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Head of Channel Partnerships, Horizontals
2 months ago
Since we opened our doors in 2009, the world of commerce has evolved immensely, and so has Square. After enabling anyone to take payments and never miss a sale, we saw sellers stymied by disparate, outmoded products and tools that wouldn’t work together.
So we expanded into software and started building integrated, omnichannel solutions – to help sellers sell online, manage inventory, offer buy now, pay later functionality through Afterpay, book appointments, engage loyal buyers, and hire and pay staff. Across it all, we’ve embedded financial services tools at the point of sale, so merchants can access a business loan and manage their cash flow in one place. Afterpay furthers our goal to provide omnichannel tools that unlock meaningful value and growth, enabling sellers to capture the next generation shopper, increase order sizes, and compete at a larger scale.
Today, we are a partner to sellers of all sizes – large, enterprise-scale businesses with complex operations, sellers just starting, as well as merchants who began selling with Square and have grown larger over time. As our sellers grow, so do our solutions. There is a massive opportunity in front of us. We’re building a significant, meaningful, and lasting business, and we are helping sellers worldwide do the same.
Job DescriptionSquare's Partnerships Team is responsible for developing, deploying, and managing partnerships that strengthen our go-to-market motions and enrich our products to ensure our sellers are successful with Square. This includes working closely with cross-functional teams, like our Sales, Account Management, Marketing, and Product teams to develop a strategy and build a partner ecosystem that supports it.
We are looking for a seasoned leader to help us build and scale our channel partnerships program. A successful candidate will have experience in 1/ ideating, creating, and scaling a channel partnership function at a major technology company, 2/ structuring, negotiating, and launching complex business relationships, and 3/ growing a team, organizational structure, and partner program to scale the impact of the ecosystem. This is a high-visibility role in a quickly evolving organization, so this person must be comfortable navigating uncertainty and adding structure and frameworks to ambiguous product and business problems. The position reports to Square's Global Head of Partnerships.
You Will:
- Develop and execute a partner strategy to generate referrals from key industry partners to Square.
- Manage a team of Business Development Managers and Partner Managers.
- Own partner identification, prospecting, and negotiation end-to-end.
- Lead a cross-functional team in developing the ecosystem, including Sales and Channel Sales, Partner Marketing and Product Marketing, and other GTM functions.
- Work closely with other members of the Partnerships team who cover vertical-specific channel partnerships.
- Design, implement, and monitor necessary analytics to measure and optimize partner impact.
You Have:
- 8+ years of work experience in business development and partnerships, including at least 5+ years in channel partnerships, and 5+ years leading a partnerships team.
- Experience negotiating, signing, launching, and managing large-scale, game-changing channel partnerships with top-tier companies including telcos, banks, financial institutions, and service providers.
- Leadership & general management skills, especially in setting strategy, gaining alignment, & building a strong team.
- Proven ability to develop relationships, negotiate, and problem-solve with external partners.
- Demonstrated product sense and experience growing/distributing new products. Being able to work effectively and collaboratively with sales and product teams is a non-negotiable requirement.
- Strong analytical skills – able to evaluate opportunities from strategic, brand, financial, and operational perspectives.
- Excellent interpersonal skills with the ability to think and communicate creatively, thoughtfully, and on your feet with diverse technical and non-technical groups, spanning all organizational levels.
- Strategic thinker and tactical executor able to shift from the big picture to detailed operations on a dime.
- Strong team player with an excellent track record of success in highly matrixed, fast-paced environments with changing priorities.
