O-950 - Partnership Manager

O-950 - Partnership Manager

23 Nov
|
EZYPAY
|
Sydney

23 Nov

EZYPAY

Sydney

- Join an innovative company

- Flexible Working Conditions

- A fun team environment



Do you love working in a vibrant and energetic environment? Are you motivated within a highly driven sales team? Come showcase your exceptional sales skills!



Ezypay is a multi-award-winning Fintech company established in 1996, specialising in the provision of subscription and recurring direct debit payments.



With offices in Australia, New Zealand and Malaysia, Ezypay has processed over $3 billion worth of subscription payments in 9 countries across the Asia Pacific region (Australia, New Zealand, Malaysia, Singapore, Philippines, Hong Kong, Taiwan, Thailand and South Korea) and we’re continually expanding.



The Role





The Partnerships Manager is responsible for selling new partnership engagements, managing existing partners, collaborating on mutually beneficial projects, helping the partner meet their objectives, and making sure the partner is getting the necessary support by coordinating organisational resources. The Partnership Manager creates revenue & acquisition strategies, manages and executes on these plans by leveraging the appropriate resources internally, with the support of the Head of Sales, Inside Sales & other internal key stakeholders.



Requirements



- 5+ years proven experience as partner manager and strategic sales planning

- Experience working closely with an Inside sales team, knowledge sharing and delivering internal training

- Experience providing solutions based on customer needs and ensuring mutually beneficial outcomes

- Strong communication and interpersonal skills with aptitude in building relationships with professionals at all organizational levels (including C suite)

- Be able to solve problems and propose innovative ideas and solutions to help achieve scalability of the programs.

- Excellent organizational skills

- Excellent commercial acumen problem-solving and negotiation skills

- Business Analysis skills

- Ability to understand client use cases and apply to Ezypay solution/capabilities



Responsibilities:



Partnership Management



- Identify and prospect new integration partners within their assigned territory

- Manage existing partnerships within their assigned territory

- Take ownership for, and work with Inside Sales to provide the framework for partner channel development and ensure that key documents, processes, and people are identified to support the channel.

- Negotiate commercial arrangements with partners, with involvement from other internal functions, demonstrating commercial and financial acumen in constructing mutually beneficial partnership pricing arrangements

- Lead partner onboarding activities from a project management perspective.

- Identify migration pathways and ensure plans in place to migrate customers from legacy platforms

- Collaborate with Implementation, Support, Merchant Operations, Engineering and other Ezypay teams in order to facilitate partner growth and milestone achievement.

- Effectively prioritize and escalate partner activities as required.

- Work with partners to devise plans to promote and market the integrated solution

- Conduct quarterly partner reviews to identify mutual opportunities with integration partners

- Present partnership plans monthly to ensure executives are up to date on key milestones in partner development

- Serve as a Partner escalation point and provide ongoing feedback and coaching to the Inside Sales Team



Sales strategy and business development:



- Create an overall sales and strategic approach in Go to Market segments

- Identify and drive new business opportunities to build partner pipeline

- Meet targets set by organisation to close deals

- Progress opportunities through to closed sales

- Work with Inside Sales Team to deliver “at scale” Partnership opportunities



Commercial Acumen and Problem solving



- Uncover client challenges, business and business processes i.e. budget, buying process

- Develop appropriate solutions based on ROI

- Develop and negotiates contracts that are mutually beneficial to client and Ezypay

- Determine appropriate platforms/events/activities/content to ensure clients feel connected with Ezypay and continue to transact

- Follow key processes and procedures to ensure adherence to company compliance programs, sales methodology, etc.

- Can clearly articulate the value that Ezypay provides to partners and/or their merchants



Product and industry knowledge



- Understand the key product features and benefits of the Ezypay solution to position appropriately with the client

- Investigate client business segment and attends industry events to understand markets

- Develop key contacts and networks related to clients and industry

- Share insights with Inside Sales Team



Communication skills



- Link Ezypay solutions and USP’s to client’s vision, needs and outcomes

- Translate complex solution into simple ideas



- Confident negotiator and ability to ‘close the deal’



- Ability to develop relationships and communicate effectively across multiple internal & external stakeholders

- Communicate using credible evidence focusing on details and processes

- Ability to train/mentor/coach Inside Sales Team on all aspects of the sales cycle



Sales Management and organisational abilities



- Ensure forecasted revenue of each deal is accurate and realistic. Records deal, client and company information accurately and clearly in CRM

- Follow up promptly on client’s queries, maintains excellent levels of service and responsiveness

- Understand deadlines and timelines to manage client expectations

- Provides accurate reporting on pipeline and revenue expectations



Key Performance Indicators



- Revenue target attainment

- Sales and prospect management- Delivers plan that identify how to meet revenue targets set for partnership growth ensuring pipeline is adequetly full

- Client/relationship management- Meet partners quarterly to develop referenceable partners

- Account Management- Develop partner plans, migration plans for legacy customers and strategy to grow revenue for each partner

- Commercial management- Demonstrate commercial discipline and focus, managing contract timelines and expiry and pricing models

- Influencing & Negotiating – Ability to define key sales steps (and arguments and concepts that support them) such as USP’s to close partner deals

- Adherence to Ezypay values

- Mutually agreed project and performance targets



How to Apply



If you tick off the above criteria, don’t wait, apply now!



To be considered for the position please click 'Apply Now' and upload a current resume and cover letter addressing the selection criteria.



This could be the start of your rewarding career with Ezypay.



In Response to Covid-19:



All interviews are currently being held virtually. If you are invited to attend an interview, our Human Resources team will guide you through our interview process.

The original job offer can be found in Kit Job:
https://www.kitjobau.com/job/13058621/o-950-partnership-manager-sydney/?utm_source=html

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