TransferMate Global Payments is a Globally Regulated, B2B Payments and technology, which greatly improves the international payments process for banks, companies and both our software and strategic partners, such as Wells Fargo, AIB and ING.
We are searching for a motivated, talented and self-driven Partner Manager to join our team in TransferMate Singapore.
Location: 3-4 days per week in the Singapore office.
As Partner Manger, you will be responsible for:
A. Strategic Value and Business Development
- Understand the partner's basic financial structure and key drivers which influence their business and decisions
- Proactively develop active and long-term partner relationships across all roles in the partner (executives, sales, marketing, technical), and keeps up to date with all changes to the partners' organization as well as with the changing environment at Transfermate
- Present Transfermate opportunities (i.e. new product, new solutions area) in financial terms including potential revenue, required partner investment, break-even, and return on investment to gain partner adoption;
- Assist partner in building transformational plans to differentiate themselves and add value to customers.
- Develop and execute effective joint annual business planning with partner to ensure proper planning and execution of Sales, Marketing, and Enablement.
B. Revenue Generation and Leadership
- Drive partner execution to revenue commitments to Transfermate and measure and report progress
- Train partners on Transfermate’s sales methodology on Transfermate’s specific product and solution positioning, and on competitive responses;
- Collaborate with Transfermate’s teams (Sales, Product, Compliance, Implementation) acting as a strategic liaison between the partner and Transfermate to ensure effective communications, aligned strategies, and sales successes; ensure partner uses Transfermate’s resources effectively.
- Resolve conflicts, align with management on critical cases and escalate as needed
C. Partner Demand Generation and Pipeline Creation
- Understand and share relevant demand generation and pipeline creation best practices with partners
- Advise partner on strategies to expand their Transfermate footprint across Procurement, Payroll and Expense, and incorporate the new strategies in pipeline building and demand generation plans;
- Guide partner's demand generation plans to align with Transfermate's current go-to-market messaging;
- Develop and execute a pipeline development plan to meet partner's pipeline multiplier goals, net new name goals, and revenue commitments; including setting goals for establishing customer references
- Meeting with partner sales people for account planning. Ensure that the partner collaborates to build and execute joint demand generation activities with Transfermate’s Sales and Marketing Teams to grow a mutual pipeline and that partners agree to clear account plans so as to close more business. Driving & owning the forecast from the assigned partners and being accountable for partner participation, partner business planning, partner portfolio expansion, partner demand generation and pipeline and partner growth.
- Optimizes partner engagement and investment in the Transfermate ecosystem and portfolio
- Guides partner to work effectively within Transfermate's Go-to-Market strategy
- Diagnoses and prescribes corrective action for underperforming partners
- Ensures that partners - and Transfermate teams - operate in a professional and ethical manner; take action or escalate if professionalism and ethics standards are not being met
D. General Partner Management
- Optimizes partner engagement and investment in the Transfermate ecosystem and portfolio
- Guides partner to work effectively within Transfermate's Go-to-Market strategy
- Diagnoses and prescribes corrective action for underperforming partners
- Ensures that partners - and Transfermate teams - operate in a professional and ethical manner; take action or escalate if professionalism and ethics standards are not being met
Requirements
- Relevant experience in Payments, Procurement and Payroll topics
- Working experience in the payments/banking industry will be an advantage
- 5+ years in a sales or partner facing role in payments / banking / software industry
- Demonstrated partnering and sales leadership skills
- Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners
- Strong analytical competencies
- Effective communication and presentation skills at an executive level
- Brings innovative ideas to the team and champions best practices
- Proven capability to work in a team and collaborate; with independent accountability
- Local market knowledge and understanding (payments industry, trends, vertical market industries)
- English and Mandarin - Business level
Benefits
TransferMate Global Payments is one of the world's fastest-growing FinTech companies and is transforming the way businesses pay and get paid across international borders. In our organization you will join enthusiastic and energetic colleagues who are ambitious, helpful and welcoming. You will also join a collection of award-winning companies which take career progression and corporate responsibility extremely seriously, all within a positive and friendly workplace culture.
•
Last updated on Aug 18, 2023