Channel Sales Manager

Channel Sales Manager

More than a mission, C2FO is a movement that is disrupting the financial world and changing the way businesses gain access to the working capital they need to grow. Here, everyone is an employee-owner which means we’re all invested in our work and our team members. We’re a company of team players and self-starters, finding new and innovative ways to get things done. If you’re excited to learn, grow and leave your mark on our fast-growing organization, C2FO may be the place for you.

About C2FO

Headquartered in Kansas City, US, C2FO has more than 800 employees worldwide with operations throughout Europe, Latin America, India, Asia Pacific, and Australia. We are a global fintech company invested in ensuring businesses have the capital they need to grow. How do we do this? The C2FO platform provides an easy, low-cost way for businesses of all sizes to increase cash flow by receiving early invoice payments from their customers. Through C2FO’s solutions and products, businesses worldwide have created jobs, developed new products, and grown by putting working capital where it belongs — in their hands.

Benefits

At C2FO, we take care of our customers and our people – the vital human capital that helps our customers thrive. That’s why we offer a comprehensive benefits package, flexible work options for work/life balance, volunteer time off, and more. Learn more about our benefits here. (https://www.c2fo.com/amer/us/en-us/about-us/careers)

About the Channels and Business Development Team

Our team is focused on lead generation and pipeline creation for our global Enterprise Sales organization. This team is responsible for targeting new Global 2000 enterprises and developing sales pipeline with finance, treasury and procurement leaders to grow C2FO’s client list. The core functions within the team include business development and channel sales with technology solutions, system integrators, consulting firms and our existing C2FO platform customers (buyers and suppliers). This team collaborates extensively with our marketing, product, account management and sales operations Associates. The OKR’s for this team are directly tied to revenue generation and our team is key to the global growth of C2FO.

About the position:

The Channel Sales Manager oversees and executes the strategy, implementation and program support associated with engagement of the organization's industry partners. This role is an instrumental component to C2FO’s Enterprise Sales efforts to expand our current base of leading Global 2000 Clients. The primary purpose of this Associate is to manage the day-to-day relationships with our strategic partners and proactively seek growth opportunities to expand the influence of these partners. This Associate will work closely with the SVP of Sales Enablement and the broader team to develop and execute a holistic lead generation and sales acceleration approach. In addition, this team member will work closely with our Partnerships team members to service our referral, resale and implementation partners to create SQLs (Sales Qualified Leads) with our targeted accounts in key industries. In addition to owning the relationships with our current partners, this person will be critical to scaling our team support with new partners. We are seeking a highly creative thinker who can help us create and foster a comprehensive partnership ecosystem strategy to position C2FO as a “must have” solution alongside other industry leading partners in the E.S.G, Finance, Treasury, Procurement, Payments, Banking, System Integrator and Consulting spheres of influence.

Essential Duties:

• Build relationships with key partner stakeholders, specifically for the purpose of advancing co-sell opportunities
• Work with the broader team to achieve Channel Sales KPI’s for prospective customer meetings, opportunities and new contracts.
• Manage pipeline reporting between partners and our Enterprise Sales team and oversee reporting and OKR attainment metrics in collaboration with sales operations.
• Collaborate with marketing to facilitate the creation of enablement materials
• Support the planning and lead broader team involvement for partnership engagements including events, webinars and sponsorships.
• Lead training sessions for educating our partners on our joint value proposition and best practices for introducing customers to C2FO and setting meetings for our Enterprise Sales team.
• Team with our sales operations team to request improvements to our targeting, reporting, crossover analysis, pipeline reviews and other standard processes and systems including SFDC, Paperflite, SalesLoft and any new alliances software or processes.
• Travel as needed to meet with key partners in AMER and EMEA
• Advise on local area partner co-sell opportunities with the Enterprise Sales team in all global regions on a case-by-case basis
• Work with sales operations team to track partner contracts, lead submission criteria and payouts of partnership agreements.
• Keep abreast of the evolving global B2B finance, working capital, lending, and payments landscapes to support new and existing partnership opportunities
• Take on other duties as agreed upon with the SVP of Channels & Business Development.

Who you are:

• You have had proven success working with Technology/SI/Consulting/Fintech partners to drive co-sell opportunities and improve sales cycles in a Channel Sales Manager role.
• Passion for serving as the voice of the partner internally and working cross-functionally with product, engineering, marketing, and enterprise sales
• Possess excellent interpersonal, communication, and influencing skills with the ability to work with stakeholders across different functions and levels, both internally and with partners
• Are a creative thinker who can collaborate deeply with our partners and internal teams to develop compelling experiences and tightly integrated joint value propositions
• Have a team-centric, self-starter with the ability to an excel in a dynamic, white space, and fast-moving startup environment
• 5 years of sales operations, inside sales or partnership experience in finance, technology or relevant industry with strong selling and communication skills (written and verbal).
• A strong track record in account management or customer service for a B2B company
• Comfortable with being held accountable for new meetings opportunities OKR
• A strong leader with experience working with various internal and external team members from sales, accounting, marketing, product and legal.
• Experience working with other geographies and understanding the needs our partners and Enterprise Sales team.
• Bachelor's degree in a business or technology-related field or commensurate experience.

Preferred Qualifications:

• Previous partnership experience with a company targeting Global 2000 B2B Enterprises
• Proficiency in Microsoft suite (especially Outlook, Excel, and PowerPoint).
• Experience in utilizing sales methodologies, metrics, processes, and tools.
• Experience with Salesforce.com or other Customer Relationship Management (CRM) software is a plus.

Commitment to Diversity and Inclusion.

As an Equal Opportunity Employer, we not only value diversity and equality, but we also empower our team members to bring their authentic selves to work every day. Our goal is to create a workplace that reflects the communities we serve and our global, multicultural clients. We recognize the power of inclusion, emphasizing that each team member was chosen for their unique ability to contribute to the overall success of our mission.

We do not discriminate based on race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. All employment decisions are based on qualifications, merit, and business needs.

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