Director VAR Channel Relationship

Reports To: VP, ERP Publisher Lead

OVERVIEW:

• Directly manage VAR relationships as part of overall ERP Publisher go-to-market strategy

• Build comprehensive GTM strategy for growth and expansion with VAR. Drive new VAR referral MIDs

• Ensure alignment on expectations, mutual goals, commercial relationships, product needs, service SLAs

• Programmatic relationship with VAR including Exec Sponsorship for key relationships, regular meeting cadence, site visits, customer reporting, revenue sharing

• Act as main point of contact for VAR relationship

• Accountable for accurate business performance data for B2B scorecard roll-up from VAR contributions

• Partner with marketing, sales, operations and installs to ensure smooth and efficient functions from VAR to Merchant

• Partner with Underwriting to ensure effective merchant onboarding and risk management

• Conduct regular meeting and review cadence of health of VAR with regular reporting to SVP

• Actively contribute, formally and informally, in feedback processes with product management, technology, service and training to advance Fortis product and services roadmap

• Serve as escalation point for VAR issues, leverage and collaborate with Fortis company resources, to ensure quick and effective resolution

• Lead and work with various Fortis department heads to create and implement new procedures and processes that drive efficiency and effectiveness to the benefit of the merchant and Fortis.

• Possesses strong sales, customer service, problem solving and solutioning experience with Enterprise level accounts

• Highly collaborative and resourceful with ability to maintain highly functioning relationships with merchant contacts and internal Fortis Stakeholders.

• Develop and provide updates to Fortis Executive Team on the overall performance of all accountable sales channels and distribution relationships

• Accountable for YoY growth of a VAR relationship measured by new MID’s and volume.

• Accountable for retention of VAR’s and Merchants of VAR

EDUCATION AND EXPERIENCE:

• Education: Bachelor’s Degree Required

• Experience: Minimum of 5 to 7 years of Relationship Management, Sales, and Partner Channel Management, preferably within the ERP Publisher and VAR channels, payment industry experience preferred

• Knowledge: Knowledge of the ERP Publisher and VAR ecosystem preferred