Director, Channel & Partnerships

Key Responsibilities

• New Partner Sourcing: Own the end-to-end sourcing, structuring, and closing of complex partnership agreements with top-tier core banking platforms as well as strategic fraud, identity, and lending infrastructure providers.
• GTM Mobilization: Partner closely with Partner Success and Partner Marketing build comprehensive enablement playbooks, ensuring partner sales forces are fully equipped to position and distribute Prove's embedded solutions.
• Revenue Ownership: Drive the post-signature partner commercialization lifecycle to accelerate pipeline generation, manage partner-sourced ARR quotas, and maximize Prove's footprint within the partner's client base.
• Cross-Functional Alignment: Align closely with Prove's direct Sales + GTM leadership to map strategic accounts, manage channel conflict, and create a unified approach to market penetration.
• Program Architecture: Develop and refine Prove’s partner programs, pricing frameworks, and operational processes to establish scalable best practices for Reseller and OEM models.

Qualifications and Experience

• 7+ years of professional work experience, with 3+ years specifically focused on sourcing, negotiating, and closing Reseller and OEM partnerships in the technology or financial services sector.
• Proven track record of hitting and exceeding partner sales quotas.
• Demonstrated experience managing deep commercial relationships or closing deals with major core banking platforms (e.g., Fiserv, Jack Henry, FIS) is preferred.
• Expertise in structuring complex technical and commercial agreements
• Experience in high-growth, venture-backed, or pre-IPO technology companies is strongly preferred.
• Willingness to travel up to 25% of the time for partner meetings and industry events.

Skills and Attributes

• Discovery-first mindset: you ask before you pitch, and you can translate a prospect's business problem into a product & GTM structure recommendation.
• Technical fluency: comfortable in conversations that involve API integration, compliance considerations and technical architecture, even when you're not the technical expert in the room.
• Data-driven: you own your pipeline numbers, understand what they mean, and use them to prioritize your time.
• Commercial grit: reseller and OEM partnerships with massive institutions are complex and lengthy; you stay persistent, creative, and strategically aligned without losing momentum.
• High Collaboration: you naturally bridge gaps across engineering, legal, product, and sales teams to bring highly multi-faceted deals across the finish line.