Every day, Global Payments makes it possible for millions of people to move money between buyers and sellers using our payments solutions for credit, debit, prepaid and merchant services. Our worldwide team helps over 3 million companies, more than 1,300 financial institutions and over 600 million cardholders grow with confidence and achieve amazing results. We are driven by our passion for success and we are proud to deliver best-in-class payment technology and software solutions. Join our dynamic team and make your mark on the payments technology landscape of tomorrow.

Job purpose

The Direct Partner Manager is responsible for winning new Reseller Partnerships for Global Payments. Reseller Partners will who sell our Payments Services on our behalf via their own sales force. Identify then engaging with potential partners to build and develop a pipeline of potential new partnerships managing the entire sales process from qualification through to commercial proposal and contract negotiations.

Target Partners include Payments ISO’s, Ecommerce Solution Providers, Utility Providers, ISVs and B2B service or solution providers.

Duties and responsibilities

Winning New Partnerships:

Identify and qualify prospective target Reseller Partner opportunities: Conduct research and analysis to identify potential Direct Partners that align with the company's objectives and target market. Qualify these opportunities based on strategic fit, potential business level and other relevant criteria.\

Build and maintain a pipeline of potential partners: Continuously develop and build a pipeline of potential partners by proactively engaging with them, building relationships across relevant stakeholders, and keeping them engaged throughout the sales process.

Establish productive, professional relationships with key decision makers and influencers : Develop strong relationships with key individuals within potential partner businesses, such as MDs, CEOs, CTOs, COOs, and senior developers. Foster trust, credibility, and collaboration to drive partnership opportunities forward.

Present and negotiate commercial agreements : Prepare and deliver compelling presentations to potential partners, highlighting the value proposition and benefits of partnering with the company. Negotiate and finalize commercial agreements in line with the company's commercial guidelines and objectives.

Manage partner sales cycle: From initial engagement, qualification, negotiation and contract signing to supporting with onboarding and Go Live. Proactively manage the sales process, addressing any obstacles or challenges that may arise.

Agree on go-to-market plan/strategy : Collaborate with potential partners to define and agree upon a go-to-market plan or strategy that outlines how the partnership will be implemented, pilot programs, ongoing support, and revenue generation goals.

Coordinate with the wider team, including technical support: Ensure seamless coordination and involvement of the wider team, including technical support, to address any integration or technical requirements of the partners. Collaborate internally to meet partner objectives effectively.

Work with Legal and Commercial stakeholders: Collaborate with Legal and Commercial stakeholders to negotiate partner contracts, ensuring compliance with legal requirements, and protecting the company's interests.

Provide regular pipeline and progress reports: Generate and present regular reports to management, providing updates on the partner pipeline, progress, and key metrics. Offer insights, recommendations, and strategies to drive partnership growth and success.

Support the wider Sales Team

• Offers support and expertise to the wider Sales team to ensure overall Sales & Business target are achieved

Qualifications

• 5 years of B2B sales experience in the Card payments market, within a target driven environment

• Experience of stakeholder management at senior levels within partners

• Good knowledge of MS-Office products

• Very good communication skills, additional European languages would be an advantage

• Effective and responsible way of working

• High flexibility and basic willingness to travel

• Very strong goal-orientation

• Confident manner and strong negotiation skills

• Strong customer and service orientation

Global Payments Inc. is an equal opportunity employer.

Global Payments provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex (including pregnancy), national origin, ancestry, age, marital status, sexual orientation, gender identity or expression, disability, veteran status, genetic information or any other basis protected by law. Those applicants requiring reasonable accommodation to the application and/or interview process should notify a representative of the Human Resources Department.