Transaction Network Services (TNS)
Channel Partner Manager (USA)
Transaction Network Services (TNS), Raleigh, North Carolina, United States
Overview
Role Introduction: The role is responsible for leading our US efforts to build and manage a partner program for Integrated Software Vendors (ISVs) and Value-Added Resellers (VAR), a model that will be replicated globally. You will be responsible for launching a successful framework for ISV and VAR partners including the strategy, incentives, onboarding, enablement, and co-marketing paths designed to cultivate long-term collaboration and revenue, aligned with TNS’ Payment Orchestration and Connectivity capabilities. This role involves creating and executing partner integration and engagement programs, negotiating partnership agreements, and aligning sales strategies to ensure mutual success. You will be a pro-active relationship-builder with strong business acumen and a deep understanding of indirect sales models, payment orchestration, merchant acquiring and merchant connectivity. The role reports into the Regional Managing Director for the Americas, based in Atlanta. In your day-to-day you will be working with different functions, such as Product & Engineering, Solution Consultants, Service Delivery, Service Operations, Compliance, Legal and Finance representatives, creating and following a partnership framework, supported by standard collateral to become more effective and efficient in the approach. Responsibilities
Participate as a member of a world class organization who is a leader in the global managed connectivity and payments business providing community-based networks and processing solutions to the Payment Industry. Identify, win, and onboard new ISV/VAR channel partners, aligned with our focus on unattended and retail merchants, to expand the company’s payment market reach. Build and maintain strong, long-term channel relationships with new and existing partners to maximize partner engagement and performance. Develop and implement partner business plans and go-to-market strategies focused on the unattended and retail segments. Provide sales and product training to partners, ensuring they are equipped to represent the brand and solutions effectively. Collaborate cross-functionally with sales, marketing, product, and support teams to ensure alignment and partner satisfaction. Negotiate and manage partnership agreements, including terms, incentives, and compliance with program policies. Organize and participate in partner events, trade shows, and joint marketing initiatives. The Strategic Value You Will Bring
Develop and implement the overarching framework for a strategic ISV/VAR partnership program that can be leveraged in a global rollout of the program. Meet and exceed the ISV/VAR partner-sourced and partner-influenced revenue targets set by the company. Continue the growth in the number, quality and productivity of active channel partners participating in the program. Execution of joint marketing campaigns and resulting pipeline generation. Successful onboarding and enablement of new partners within defined timeframes. Contribute to TNS’ brand as a reliable and strong Payment Orchestration and Merchant Connectivity partner that delivers mutually beneficial outcomes. Qualifications
Bachelor’s degree in Business, Marketing, or related field (MBA is a plus). 10+ years of experience in ISV/VAR channel sales, partner management or business development, preferably in a payment environment. Proven track record of managing and growing partner relationships to meet or exceed revenue goals. Strong negotiation, communication, and interpersonal skills. Knowledge of CRM systems (e.g., Salesforce), partner portals, and sales enablement tools. Willingness to travel as required (up to 35%). Key Performance Indicators (KPIs) with specific quantifiable measures defining success: Financial Goals: Revenue, Gross Margin and EBITDA goals as set by the company. Quota Attainment: Bookings / Quota; Revenue/Quota. Partner Satisfaction: NPS 50+. Partner Retention: >95%. Opportunities Created: pipeline sufficient to cover 3X quota. Sales Process Adoption and Execution: adherence to the TNS Sales Process; CRM usage; accelerate opportunities; win rates >95% quarterly. The Ideal You
Partner Program Framework: Experience with successful ISV and VAR partner programs including strategy, incentives, onboarding, enablement, and co-marketing paths. Partner Management: Builds and sustains partner relationships and internal stakeholder collaboration to deliver outcomes. Partner Account Planning: Reviews and guides partner management plans, anticipating industry trends. Organization Planning: Budgeting, time management, and prioritization. Demonstrate Ongoing Value: Communicates value of TNS to partners to foster loyalty. Negotiation and Influence: Represents company interests and achieves win-wins. Tolerance for Ambiguity: Maintains productivity during change; provides guidance in the absence of clear policy. Financial Acumen: Ability to manage P&L and build forecasts. Compensation: The role salary range is estimated at $155,000 - $190,000 with variable pay; compensation is market-driven. Benefits include medical/dental, life insurance, paid holidays and vacations, and 401K with company match. If you are passionate about technology, love personal growth and opportunity, come see what TNS is all about! TNS is an equal opportunity employer. TNS evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic. Seniorities and Employment
Seniority level: Mid-Senior level Employment type: Full-time Job function: Sales and Business Development Industries: Telecommunications Note: This description excludes boilerplate and non-essential sections and retains the core role information.
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Role Introduction: The role is responsible for leading our US efforts to build and manage a partner program for Integrated Software Vendors (ISVs) and Value-Added Resellers (VAR), a model that will be replicated globally. You will be responsible for launching a successful framework for ISV and VAR partners including the strategy, incentives, onboarding, enablement, and co-marketing paths designed to cultivate long-term collaboration and revenue, aligned with TNS’ Payment Orchestration and Connectivity capabilities. This role involves creating and executing partner integration and engagement programs, negotiating partnership agreements, and aligning sales strategies to ensure mutual success. You will be a pro-active relationship-builder with strong business acumen and a deep understanding of indirect sales models, payment orchestration, merchant acquiring and merchant connectivity. The role reports into the Regional Managing Director for the Americas, based in Atlanta. In your day-to-day you will be working with different functions, such as Product & Engineering, Solution Consultants, Service Delivery, Service Operations, Compliance, Legal and Finance representatives, creating and following a partnership framework, supported by standard collateral to become more effective and efficient in the approach. Responsibilities
Participate as a member of a world class organization who is a leader in the global managed connectivity and payments business providing community-based networks and processing solutions to the Payment Industry. Identify, win, and onboard new ISV/VAR channel partners, aligned with our focus on unattended and retail merchants, to expand the company’s payment market reach. Build and maintain strong, long-term channel relationships with new and existing partners to maximize partner engagement and performance. Develop and implement partner business plans and go-to-market strategies focused on the unattended and retail segments. Provide sales and product training to partners, ensuring they are equipped to represent the brand and solutions effectively. Collaborate cross-functionally with sales, marketing, product, and support teams to ensure alignment and partner satisfaction. Negotiate and manage partnership agreements, including terms, incentives, and compliance with program policies. Organize and participate in partner events, trade shows, and joint marketing initiatives. The Strategic Value You Will Bring
Develop and implement the overarching framework for a strategic ISV/VAR partnership program that can be leveraged in a global rollout of the program. Meet and exceed the ISV/VAR partner-sourced and partner-influenced revenue targets set by the company. Continue the growth in the number, quality and productivity of active channel partners participating in the program. Execution of joint marketing campaigns and resulting pipeline generation. Successful onboarding and enablement of new partners within defined timeframes. Contribute to TNS’ brand as a reliable and strong Payment Orchestration and Merchant Connectivity partner that delivers mutually beneficial outcomes. Qualifications
Bachelor’s degree in Business, Marketing, or related field (MBA is a plus). 10+ years of experience in ISV/VAR channel sales, partner management or business development, preferably in a payment environment. Proven track record of managing and growing partner relationships to meet or exceed revenue goals. Strong negotiation, communication, and interpersonal skills. Knowledge of CRM systems (e.g., Salesforce), partner portals, and sales enablement tools. Willingness to travel as required (up to 35%). Key Performance Indicators (KPIs) with specific quantifiable measures defining success: Financial Goals: Revenue, Gross Margin and EBITDA goals as set by the company. Quota Attainment: Bookings / Quota; Revenue/Quota. Partner Satisfaction: NPS 50+. Partner Retention: >95%. Opportunities Created: pipeline sufficient to cover 3X quota. Sales Process Adoption and Execution: adherence to the TNS Sales Process; CRM usage; accelerate opportunities; win rates >95% quarterly. The Ideal You
Partner Program Framework: Experience with successful ISV and VAR partner programs including strategy, incentives, onboarding, enablement, and co-marketing paths. Partner Management: Builds and sustains partner relationships and internal stakeholder collaboration to deliver outcomes. Partner Account Planning: Reviews and guides partner management plans, anticipating industry trends. Organization Planning: Budgeting, time management, and prioritization. Demonstrate Ongoing Value: Communicates value of TNS to partners to foster loyalty. Negotiation and Influence: Represents company interests and achieves win-wins. Tolerance for Ambiguity: Maintains productivity during change; provides guidance in the absence of clear policy. Financial Acumen: Ability to manage P&L and build forecasts. Compensation: The role salary range is estimated at $155,000 - $190,000 with variable pay; compensation is market-driven. Benefits include medical/dental, life insurance, paid holidays and vacations, and 401K with company match. If you are passionate about technology, love personal growth and opportunity, come see what TNS is all about! TNS is an equal opportunity employer. TNS evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic. Seniorities and Employment
Seniority level: Mid-Senior level Employment type: Full-time Job function: Sales and Business Development Industries: Telecommunications Note: This description excludes boilerplate and non-essential sections and retains the core role information.
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