Partner Relationships Director

At Early Warning, we’ve powered and protected the U.S. financial system for over thirty years with cutting-edge solutions like Zelle®, Paze℠, and so much more. As a trusted name in payments, we partner with thousands of institutions to increase access to financial services and protect transactions for hundreds of millions of consumers and small businesses.

Positions located in Scottsdale, San Francisco, Chicago, or New York follow a hybrid work model to allow for a more collaborative working environment.

Candidates responding to this posting must independently possess the eligibility to work in the United States, for any employer, at the date of hire. This position is ineligible for employment Visa sponsorship.

Overall Purpose

This role ensures the overall success of 10+ key partnerships for Early Warning. Overall Revenue lead is between $10M and $30M across the portfolio for each leader. The Partner Relationships Director drives the relationship strategies, key client relationships at the senior executive level (head of payments, CEO, C-suite) and all go-to-market work streams required for Early Warning Services partners to exceed their goals and objectives for each product initiative. Maintains relationships with key customer executives and influencers and acts as the prime liaison between Treasury Services and Early Warning personnel. Establishes and maintains a high level of customer satisfaction by ensuring that Early Warning stakeholders are engaged. The product lines include both Zelle and Decision Intelligence.

Essential Functions

• Creates and leads strategic Partner Plans for assigned Treasury/Channel Partners in collaboration with Treasury/Channel Partners and Early Warning key stakeholders; defines key performance indicators, key risk indicators, and program milestones that are aligned with customer strategy and value proposition.

• Owns not just the revenue attainment from each partner, but also:  Partner Compliance, Partner Data Security, Partner Satisfaction, and overall Partner Strategic Value.  This role acts as a trusted advisor to the partners on a wide range of EWS and payments topics.

• The overall scope of each role is 10+ key strategic relationships and $10M to $30M in business revenue.

• Leads Early Warning and Treasury/Channel Partner personnel in the successful execution of the Sales Enablement Programs.

• Facilitates development of Treasury/Channel Partner sales collateral and related documents required to sell the program’s products and services.

• Leads “Train the Trainer” sales enablement programs and provides ongoing coaching to ensure program success.

• Leads as a subject matter expert, strategic sales opportunities.

• Through regular strategic business reviews and other relationship meetings, provides Treasury/Channel Partner and Early Warning executives with program execution summaries, including key sales performance indicators and milestone attainment.

• Works closely with Business Development Executive as early as possible during the partner development cycle to accelerate transition to program execution and revenue attainment.  Ensures sales turnover is complete and Customer Implementation team is engaged.

• Represents and supports the company and Treasury/Channel Partners at industry trade shows and events.

• Mentors other team members, acclimating them to products, clients, internal processes and successful relationship management strategies and practices.

• Upsells specifically identified new product features/enhancements for existing products as they are identified and launched.

• Acts as the primary promoter of all Early Warning vision, products and solutions across Treasury/Channel Partner executive teams and business units.

• Protects the overall revenue for assigned account portfolio and looks to grow the revenue base through upsell and cross sell opportunities and ensures that the customer is maximizing the effectiveness of existing products.

• Identifies new partnership opportunities and facilitates introduction into the respective product management team for the Business Development Executive, if needed, to facilitate company partnership and upstream ACV growth objectives.

• Manages the implementation backlog for assigned accounts with focus on getting committed projects to revenue as quickly as possible. Ensures alignment of resources and expectations across all stakeholders (customer and Early Warning).

• Ensures that Salesforce.com is kept updated and current for all opportunities, contacts, projects, and legal effo