Strategic Partner Manager
BigCommerce’s mission is to help merchants sell more at every stage of growth, from small startups, to mid-market businesses to large enterprises. We focus on being the best ecommerce platform so our customers can focus on what matters most: growing their businesses.
We are equally passionate about growing our employee’s careers and providing them an incredible experience as we rapidly expand across the globe. We are proud to have been recognized numerous times for our product and workplace culture. We empower our people and customers to build, innovate and grow, so together we can redefine the ecommerce industry.
We are seeking a highly-motivated individual to join our team as a Manager, Payment Channel Sales. This role will be part of our Strategic Business Development Team whose focus is to partner with best of class solutions that help enable growth for our customer base. In this role you will handle channel sales with some of the world’s largest Payments companies (e.g. PayPal, Stripe, Barclays, Chase, Adyen and so many more), driving net new merchant growth from partner referral and reselling activities. A significant portion of BigCommerce’s annual new merchant growth comes via referrals from SBD’s partners.
Reporting to our Director of Payment Channel Sales, you’ll have a huge impact on the ongoing success of the company by delivering material top-line revenue growth for the company through high value partners’ channel sales activities.
What You’ll Do
- Manage active and new MRR-driving initiatives with payments partners, to advance new merchant growth to BigCommerce.
- Build a robust pipeline of MRR and manage to quarterly KPI metrics.
- Implement Payment Channel programs, working alongside the BigCommerce Partner Managers, and in alignment with Partner Marketing, Rev Ops and all relevant collaborators at BigCommerce and the Partner.
- Work closely with the payments team partner managers and their key partners to develop, pitch and complete activities crafted to drive net new merchants to BigCommerce (& the partner, as relevant), using partner strategic motivations and capabilities.
- Build cross-SBD familiarity with standard methodologies for driving MRR through partners, building an internal source of what works/doesn’t, and bring to bear findings to apply across teams outside of payments.
- Work with Rev Ops, Partner Marketing and Sales to bring to bear BigCommerce systems for efficient and effective tracking, attribution, reporting and optimization.
- Propose innovative concepts and promote new insights.
- Develop and deliver useful plans as aligned to business strategy.
Who You Are
- Education: Bachelor’s degree, ideally in business or similar field is preferred.
- Channel Sales Management Experience: 3+ years experience managing channels (ideally in ecommerce) and coordinating and crafting integration co-marketing programs with partners to drive merchant awareness and revenue growth in a high volume, fast-paced environment.
- Payments Skill - You have experience in the payment industry, specifically working with payment providers/merchant services/banking/ISO/POS ecosystems.
- E-commerce Competence - Experience within a SaaS platform or eCommerce organization driving adoption of a SaaS-based solution with Partners and their clients.
- Adaptability - You flourish with challenges, are agile, possess a phenomenal deal of perspective and have a clear vision, tolerance for risk, and ability to navigate ambiguous situations.
- Sales Savvy - You are a great salesperson who will be the role-model of excellence for the team. Your experience will allow you and others to strategically negotiate wins internally and externally while maintaining strong relationships.
- Eye For Business - You're proficient and outspoken on processes and tools required to create scaled success. You’re experienced in aligning partner motivations with desired business outcomes to build creative programs that drive Partner + BigCommerce KPIs.
- Master Communicator - You provide the information to the right people at the right time in the right way, adjusting your approach to fit the audience and setting (one-on-one, small and large groups, peers, and leaders inside and outside the organization). Excellent communication (written and verbal), presentation, and client / partner relationship skills are essential.
- Creativity - Creative solution designer and seller, aligning partner motivations and critical metrics to build and implement successful, mutually profitable programs.
- Collaboration - Collaborative cross-functional player/coach
- Comfortable using technology - Strong Internet, email, and electronic document management skills. Knowledge of Salesforce is a plus.
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Diversity, Equity & Inclusion at BigCommerce
Our employees make the difference. At BigCommerce, we believe that celebrating the unique histories, perspectives and abilities of every employee makes a difference for our company, our customers and our community. We are an equal opportunity employer and the inclusive atmosphere we build together will make room for every person to contribute, grow and thrive.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the interview process, to perform essential job functions and to receive other benefits and privileges of employment. If you need an accommodation in order to interview at BigCommerce, please let us know during any of your interactions with our recruiting team.
Learn more about the BigCommerce team, culture and benefits at https://careers.bigcommerce.com.