Director, Strategic Channel Partnership

ClassWallet, a leading financial technology company in the United States, is seeking to hire a Director, Strategic Channel Partnerships to join our team. 

ClassWallet is a financial technology company serving agencies delegated responsibility to manage public funds. Agencies use ClassWallet to get public funds to the right people, and ensure the funds are used for the right purpose. ClassWallet’s suite of products and services empowers agency administrators to dramatically increase efficiency of funds distribution and spend compliance, reduce programmatic costs, maximize the full potential impact of the program, and satisfy the needs and expectations of policymakers, constituents and public reporting.  ClassWallet has processed over $3.5 Billion to date and serves public agencies across 33 states.  . 

The Company has developed an industry-defining digital wallet solution which has gained rapid traction among state and local agencies and school districts across America. ClassWallet ranks as the 61st fastest growing software company on the prestigious Inc. 5000 list of fastest-growing private companies and the 21st fastest growing financial technology company on the Deloitte Technology Fast 500 in 2023.

While the Company delivers immense business value, the social impact of ClassWallet is a fabric that runs through its mission and corporate culture.  As a result of ClassWallet’s innovation, public programs run with exponentially more efficiency and the impact and breadth of the programs for the individuals they serve is dramatically higher.  This mission compliments the Company mission-based culture with focus on gratitude and work-life balance.

Reporting to the Chief Revenue Officer, the Director, Strategic Channel Partnerships will play a pivotal role in developing and nurturing strategic alliances that drive customer acquisition for ClassWallet.  Your primary responsibility will be to identify, cultivate and manage partnerships and strategic alliances with external entities, such as system integrators (SIs), and business partners in the same industry.  This is a roll-up-your-sleeves and build from the ground floor opportunity to make a big impact in the Company’s growth trajectory. Through your expertise in negotiation, relationship building, incentive structures and strategic thinking, you will help create collaborative opportunities that enhance and expand our market position and achieve our long-term objectives.  

Duties & Responsibilities

• Develop, execute and manage a Channel program primarily focused on System Integrators (SI’s) in the Public Sector market
• Have a material impact on net new business development and revenue
• Identify and recruit potential SI partners by assessing their alignment with our Go-to-market strategy and organizational goals, and evaluating the benefits of forming partnerships
• Lead negotiations with potential partners to establish mutually beneficial agreements and collaboration frameworks
• Develop and track joint go-to-market (GTM) plans with the SI’s or partners to deliver joint goals and revenue targets
• Influence the SI or business partner ecosystem to include ClassWallet products in their repeatable solutions and enable the SI to sell ClassWallet-based solutions
• Identify new segments and target accounts working closely with Sales and partner leadership to expand business
• Lead and facilitate the development of relationships between partner and ClassWallet leadership
• Cultivate and maintain strong relationships with existing partners, serving as the primary point of contact.
• Collaborate with ClassWallet cross-functional teams to develop and execute strategic plans that leverage partnerships to drive revenue growth, expand market reach, increase margins, and enhance product offerings.

Requirements

• Bachelor’s degree in business or a related field.  A master's degree or MBA is a plus.  
• 10+ years of proven partnership management with a track record of successfully establishing and maintaining strategic alliances; preferably in the State and Local and Education (SLED) Public Sector markets 
• Supporting Global System Integrators as well as boutique and regional System Integrators
• Exceptional negotiation and contract management skills, with the ability to create win-win scenarios in complex partnerships.
• Strong strategic thinking abilities, including the capacity to analyze market trends, competitive landscapes, and potential opportunities for collaboration.
• Outstanding analytical and problem solving skills

Benefits

• Remote position
• 401(k)
• Dental insurance
• Health insurance
• Paid time off
• Vision insurance
• 100% employer paid health benefits
• A positive, family-oriented team environment.  Our focus is on encouragement, positive reinforcement, and gratitude.
• We offer an excellent salary, merit bonus structure, and benefits package, that will be commensurate with experience.

ClassWallet is proud to be an Equal Opportunity Employer.  Applicants are considered for all positions without regard to race, color, religion, sex, national origin, age, disability, sexual orientation, marital or veteran status.