Strategic Partnerships Director

Overview
A Strategic Partnerships Director is responsible for leading competitive efforts and strategies to help AvidXchange obtain new and high-value partnerships with financial institutions. This individual will lead all efforts from prospecting to building and cultivating mutually beneficial partner relationships with responsibilities including assessing market-based opportunities, creating term sheets, developing legal contracts, leading sales and negotiation efforts with prospects, as well as influencing the organization to make important investment decisions on strategic partnerships helping to expand revenue and exceed growth goals through new verticals and other partner-related growth opportunities.
This role requires extensive cross-functional internal partnership and will work closely with Demand Generation, Product Marketing, Legal, On-boarding, and Product & Engineering to build new GTM playbooks specifically for strategic financial institution partnerships and propel short and long-term growth.
What you'll do:
Build, implement, and own the strategic plans addressing potential financial institution partnerships as well as identify new prospects in the market
Conduct new business development outreach to prospective financial institution partners and create new opportunities, effectively tracking and prioritizing based on size and impact
Own and manage large, complex negotiations over extended periods of time (12+ months) for multifaceted financial institution partnerships, encompassing both financial term sheets and legal agreements, negotiating all items and leading through the signature and closing process
Engage with senior C-level executives routinely, internally and externally, and understand key business drivers for growth, aligning the partner and the company towards a mutual win
Develop and own high-impact financial institution relationships to the point they can productively align and deeply grow the relationship while maximizing the sales opportunities for AvidXchange
Strategically partner with AvidXchange Marketing, Demand Generation and the sales team to help develop growth plans and help guide Alliance & Sales teams' engagement with partners around these financial institution opportunities
What we're looking for:
Experience building new strategic partnerships
Strong enterprise sales, alliance management, marketing, business acumen, and analytical skills
Highly skilled at building relationships with partners and C-suite level decision makers
Strong financial acumen and experience developing complex financial models inclusive of topics such as net interchange share, transaction / software fees, customer acquisition models, etc.
Able to effectively manage time resulting in maximized productivity
Effectively able to lead and coordinate cross-functional business reviews to include partners, sales, product, marketing, delivery onboarding, etc.
Excellent communication skills to effectively present to a wide range of audiences, including an ability to communicate business and technical concepts clearly, effectively and convincingly through presentations
Expert ability to interpret critical business challenges and translate to optimal business process recommendations – multi-level and organizational opportunities
Expert at assessing partner and channel market opportunities within the financial institution landscape (banks, credit unions, and other financial services providers) and building strategies to expand our leadership presence
Expert ability to utilize a solutions-selling approach to advance new partners through their decision-making process resulting in the purchase by partner customers of the AvidXchange solutions that match their needs
University Degree or equivalent experience and minimum 7+ years prior relevant Sales experience; master's degree in business preferred
Technically capable of using and demonstrating AvidXchange solutions
3+ years of partner/business development, enterprise sales, financial institution partnerships, and/or program/product management experience
Highly effective in creating a compelling reason to buy through defined marketing messaging and the presentation of AvidXchange value propositions
Strong hunting mindset – sense of urgency, ownership, and bias for action
Ability to understand strategic priorities, business needs, pain points, and opportunities to leverage AvidXchange solutions to potential financial institution partners
About AvidXchange
AvidXchange is a leading provider of accounts payable (“AP”) automation software and payment solutions for middle-market businesses and their suppliers. By trade, we are a technology company, but if you ask anyone who works here, they’ll tell you our people are at the core of who we are. At AvidXchange, mindset is everything. We are Connected as People, Growth Minded, and Customer Obsessed. These three mindsets represent our culture – who we are, who we’ve always been, and they guide us to improve every day. Since our founding in 2000 in Charlotte, NC, we’ve created a company of over 1,300 teammates working across the U.S., or remotely. AvidXchange is proud to be Certified™ as a Great Place to Work®. The prestigious recognition is based on anonymous data from our teammates and makes official what our teammates have known for years – that AvidXchange is a Great Place to Work®.
Who you are:
A go-getter with an entrepreneurial mindset – that means you are not afraid of taking risks, winning big or facing the unknown.