Strategic Partner Manager (Sales)

TransferMate– a subsidiary of CluneTech – was established in 2010 when we began working with regulators around the world to secure licenses to operate as a global payment’s provider. With a global payments network covering 200+ countries and territories, TransferMate have established partnerships with some of the largest banks, fintechs and software providers in the world. The combination of our regulated network, award winning technology and strategic partnerships culminated in 2022 when the business achieved Unicorn status.

Our team is dedicated to delivering the best possible experience for our partners and their customers. We know that a happy team is one that performs at the highest level and our #OneTeam ethos encourages mutual support, respect, recognition, and rewards. In Ireland, we have been recognised as a Great Place to Work for 9 consecutive years, with 35 offices worldwide, we do business across 100+ countries on a daily basis.

Due to continued expansion, we have created a new position for a Strategic Partner Manager to join our sales team based in Dubai.

Strategic Value and Business Development

• Understand the partner's business and their needs/requirements.
• Proactively develop active and long-term partner relationships across all relevant roles in the partner organization (executive, sales, marketing, technical), and keep up to date with any changes to the partners' organization or operational model.
• Position TransferMate’s existing and new products where it adds value to the partner’s business and the value to both organizations in both qualitative and quantitative terms.
• Assist partner in developing plans to differentiate their solution while adding additional value to customers.
• Develop and execute effective joint annual business plans with partner to ensure proper execution of Sales Plans.

Revenue Generation and Leadership

• Drive partner execution to meet revenue commitments to Transfermate and measure and report progress.
• Train partners on TransferMate’s sales methodology for specific products and solutions, and on competitive positioning.
• Collaborate with Transfermate’s teams (Sales, Product, Compliance, Implementation) acting as a strategic liaison between the partner and Transfermate to ensure effective communications, aligned strategies, and sales successes while ensuring effective use of TransferMate’s resources.
• Resolve conflicts, align with management on critical cases and escalate as needed.

Partner Demand Generation and Pipeline Creation

• Understand and share relevant demand generation and pipeline creation best practices with partners.
• Advise partner on strategies to expand their Transfermate footprint across Procurement, Payroll, Payables and Receivables/Collections. Incorporate new strategies in pipeline building and demand generation plans as needed.
• Develop and execute a pipeline development plan to meet partner's pipeline multiplier goals, net new name goals, and revenue commitments, including setting goals for establishing customer references.
• Meeting with partner salespeople for account planning. Ensure that the partner collaborates to build and execute joint demand generation activities with Transfermate’s Sales and Marketing Teams to grow a mutual pipeline.
• Optimize partner engagement and investment in the Transfermate ecosystem and portfolio.
• Guide partners to work effectively within Transfermate's Go-to-Market strategy.
• Diagnose and prescribe corrective assistance for underperforming partners.

Requirements

• Mandatory - Candidates must be living and working in the financial services industry in the UAE.
• Mandatory - At least 2 years in a sales and partner facing role in the payments unit of a regulated Financial Institution.
• Have experience in payments, as related to, Procurement and Payroll.
• Demonstrated partnering and sales leadership skills.
• Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners.
• Proven capability to work in a team and collaborate, with independent accountability.
• Local market knowledge and understanding (payments industry, trends, vertical market industries).

Benefits

• Competitive annual leave and additional days per length of service
• Hybrid working and flexible working hours
• Healthcare options
• Maternity and paternity leave
• Compassionate leave

TransferMate is an Equal Opportunity Employer and is committed to the principle of equal employment opportunity for all employees. We are committed to building and maintaining a culture which is free from discrimination and harassment and where all employees can bring their best selves to work.