Enterprise Partnership Executive

Responsibilities include:

Revenue & Pipeline Generation

• Achieve quarterly and annual quotas for partner-sourced and partner-influenced CARR.

• Own and manage a pipeline of partnership opportunities across Quavo's four strategic partnership categories: Issuer Processor Managed Services (OEM/White-Label) and Distribution Platforms (Embedded/Rev Share)

• Accurately forecast joint revenue with partners and maintain pipeline visibility through CRM.

Partner Development & Management

• Source, recruit, and activate new strategic partners — with primary focus on Tier 1 and Tier 2 issuer processors (Fiserv, FIS, Jack Henry, Velera, Galileo, Marqeta, i2c, TSYS/Global Payments) and digital banking platforms (Q2 Holdings, Alkami, Glia, Backbase, Narmi, Finastra).

• Manage the complete partner lifecycle: initial outreach, value assessment, pilot/POC scoping, contract negotiation, and ongoing performance management.

• Cultivate and maintain executive-level relationships (SVP+) at partner organizations, ensuring alignment on priorities and accountability to commitments.

• Develop and maintain a portfolio of 10–15 active partner relationships at various stages of engagement.

Go-to-Market Execution

• Develop and execute joint go-to-market campaigns, co-marketing initiatives, and co-sell motions with partners to expand market reach.

• Build joint solution narratives tailored to each partner category (e.g., "detect + resolve" for fraud partners, "comply + execute" for compliance partners).

• Coordinate co-branded collateral, joint webinars, conference presence, and partner portal listings with Quavo's Marketing team.

• Support partner enablement by training partners to position, market, and sell Quavo's solutions effectively.

Cross-Functional Collaboration

• Work closely with Product, Engineering, Sales, Marketing, Implementations, Legal, and Customer Success teams to align on partnership strategies, integration requirements, and joint initiative execution.

• Provide market intelligence on industry trends, competitive landscape, and partner ecosystem developments to inform Quavo's partnership strategy.

• Support Legal in structuring OEM, white-label, reseller, referral, and data licensing agreements.

Strategic Input & Reporting

• Provide input to strategic decisions affecting the partnership function, including partner prioritization, pricing models, and revenue-share structures.

• Maintain accurate partner records and pipeline data in CRM (Salesforce), supporting data-driven decision-making.

• Deliver quarterly partner performance reviews and contribute to board-level partnership updates.

Required Qualifications:

• 5+ years of experience commercializing SaaS partnership agreements and contracts in financial services, payments, and/or the fraud/disputes sector.

• Demonstrated experience working with or selling to issuer processors (Fiserv, FIS, Jack Henry, Velera, TSYS/Global Payments) or payment networks (Visa, Mastercard).

• Partnership work experience at companies servicing fraud, disputes, identity, chargeback, payments, or BaaS industries with financial institutions as end customers.

• Proven track record of initiating and closing OEM, white-label, embedded, or reseller partnership agreements — not just referral relationships.

• Experience generating pipeline and revenue through strategic partnerships, with demonstrated ability to meet or exceed quota targets.

• Strong negotiation, relationship-building, and closing skills in a partnership context, with comfort navigating large, complex organizations with 12–18 month sales cycles.

• Excellent communication skills with the ability to articulate value propositions and influence stakeholders at SVP+ levels.

• Experience with CRM platforms (Salesforce preferred) for pipeline management and forecasting.

• Willingness to travel for partner meetings and industry events (33%+ annually). 
  
  

Preferred Qualifications:

• Experience in a high-growth or PE/VC-backed technology company environment.

• Existing relationships within the issuer processor managed services ecosystem (Fiserv Output Solutions, FIS Disputes, Jack Henry Symitar/Episys, Velera/PSCU).

• Familiarity with digital banking platforms (Q2 Holdings, Alkami, Narmi, Backbase, Finastra) and their FI distribution models.

• Experience with data licensing or data monetization partnerships in the financial services sector.

• Understanding of Regulation E, Regulation Z, and chargeback lifecycle processes.

• Background in fraud detection, identity verification, or risk analytics technology (NICE Actimize, Verafin, Early Warning/Zelle, FICO, Feedzai, Socure).

• Experience structuring revenue-share, OEM licensing, and per-transaction pricing models.

• Bachelor's degree or equivalent combination of education and experience.