Director, ISV Partner Commercialization

Onbe, a fast-growing FinTech, bringing innovation to a rapidly growing global marketplace, stands for “on behalf.” Because that’s exactly how we work: on behalf of our clients, as their comprehensive payments partner. We transform the way payments are imagined — as an opportunity for innovation, a source of insight to customers, and a way to connect with partners around the globe!

Summary: The Director, ISV Partner Commercialization (Account Executive, ISV) reporting into the Vice President of Account Management within the Client Organization - is responsible for the commercialization, growth, and retention of assigned ISVs in their portfolio. This person will embody a deep commitment to nurturing relationships within the verticalized software space, that leverage Onbe for their payouts. They will actively cultivate connections, engage in targeted prospecting, and foster meaningful engagements to identify blockers and unlock the partners full potential leveraging the Onbe solution.

Responsibilities

• Clearly understands and articulates the needs and goals of the partner and builds collaborative and trusted relationships within a layered network of contacts.
• Within the signed ISV, and as new verticals/channels are unlocked by Channel Sales Executive (Sales), the AE is responsible for vertical and channel specific GTM success.
• Collaborate with ISV to develop joint mutual success plans ensuring alignment between ISV’s objectives and Onbe’s.
• Directly influence and motivate ISV to adopt Onbe’s solution while simutaneously motivating end users to adopt Onbe’s payout modalities.
• Cultivates the unique ability to anticipate and resolve obstacles to ensure partner reaches its full potential, and results are achieved.
• Assumes the lead on expansion efforts through deepening of relationship and selling in the ROI of our solutions to drive mutually beneficial outcomes for the partner.
• Owns in year revenue goal and is responsible for short and mid-term forecasting inputs for signed verticals and channels.
• Manages the pipeline for each vertical/ channel- support as defined by Channel Sales Exec
• Oversees and ensures success of partnership onboarding plan and the GTM workstreams.
• Provides consultative support to the partner and takes lead on the ongoing cadence to review partnership KPIs (opportunities created, deal size, etc.), refresh priorities and uncover new opportunities.
• Ensures connectivity between key internal contributors (e.g., Channel/Product Marketing, VMS, Implementations, Operations, etc.)
• Activates Marketing resources within Onbe & Partner organization to drive effective demand gen strategies.
• Onboards partner with enablement and training; ensure partner sales teams and solution consultants are knowledgeable in Onbe products, services & value props.
• Develops a deep understanding of Partner portfolio. Lead partner in prioritizing high fit targets. Approaches novel targets with a curious mindset – executing if there is a fit and pivoting quickly if there is not.
• Gathers and provides accurate data at the deal level (during pipeline and post-launch) to inform Onbe annual budgeting and quarterly forecasting processes.
• Owner of the monthly Budget vs Actual process which uncovers trends – ensures partner is performing to plan and acts when underperformance is detected.
• Develops deep understanding of partner vertical/channel sales motion. Develop strategies, activate resources, and drive actions to continuously optimize.
• Develops trust and advocacy with vertical/channel and key functional leaders; provide feedback to Channel Sales Exec and support strategies to drive further penetration of Partner ecosystem.
• Manages escalations to keep relationship and KPIs on track; engages Leadership and/or Sales Exec when necessary.
• Drives feedback into Onbe's product development prioritization process; act as an advocate and change agent to ensure Onbe's capabilities and services support Partner revenue goals.
• Run ongoing business review cadence at the appropriate vertical and channel levels with the Partner.
• Maintain overall health, engagement, and retention of client portfolio.
• Engage with a curious mindset and be a partner to product as it relates to monetization strategies.
• Conduct regular business development reviews to discuss program trends, growth opportunities, and new product development.
• Proactively address potential risks associated with attrition or competitive threats.
• Stay informed of client news, payments industry trends, and market shifts.
• Serve as an escalation path for support issues within the ISV.
• Manage contract renewals, pricing initiatives, and participate in RFP exercises.

Qual