Director of ISV and ISO Partnerships - Merchant Services

WHO YOU ARE:

Do you enjoy project planning? Do you thrive in building road maps to highlight key milestones? Does multi-tasking and organization excite you? Is it exhilarating to be thought of as the subject matter expert? Do you take pride in delivering a "white glove" customer experience?

ABOUT US:

Deluxe Merchant Services+ is an industry-leading complete payment processing company that that accepts a wide range of payment methods, simplifies PCI compliance and deposits money in your bank account while delivering smooth checkout experience. We provide our partners and merchants with powerful in-store, online, and mobile payment solutions. Our technology is paired with the latest in payment security and backed by superior customer service. We help business pay, get paid, optimize, and grow.

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Job Description

This role leads the growth of our ISV and ISO partner ecosystem and owns revenue outcomes. You will build and execute the strategy for acquiring new software and referral partners while coaching a team of reps to consistently hit quota. You will understand how to sell payment integrations into software companies and how to recruit and activate ISO partners who drive fast merchant volume.
You will run the full partnership lifecycle from outreach to contract to activation to revenue. You are accountable for pipeline creation, partner performance, forecasting accuracy, and deal execution. You will work cross functionally with product, legal, marketing, onboarding, and finance to move complex opportunities forward. This is a hands on leadership role. You will hire, train, manage, and jump into deals when needed to close revenue.

Responsibilities
• Lead and manage the ISV and ISO sales teams with clear expectations, coaching, and accountability for hitting revenue targets
• Build and execute the go to market strategy for acquiring new ISV integrations and ISO referral partners
• Drive predictable pipeline creation by building the outbound motion, defining the outreach strategy, and ensuring the team executes it through targeted prospecting, industry engagement, and partner development.
• Own deal progression from first meeting through contract execution, serving as the point of coordination with product, legal, compliance, and onboarding
• Implement a repeatable sales process for long cycle ISV integrations and fast cycle ISO recruitment
• Maintain a tight operating rhythm including forecasting, pipeline reviews, activity standards, and performance management
• Monitor competitor moves, market changes, and pricing trends to position Deluxe effectively in both software and ISO markets

Basic Qualifications:

• Education and Experience: Bachelor's in related field and 5 years in a sales driven experience or HS/GED and 9 years.
• 3 years of management experience
• Background in payments processing, FinTech and/or SaaS
• High degree of strategic and analytical capability, including an ability to analyze new partnerships in financial terms
• Experience in all aspects of channel relationship management
• A deep understanding of the convergence of partnerships, technology and payments
• Experience working with Senior management to align strategies and solutions
• Proficient with all Microsoft Office Products

Preferred Qualifications:

• Education and Experience: Bachelors and 5 years in a sales driven experience
• Experience selling to channel partners (ISO, ISV, Agent, or Referral Partnerships strongly desired)
• Excellent communication skills and experience preparing and delivering presentations to C-level executives and managing objections in real-time
• Excellent negotiation skills
• Proven track record of increasing revenue through partnership generation
• Ability to work under pressure in fast-paced environment
• Solution-oriented with the ability to think strategically and creatively in decision-making
• Strong attention to detail, and work ethic to exceed expectations and goals
• Coachable and able to take direction and feedback well, yet being forward-thinking to challenge the status quo
• Experience/Desire to contribute to the broader goals of the organization beyond your immediate job description

Additional Basic Qualifications:

Must be 18 years of age or older

Compensation

The compensation range for this position is $120,000.00 - $150,000.00 annually. This position will be eligible for commission or an annual performance incentive plan. The base p