Position Overview

DTS Connex is seeking an experienced and highly motivated Vice President of Financial Institution Channel Sales to lead the development and growth of our bank and financial institution reseller channel.

This role will be responsible for identifying, developing, and closing new reseller and strategic sales partnerships with financial institutions. The successful candidate will build executive relationships, develop the commercial opportunity, lead the sales process, create joint business cases, negotiate reseller structures, and generate partner-sourced pipeline and recurring revenue.

Once a partnership is established, the Vice President will work closely with the DTS Connex Client Success team, which will own partner activation, ongoing enablement, commercialization coordination, operational engagement, and the primary day-to-day partner relationship.

The Vice President will remain involved in an ongoing sales capacity, including identifying expansion opportunities, supporting strategic commercial discussions, developing additional revenue opportunities, and helping advance partner-sourced client opportunities.

This is a sales-focused channel role for someone who can create new financial institution relationships, navigate complex organizations, develop compelling commercial models, and convert strategic conversations into measurable revenue.

Key Responsibilities

Financial Institution Sales Strategy

• Develop and execute a financial institution sales strategy aligned with DTS Connex’s long-term reseller growth objectives.
• Identify and prioritize target financial institutions based on market reach, commercial client portfolios, treasury capabilities, strategic alignment, and revenue potential.
• Build account plans and sales strategies for priority banks, credit unions, treasury management providers, and other financial institution partners.
• Define the commercial path for reseller, referral, co-selling, and strategic sales relationships.
• Develop annual sales plans, revenue goals, target-account priorities, and pipeline objectives.
• Provide executive leadership with recommendations regarding market positioning, pricing, competitive dynamics, partner opportunities, and sales investment.

New Partner Development

• Identify, prospect, and develop new relationships with banks, credit unions, treasury management organizations, and other financial institutions.
• Build executive-level relationships across treasury management, commercial banking, cash management, product, innovation, sales, and leadership teams.
• Lead discovery conversations to understand the institution’s commercial strategy, client needs, product priorities, and revenue objectives.
• Position DTS Connex as a strategic extension of the financial institution’s treasury management and commercial banking offerings.
• Develop tailored business cases and go-to-market recommendations for prospective partners.
• Convert existing referral relationships into more strategic reseller or revenue-generating arrangements.
• Maintain ownership of the commercial relationship throughout the sales process.

Commercial Development and Deal Execution

• Lead the full financial institution sales cycle from initial engagement through commercial agreement.
• Develop proposals, pricing structures, revenue models, business cases, and executive presentations.
• Coordinate internal resources required to support discovery, solution design, legal review, pricing, and contract negotiation.
• Support the development and negotiation of reseller, referral, co-selling, and strategic partnership agreements.
• Establish clear commercial expectations, including target markets, pricing, revenue opportunities, sales responsibilities, and growth objectives.
• Work with finance, legal, product, operations, and leadership to ensure proposed commercial models are viable and scalable.
• Maintain momentum across complex, multi-stakeholder sales cycles.
• Ensure a clear and coordinated handoff to Client Success following contract execution.

Partner-Sourced Pipeline and Revenue

• Work with prospective and newly signed financial institution partners to identify qualified commercial and retail opportunities.
• Create joint sales strategies and account plans for priority partner-sourced prospects.
• Participate in client discovery meetings, demonstrations, executive presentations, and commercial discussions where appropriate.
• Coordinate with internal sales resources to support partner-generated opportunities.
• Build and maintain a qualified pipeline of financial institution partnerships and partner-sourced client opportunities.
• Establish measurable sales expectations for partner pipeline, recurring revenue, location growth, and opportunity progression.
• Maintain accurate sales activity, pipeline, forecasts, and revenue expectations within HubSpot or the company’s designated CRM.
• Provide regular pipeline and forecast updates to sales and executive leadership.

Expansion and Commercial Growth

• Remain engaged with established partners in a sales capacity after the formal handoff to Client Success.
• Identify opportunities to expand relationships into additional business units, regions, products, client segments, and commercial programs.
• Lead strategic sales conversations involving new pricing models, expanded reseller arrangements, or additional revenue opportunities.
• Support Client Success in executive business reviews when commercial growth or strategic expansion is part of the discussion.
• Re-engage directly when a partner identifies a significant new sales opportunity or broader strategic initiative.
• Collaborate with Client Success to ensure expansion opportunities are identified, qualified, and advanced appropriately.

Cross-Functional Collaboration

• Work closely with the Senior Vice President, Head of Sales, on channel strategy, pricing, executive relationships, major negotiations, and priority partnerships.
• Collaborate with Client Success to ensure a smooth transition from signed agreement to partner activation and ongoing relationship management.
• Provide Client Success with complete documentation regarding partner goals, commercial commitments, stakeholders, pricing, pipeline, and agreed next steps.
• Partner with product, operations, implementation, finance, legal, and marketing during the sales process as needed.
• Communicate market feedback, competitive intelligence, partner requirements, and emerging revenue opportunities to internal leadership.
• Work with sales development and marketing resources to develop targeted outreach campaigns and account-based strategies for financial institutions.

Ideal Candidate Profile

The ideal candidate is a consultative and entrepreneurial channel sales professional with experience selling to or through financial institutions.

This individual understands how banks operate, how treasury management solutions are evaluated, and how to navigate complex organizations with multiple stakeholders. The candidate should be comfortable developing executive relationships, building financial business cases, leading complex negotiations, and closing strategic reseller agreements.

This role is best suited for a commercially focused seller and relationship builder. It is not intended to own the ongoing operational management, implementation, enablement, or day-to-day support of established partners.

Required Qualifications

• 7 or more years of experience in financial institution sales, treasury management, cash management, banking technology, fintech, channel sales, enterprise SaaS, payments, or a related field.
• Demonstrated experience developing and closing financial institution, reseller, referral, or strategic partnership opportunities.
• Strong understanding of treasury management, commercial banking, deposits, payments, cash operations, or retail cash-management processes.
• Proven ability to build relationships with senior executives and cross-functional stakeholders within complex organizations.
• Experience managing long and consultative sales cycles involving multiple decision-makers.
• Demonstrated success developing business cases, negotiating commercial agreements, and closing recurring-revenue opportunities.
• Experience building partner-sourced pipeline and joint sales strategies.
• Strong presentation, communication, negotiation, and relationship-management skills.
• Ability to translate technical and operational capabilities into clear strategic and financial value.
• Experience using CRM and sales-management platforms such as HubSpot or Salesforce.
• Ability to travel for partner meetings, conferences, sales events, and strategic engagements.

Preferred Qualifications

• Existing relationships within banks, credit unions, treasury management organizations, or commercial banking groups.
• Experience selling reseller, embedded, white-label, referral, or co-selling programs.
• Experience negotiating pricing structures, revenue-sharing arrangements, or strategic commercial agreements.
• Familiarity with smart safes, cash recyclers, armored transportation, vault services, cash forecasting, deposit reconciliation, or cash-device monitoring.
• Experience supporting solutions for multi-location retailers, restaurants, convenience stores, healthcare organizations, automotive groups, or other cash-intensive businesses.
• Experience working in a growth-stage technology, fintech, or SaaS organization.
• Certified Treasury Professional designation or a comparable industry credential is a plus.

Position Type

• Full-time.
• Remote or hybrid, depending on candidate location and business needs.
• Travel will be required for financial institution meetings, conferences, sales presentations, negotiations, and strategic engagements.