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Industry Partnerships Director - Tampa, United States - Co-op Solutions
Description
THE OPPORTUNITY:
We are seeking a talented
Industry Partnerships Director
to serve as an executive level liaison and strategic representative of Velera in building and proactively driving relationships with consultants who drive current and prospective credit unions' decisions.
The Director proactively engages all industry consultants and works to build strategic relationships for open collaboration to win and retain business.
The incumbent leads client strategic initiatives including RFP's for renewals & new business initiatives, and leverages industry relationships that drive decisions to win and retain business for Velera.
The Director works tightly with Sales, Customer Service, Operations, Marketing, Finance, Legal, Executive Management and Product.
PSCU/Co-op Solutions is now Velera PSCU and Co-op Solutions became a single entity on January 2, 2024, and our new company name was announced on May 7, 2024.
Our new brand represents our combined company's shared mission and unique ability to drive velocity and positive momentum for credit union success in a new era of financial services.
WHAT YOU CAN LOOK FORWARD TO:
Responsible for reporting risks that are identified to the appropriate team and/or management.
Additionally, responsible for managing, monitoring and reporting risks within the scope of your work area, to include, but not limited to Information Security risks.
Actively supports and embraces our core values of Work as Partners, Communicate Openly and Honestly, Demonstrate Excellence and Champion Change in all interactions.
Serves as unified voice of the client or prospect with critical internal channels including: Executive Management Team, Operations, Product and Sales leaders; as well as being the leader to the client and prospect.
Serves as trusted advisor and industry strategist to consultants.Establishes mutually beneficial consultant partnerships and clear rules of engagement, identifies common interests and client engagement opportunities.
Initiates, builds, and nurtures relationships with financial industry consultants and technology partners.
Produces and manages annual consultant business strategic plans to reinforce the needs of each consultant to internal stakeholders.
Implements and maintains standardized communication plans for industry consultants, in collaboration with internal stakeholders.
Leverages consultant feedback to continuously scan the marketplace for insights, drivers of buying behavior, competitive intelligence and collaborates with internal stakeholders to create messaging to "sell" the Velera value proposition to consultants.
Leads executive summary report meetings to summarize ROI of consultant partnerships, measures of success in incremental impact to revenue, retention and market share to internal stakeholders.
Drives initiatives to educate consulting firms on Velera's executive strategy, technology initiatives, products and services involved in all major lines of business.
Monitors marketplace trends related to consultant strategies to influence and guides Velera Sales and Client staff on how to improve sales and retention strategies.
Acts as primary liaison between Sales and all cross-functional leaders across the enterprise to influence pricing and contract strategies for all consultant-led opportunities.
Serves as industry expert in financial payment platforms and a solution specialist on all Velera products & services including but, not limited to, Credit, Debit, ATM/Terminal Driving, Shared Network and Member Center services and products.
Influences deal strategy and approves/governs consultant-led RFP content to ensure Velera concisely addresses client and consultant requirements.Analyzes consultant feedback and trends around drivers of buying decisions and reports insights to sales leadership and cross functional stakeholders to influence targeted efforts around value-prop messaging and sales/retention strategies.
Sells clients and prospects the entire suite of Velera products and solutions for net new and add-on client sales.Delivers Sales presentations, contracts, materials, and on-site client/prospect visit support.
Partners with SVP, Sales Operations, Regional Sales Managers (RSM), Division Executives (DE's), Client Business Executives (CBE) & Client Business Representative (CBR) in preparing and participating in client meetings, delivery of prospect presentations, provide expert technical and product support throughout the sales development life cycle on all revenue generating solutions.
Provides strong competitive intelligence to educate both clients and co-workers on where Velera products fit into the competitive spectrum and ecosystem.
Maintains data and act as the subject matter expert for all information surrounding competitive intelligence, market trends and business analysis.
Conducts regular consultant and educational sessions, break out VIP insight sessions, regular in person collaboration sessions, and ensures touchpoints with major players with regular, meaningful cadence including executing results from these sessions.
Establishes process for ongoing market information sharing and seamless RFP engagement.Participates in product launch teams throughout the delivery lifecycle providing meaningful industry & client direction.
Provides market Intel and feedback directly to the membership, product and marketing teams including consultant regarding evolving client needs and product direction/strategy.
Drives and completes the Request for Proposal stages for lines of business including debit, credit, shared branching, digital banking, ATM/terminal driving.
This requires being technically competent in all lines of business subject areas.Performs any support activities including but not limited to pre-sale activity, request for proposals, requests for information, competitive review, post-sale activity/follow up.
Provides guidance for developing and implementing sales and retention strategies for assigned clients/territory.Cross-sells all products and services, Velera Network alliances, and educational programs.
Evaluates and understands market changes and significant events and report to Velera executive management.
Analyzes records of present and past sales trends, costs, estimated and realized revenue, commitments, and obligations as they relate to key consultant and vendor partnerships.
Maintains open communication with Executive management to optimize productivity and revenue.Drives dashboards and sales metrics to strategize and understand how to win and retain client.
Initiates and maintains all sales metrics, key business indicators and information to maximize sales staff efficiency.
WHAT YOU'
LL NEED TO SUCCEED:
Velera and competitor products, platforms, market intelligence, industry knowledge, sale operations, negotiations, industry consulting best practices, core processor players in credit union space.
Must have the ability to react to change productively and handle other essential tasks as assigned.
Excellent communication, organizational and proven leadership skills required.
Strong presentation skills and sales background is required.
Excellent negotiation skills.
Ability to deliver difficult messages and assess strengths/weaknesses of others.
Ability to travel extensively (approximately 50%).
REQUIRED EDUCATION and
EXPERIENCE :
Ten years of Financial Institution background in operations, marketing, sales, sales operations, platform or member services are required.
#joinourteam
For California, Colorado and
New York Applicants:
In accordance with the Equal Pay for Equal Work Act, the expected salary range for this position is between:
$115, $145,000.00
Actual Pay will be adjusted based on experience and other job-related factors permitted by law.
This position qualifies for the following benefits; Co-op Solutions offers a competitive Total Rewards package: 401(k) with generous company match, Health, Dental, and Vision Insurance options, Health Savings Account/Flexible Spending Account, Life Insurance, Short- and Long-Term disability benefits, Pregnancy and Parental Leave, Tuition Reimbursement, Paid Time Off (PTO), Paid Holidays, Community Volunteer Time Off, and an Employee Assistance Program.
