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Director, System Integrator Partnerships
Director, System Integrator PartnershipsPayPal • Austin, TX, US
Director, System Integrator Partnerships

Director, System Integrator Partnerships

PayPal • Austin, TX, US
2 days ago
Job type
  • Full-time
Job description

Director, System Integrator Partnerships

The Director, System Integrator Partnerships, will oversee strategic, commercial partnerships with System Integrators, with a primary focus on North America. The main day-to-day focus will be on developing PayPal's System Integrator strategy and program and leading our commercial partnerships with top players in this space, expanding PayPal's ability to deliver end-to-end commerce and payments solutions. This role requires a deep understanding of the commerce and payments landscape, the business models of System Integrators, and experience developing and growing new sales channels.

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 commerce and payments who can achieve results in a complex environment.

The successful candidate will possess a general management skill set, experience managing 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 a System Integrator strategy and program for the North America Channel Partner team that aligns with PayPal's long-term objectives and commercial goals, focusing on target markets, customers, and product opportunities.
  • Monitor and assess the effectiveness of our System Integrator strategy, making data-driven recommendations for improvement.
  • Collaborate closely with marketing to ensure alignment between sales and marketing strategies, ensuring a cohesive approach to lead generation, account activation, and the overall customer journey.
  • Engage with internal stakeholders to provide customer feedback and insights, contributing to the refinement and development of PayPal's products, partnerships, and platform enhancements.
  • Foster collaboration with key stakeholders, including product teams, to integrate customer feedback from sales into PayPal's product strategy and innovation.
  • 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.
  • Own System Integrator partner sales performance by setting clear, System Integrator-specific targets and KPIs that are both leading (e.g., deal registration, certification progress, services attach) and lagging (bookings, quota retirement). Targets and KPIs should motivate System Integrator partner managers and field sellers to execute Channel Partner priorities, and ensure transparent, organization-wide reporting on forecasts, pipeline health by practice / region, and productivity.

Qualifications

  • 10+ years of experience in sales, System integration strategies for Channel partners, business development, or relationship management. Experience with the payments and System Integrator industries preferred.
  • Proven track record in developing and leading successful sales teams across various geographies and markets, with a focus on driving revenue through partnerships.
  • Strong knowledge of the payments industry, including PayPal products and competitor offerings, with insights into geographic nuances that inform effective System Integrator strategies in North America.
  • 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.
  • Strong business acumen with a solid understanding of product strategy, excelling at identifying opportunities and navigating challenges. Expert negotiator in enterprise and technical sales.
  • Strong strategic, analytical, and problem-solving skills, with experience building trusted relationships with executive stakeholders.
  • Exceptional communication skills, capable of crafting compelling narratives to influence technical and business stakeholders at all levels, including the C-suite.
  • Comfortable operating in ambiguous, fast-paced environments with evolving global products.
  • Proficient in analytics, turning insights into actionable business recommendations to optimize strategy.
  • Bachelor's degree required. Masters is a plus.

    • PayPal provides equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, pregnancy, sexual orientation, gender identity and / or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state, or local law. In addition, PayPal will provide reasonable accommodations for qualified individuals with disabilities.

    PayPal is committed to fair and equitable compensation practices. Actual Compensation is based on various factors including but not limited to work location, and relevant skills and experience. The total compensation for this role may include an annual performance bonus (or other incentive compensation, as applicable), equity, and medical, dental, vision, and other benefits.

    PayPal does not charge candidates any fees for courses, applications, resume reviews, interviews, background checks, or onboarding. Any such request is a red flag and likely part of a scam. To learn more about how to identify and avoid recruitment fraud please visit https : / / careers.pypl.com / contact-us .

    For the majority of employees, PayPal's balanced hybrid work model offers 3 days in the office for effective in-person collaboration and 2 days at your choice of either the PayPal office or your home workspace, ensuring that you equally have the benefits and conveniences of both locations.

    We have great benefits including a flexible work environment, employee shares options, health and life insurance and more. To learn more about our benefits please visit https : / / www.paypalbenefits.com .

    Join our Talent Community to be considered for future opportunities at PayPal.

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