Director, Channel Management

Fiserv is a global financial services technology provider with more than 13,000 clients and 21,000 associates worldwide. Each member of the Fiserv community helps our clients push the boundaries of what's possible in financial services, delivering deep expertise and innovative solutions to help financial institutions, businesses and consumers move and manage money faster and with greater ease than ever before.

The Financial & Risk Management Solutions business (FRMS) at Fiserv helps financial institutions optimize their use of and return on capital by making risk actionable and transparent within their organizations. Solutions are offered in multiple delivery modes including software products, customer-funded development, alliance services, consulting, ASP and hosted services.

* Develop and maintain strong strategic relationships with key decision makers for our internal AP Channel and our external targeted channels * Increase revenue via AP Channel by guiding the delivery of market driven solutions with AP Channel and Risk & Compliance Product Line Managers * Understand total market, addressable market and obtainable markets for R&C product lines * Work with Product Line Managers to progress product roadmaps support channel market needs using a business case prioritization * Ensure constant communication between product line managers and channels on priorities, product strategy, roadmaps, etc. * Be accountable for channel go-to-market activities to increase results across channels YOY * Be the single liaison connecting sales, product, professional services and channels together to operate harmoniously utilizing advanced matrix management principles. * For external channels, increase revenue through building strong relationships and communication at the C-level, articulating the Fiserv value proposition, with other key executives, key decision makers and influencers and act as a trusted advisor to senior executives within the prospective organization * Establish new partner relationships, growing an overall portfolio of relationships and future potential associated revenue * Develop strategies to utilize key influential stakeholders within client's or AP Channel decision process and creates action plans to influence decisions * Provides or obtains product and solution subject matter expertise through the assessment and understanding of customer needs and requirements; determines fit of specific products with customer needs * Analyze and keep abreast of significant market changes (trends, issues, M&A activity, and corporate developments) * Recommends to Product Line Management * new value-add solutions through unsolicited proposals to create customer demand; Perform other duties as required

Skills Required: * Minimum 10 years of deep Financial Services/Banking expertise * Minimum 10 years of experience structuring and consulting on large bundled deals in the technology industry * Minimum 10years delivery, sales and account management experience * Prior experience utilizing a consultative selling approach * Experience working in a large, matrix organization with hundreds of products/services * Ability to assess potential sales opportunities and develop value propositions * Strong collaboration skills and ability to partner with pursuit teams to ensure internal and external alignment * Effective negotiation skills * Strong presentation skills and the ability to articulate, understand and deliver corporate, strategic and product specific messages * In-depth understanding of customer goals, objectives, strategies, competitive situation and clients' decision making processes * Establishes rapport based on professionalism and active listening skills * Understands the sales process, development and qualification of a business need, identification of target clients, and favorable positioning of products. * Assesses client's business needs and applies business impact model methodology to justify Fiserv's solution to solve business problems * Applies thorough knowledge of Fiserv's solutions and client's financial metrics in solving client business problems * Incorporates thorough understanding of industry trends and client's key challenges into solving client business problems * Describes Fiserv's value in the context of emerging market trends and how they affect the client * Articulates solutions in terms of ROI to the client and the associated business value * Demonstrated competencies - financial business acumen, executive relations, competitive selling, persuasion, planning, presentation, targeting, call execution, closing, executive credibility, negotiation, consultative selling, relational partnering, appointment getting, and value creation * Other demonstrated attributes - strong communicator, competitive, aggressive, accountable, adaptable, teamwork-oriented, motivated, results-oriented, solution oriented, and driven to succeed Education Required: * Bachelor's degree required/Master's degree preferred