deloitte, KPMG, etc…) and major Service Providers (e.g., Stripe, Adyen, etc…). • Design and host formal enablement sessions, 'Lunch & Learns,' and joint webinars to train our partners' frontline sales and consulting teams on how to pitch Berkeley. • Conduct rigorous, routine account-mapping sessions with your signed partners, cross-referencing CRMs to identify overlapping target accounts and proactively generate Partner-Sourced Pipeline. • Research, build business cases, and present theses for targeting net-new opportunities for partnerships. • Audit our current roster of channel partners and implement a strategy to activate dormant relationships, while ruthlessly pruning partnerships that do not yield enterprise-grade pipelines. • Analyze your channel territories and provide accurate, real-time insights using our Sales CRM to report on Partner Activation Rates and pipeline velocity.

🎯 Requirements

• Minimum of 4 to 6 years of highly successful B2B sales experience, with at least 2 years specifically dedicated to Channel Sales or Strategic Partnerships specifically in the payments space. • A proven history of executing complex, high-value enterprise partnerships rather than relying on high-volume, low-value affiliate networking. • Strong knowledge and understanding of payments: money movement, card issuing, regulations, API infrastructure, etc. • Utilizing CRM software, ZoomInfo, and LinkedIn as part of a disciplined partnership mapping process. • Exceptional consultative skills with a demonstrated ability to engage and influence high-level stakeholders at consulting firms and tech companies. • Excellent verbal and written communication skills. • Motivated self-starter who is dedicated, resourceful, and operates with the highest level of integrity. Research-oriented with strong organizational and time management skills.

🏖️ Benefits

• Competitive Compensation: A strong base salary of $80,000.00 per year, paired with a generous, dynamic commission structure designed to reward initial partner enablement and massive downstream revenue generation. • Healthcare: Comprehensive health, dental, and extended health care insurance benefits available. • Flexibility: A fully remote work environment (Monday to Friday schedule - EST) allowing you to work from anywhere in the U.S. or Canada. • Culture: The opportunity to be part of a forward-thinking company that values innovation, bespoke solutions, and global capabilities in the rapidly expanding embedded payments space.