The Partner Business Development Lead will define and execute partner strategy, manage revenue from third-party products, negotiate agreements, and work cross-functionally to integrate partner solutions into sales execution.
Access Softek has been developing digital banking solutions for over 30 years, trusted by more than 350 financial institutions across the U.S. Our mission is to help community banks and credit unions stay competitive against national banks and fast-moving neo-banks, while reaching millions of end users every day.
As part of our next stage of growth, we are expanding our partner ecosystem. Partner products are becoming a core part of our offering, creating new value for clients and driving measurable revenue impact.
We are looking for a Partner Business Development Lead (U.S.) who will own partner revenue and make these solutions a natural part of our sales cycle. This is a high-visibility role, working directly with senior leadership and across teams to shape partner strategy, negotiate commercial agreements, and deliver results that matter.
Responsibilities include:
- Define and execute partner strategy in coordination with SVP Product.
- Own revenue from third-party partner products and build a repeatable co-sell motion with partner AEs.
- Embed partner products into the core sales cycle to drive attach and expansion.
- Define the GTM model for each partner (referral, reseller/wholesale, co-sell) and negotiate agreements with Legal.
- Build offers, bundles, and pricing tiers; manage MDF and co-marketing agreements; maintain commercial guardrails.
- Enable AEs/AMs with sales plays, battlecards, and ROI stories; ensure demo-readiness with Product.
- Run joint pipeline reviews; manage partner opportunities in HubSpot; track forecast and performance.
- Lead partner sponsorship outreach for the annual client conference together with Marketing.
- Collaborate directly with SVP Revenue and SVP Product on high-visibility initiatives.
- Work cross-functionally with Marketing, Legal, InfoSec, and Product to align partner solutions with sales execution.
What you bring:
- 5–8+ years of experience in SaaS partnership business development, co-sell, or product-led sales with revenue ownership.
- Proven experience in contract negotiation and agreement management (referral, reseller/wholesale, co-sell models).
- Demonstrated ability to execute in the field with partner AEs, from pipeline creation to close.
- Technical fluency in API/SDK integrations, SSO (SAML/OIDC), and data feeds/webhooks; ability to translate feasibility into commitments.
- Strong skills in financial modeling (pricing, margins, ROI) and disciplined pipeline/forecast management.
- Excellent communication and presentation skills at the executive level.
- Experience in fintech or digital banking, vendor due diligence (SOC 2), or leveraging events and sponsorships is a plus.
How success is measured:
- Growth in partner ARR and attach rate (new and expansion deals).
- Number and win rate of joint opportunities per quarter.
- Time-to-first-demo and time-to-close for partner products.
- Forecast accuracy and gross margin on partner products.
- NRR uplift and ROI/payback accuracy for partner initiatives.
Compensation, benefits, and perks
- Competitive pay that reflects your experience and impact
- 401(k) retirement savings plan to support your long-term financial goals
- Comprehensive medical and dental insurance for you and your family
- Life insurance, plus short-term and long-term disability coverage for extra security
- Paid vacation and sick leave so you can take time off when you need it
- Company-paid home internet to keep you connected while working remotely
- A remote-first culture designed for collaboration across the country
Top Skills
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