The Strategic Partnerships Lead will oversee partnerships that integrate on behalf of merchants, including e-commerce platforms, software providers, accounting platforms, digital agencies, and payment gateways. This expansive role requires a deep understanding of the e-commerce landscape, the business models of the partners under your management, and their technology integration with PayPal.
In this position, you will develop and execute sales strategies that align with PayPal’s corporate objectives for the MEA region. You will take full accountability for managing some of PayPal’s most strategic Channel Partners, driving customer engagement initiatives to ensure the success and growth of our customers.
We seek an experienced go-to-market (GTM) sales leader who can foster shared objectives among Channel Partner teams and establish clear mechanisms to track progress against goals. The ideal candidate is a collaborative sales executive with deep expertise in Small Business who can achieve results in a complex environment.
The successful candidate will possess a general management skillset, experience managing large, capable teams, and a track record of implementing scalable processes while leveraging analytics and data-driven insights. A strong sense of ownership, drive, people management skills, and an entrepreneurial spirit are essential for this role.
Responsibilities
* Develop and implement MEA Channel Partner growth strategies that align with PayPal’s long-term objectives and commercial goals, focusing on target markets, customers, and product opportunities.
* Build and lead the Account Executives function ensuring effective collaboration and support for the Partner Sales Managers (PSMs) handling high-value unmanaged accounts and other unmanaged accounts.
* Facilitate integration between the Regional Partner Sales Teams and the broader organization as well as across all pods and Strategic Global Partners, to drive alignment and maximize sales opportunities.
* Develop strategies to enhance the performance of the pod, fostering a collaborative environment that supports growth and efficiency.
* Monitor and assess the effectiveness of account coverage and integration efforts, making data-driven recommendations for improvement.
* Guide Channel Partner selling teams in resource allocation decisions, including outsourcing strategies and capacity management to optimize performance.
* Collaborate closely with marketing to enhance alignment between sales and marketing strategies, ensuring a cohesive approach to lead generation, account activation, and the overall customer journey. This includes sharing customer insights and analytics, facilitating seamless hand-offs, and jointly managing pipeline performance metrics.
* Foster collaboration with key stakeholders, including product teams, to integrate customer feedback from sales into PayPal’s product strategy and innovation. Work closely with product marketing to leverage pricing and marketing insights, coordinate strategies with field sales, and collaborate with sales operations to enhance sales support and incentive planning.
* Design and implement initiatives to improve sales talent and capabilities, including defining target hiring profiles, developing upskilling and coaching programs, and providing the necessary sales tools aligned with PayPal’s global growth objectives. Facilitate the sharing of best practices among sales teams and actively coach Channel Partner Sales leadership to enhance their effectiveness as people leaders.
* Manage sales performance by setting clear targets and KPIs (both leading and lagging) that align with quotas and incentive structures, motivating the sales team to meet priorities tied to overall Channel Partner strategies. Ensure comprehensive reporting on sales performance, forecasts, pipeline, and productivity to drive transparency throughout the organization.
* Lead a team of Channel Partner Account Executives, identifying high-impact projects for team members and supporting their career development and growth.
Qualifications:
* 10+ years of experience in sales, business development, or relationship management focused on eCommerce and channel partners.
* 7+ years in eCommerce, merchant services, or acquiring industry, with a solid understanding of eCommerce technology.
* Proven track record in developing and leading successful sales teams across the Middle East and Africa region.
* Strong knowledge of the payments industry, including PayPal products and competitor offerings, with insights into geographic nuances that inform effective channel partner strategies.
* In-depth understanding of customer payment needs and market trends, with a focus on key touchpoints across the sales funnel.
* Excellent ability to manage team performance on a day-to-day basis, ensuring alignment with annual and quarterly targets.
* Experience collaborating across regions and functional teams to achieve common goals within a hands-on, results-oriented environment.
* Proven track record of driving operational excellence with a focus on P&L management.
* Creative problem solver with the ability to develop innovative solutions.
* Demonstrated success in executing against goals, balancing attention to detail with effective delegation.
* High sense of urgency and capability to manage multiple projects simultaneously.
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