7+ years of relevant sales experience, preferably in financial institution partnerships
Strong enterprise sales and alliance management skills
Proven ability to build relationships with C-suite executives
Expertise in developing complex financial models
Excellent communication skills for diverse audiences
Experience in partner/business development and program management
University degree required; master's preferred
Responsibilities
Build and implement strategic plans for financial institution partnerships
Conduct outreach to identify and prioritize new business opportunities
Manage complex negotiations for financial institution partnerships
Engage with C-level executives to align business growth strategies
Develop and nurture high-impact relationships with financial institutions
Collaborate with marketing and sales teams to create growth plans
Benefits
Opportunity to lead high-value strategic partnerships
Cross-functional collaboration with various departments
Engagement with senior executives and industry leaders
Potential for significant impact on company growth
Access to professional development and training opportunities
Full Job Description
Overview
A Strategic Partnerships Director is responsible for leading competitive efforts and strategies to help AvidXchange obtain new and high-value partnerships with financial institutions. This individual will lead all efforts from prospecting to building and cultivating mutually beneficial partner relationships with responsibilities including assessing market-based opportunities, creating term sheets, developing legal contracts, leading sales and negotiation efforts with prospects, as well as influencing the organization to make important investment decisions on strategic partnerships helping to expand revenue and exceed growth goals through new verticals and other partner-related growth opportunities.
This role requires extensive cross-functional internal partnership and will work closely with Demand Generation, Product Marketing, Legal, On-boarding, and Product & Engineering to build new GTM playbooks specifically for strategic financial institution partnerships and propel short and long-term growth. What you'll do:
Build, implement, and own the strategic plans addressing potential financial institution partnerships as well as identify new prospects in the market
Conduct new business development outreach to prospective financial institution partners and create new opportunities, effectively tracking and prioritizing based on size and impact
Own and manage large, complex negotiations over extended periods of time (12+ months) for multifaceted financial institution partnerships, encompassing both financial term sheets and legal agreements, negotiating all items and leading through the signature and closing process
Engage with senior C-level executives routinely, internally and externally, and understand key business drivers for growth, aligning the partner and the company towards a mutual win
Develop and own high-impact financial institution relationships to the point they can productively align and deeply grow the relationship while maximizing the sales opportunities for AvidXchange
Strategically partner with AvidXchange Marketing, Demand Generation and the sales team to help develop growth plans and help guide Alliance & Sales teams' engagement with partners around these financial institution opportunities
What we're looking for:
Experience building new strategic partnerships
Strong enterprise sales, alliance management, marketing, business acumen, and analytical skills
Highly skilled at building relationships with partners and C-suite level decision makers
Strong financial acumen and experience developing complex financial models inclusive of topics such as net interchange share, transaction / software fees, customer acquisition models, etc.
Able to effectively manage time resulting in maximized productivity
Effectively able to lead and coordinate cross-functional business reviews to include partners, sales, product, marketing, delivery onboarding, etc.
Excellent communication skills to effectively present to a wide range of audiences, including an ability to communicate business and technical concepts clearly, effectively and convincingly through presentations
Expert ability to interpret critical business challenges and translate to optimal business process recommendations - multi-level and organizational opportunities
Expert at assessing partner and channel market opportunities within the financial institution landscape (banks, credit unions, and other financial services providers) and building strategies to expand our leadership presence
Expert ability to utilize a solutions-selling approach to advance new partners through their decision-making process resulting in the purchase by partner customers of the AvidXchange solutions that match their needs
University Degree or equivalent experience and minimum 7+ years prior relevant Sales experience; master's degree in business preferred
Technically capable of using and demonstrating AvidXchange solutions
3+ years of partner/business development, enterprise sales, financial institution partnerships, and/or program/product management experience
Highly effective in creating a compelling reason to buy through defined marketing messaging and the presentation of AvidXchange value propositions
Strong hunting mindset - sense of urgency, ownership, and bias for action
Ability to understand strategic priorities, business needs, pain points, and opportunities to leverage AvidXchange solutions to potential financial institution partners
About AvidXchange
AvidXchange is a financial technology company that provides accounts payable and payment automation solutions for midsize companies. The company's products include invoice and payment processing, purchase order management, and payment services. AvidXchange serves customers in various industries, including real estate, healthcare, and construction. The company was founded in 2000 and is headquartered in Charlotte, North Carolina.
