Job Title:

Director of Channel Partnerships and Enablement, Open Banking

Overview:

Position Overview:

We are seeking an experienced and dynamic Director of Channel Partnerships and Enablement to lead the activation strategy and go-to-market enablement of our channel partners within the Open Banking Customer Success team. This role is pivotal in designing and executing strategies that rapidly scale partnerships with acquirers, processors, Payment Service Providers (PSPs), credit platforms, mortgage enablers, and technical integrators.

This role is all about strategic activation, scalable GTM execution, and revenue-driving programs. The ideal candidate brings deep expertise in joint sales strategy, referral programs, co-marketing, and enabling partner sales motions to generate commercial outcomes.

Key Responsibilities:

• Channel Activation Strategy:
Develop and execute an activation and GTM strategy for key channel partners, with a focus on rapidly enabling revenue generation across strategic segments (processors, PSPs, acquirers, mortgage tech, etc.).

• Joint Go-to-Market Planning:
Build joint value propositions and market-facing messaging in partnership with Sales and Marketing. Define scalable GTM plays for each partner type.

• Sales Enablement:
Design and deliver partner training programs and sales collateral to drive product fluency and effective positioning among partner teams.

• Referral & Reseller Program Design:
Launch and manage referral, co-sell, and reseller models. Define engagement tiers, incentive structures, and program governance.

• Partner Pipeline Development:
Track and optimize partner-driven opportunities through CRM and sales channels. Collaborate with Sales to ensure visibility, velocity, and impact.

• Co-Marketing Execution:
Plan and launch joint marketing campaigns, webinars, and event sponsorships to drive awareness, leads, and adoption.

• Strategic Partner Onboarding (Selective):
Partner with Sales and BD to selectively support onboarding of strategic partners—ensuring rapid ramp-up of commercial activity.

• Performance Measurement:
Define success metrics and implement dashboards to monitor activation performance, optimize program outcomes, and report impact to senior leadership.

• Cross-Functional Collaboration:
Coordinate closely with Marketing, Sales, Legal, Product, and CSMs to ensure alignment across partner-facing initiatives.

• Market Intelligence:
Stay current on industry trends, competitive landscape, and partner innovations to continually evolve our partner activation model.

All About You:

• Education:
o Bachelor’s degree in Business, Marketing, Finance, or a related field.
o MBA or advanced degree preferred.

• Experience:
o Deep experience in partnerships, channel enablement, or GTM strategy within fintech, open banking, or financial services.
o Proven success launching referral or reseller programs and enabling channel sales organizations.

• Industry Knowledge:
Strong understanding of the open banking ecosystem and its distribution players.

• Go-to-Market Expertise:
Experience building joint GTM strategies, sales plays, and co-branded marketing campaigns.

• Revenue Orientation:
Comfort owning partner-influenced pipeline targets and optimizing commercial impact.

• Communication & Influence:
Ability to influence internal stakeholders and external partners with clarity, confidence, and data-driven insights.

• Leadership & Execution:
Skilled in managing cross-functional initiatives from concept to execution, with the ability to prioritize in a fast-paced environment.