Senior Partner Channel Manager - Platinum VAR

Job Description

Job Description

Description:

OVERVIEW:

At Fortis, we lead the way in next generation payment technologies and solutions. We transform payments into a competitive advantage for our clients and partners, enabling businesses to reach uncharted growth and scale. As the solution of choice for the future of payments, Fortis moves payments closer to invisible with a proprietary platform that supports and strengthens the payments capabilities of merchants and software partners. We are a collaborative team of innovators, problem solvers, and builders, committed to the growth of our clients, partners, and team members. Through award winning software integrations, robust data, and industry vertical and commerce expertise, we deliver the ultimate frictionless commerce experiences. We are in hyper growth mode and seeking talented, innovative, and collaborative problem solvers to help us build and scale the future of payments. Grow your career with us and be on the cutting edge of the rapidly expanding FinTech payments space.

The Senior Partner Success Manager – Platinum VAR is responsible for activating, enabling, and scaling Fortis’s most strategic ERP Value-Added Reseller (VAR) partners. This role focuses on ensuring Platinum VAR partners successfully embed Fortis payments into their ERP customer base and consistently generate pipeline, revenue, and long-term ecosystem value.

The Senior Partner Success Manager serves as the primary operational leader for assigned Platinum VAR partners, ensuring strong joint execution across go-to-market, sales enablement, pipeline development, and customer success motions.

This role requires strong partner leadership, co-sell execution, and ecosystem orchestration skills to drive repeatable growth through partners.

Key Responsibilities

Partner Activation & Growth

• Own the success and performance of assigned Platinum VAR partners.
• Drive partner activation through onboarding, enablement, and early pipeline creation.
• Ensure partners successfully position and sell Fortis payment solutions within their ERP customer base.
• Identify expansion opportunities within partner portfolios and drive deeper integration of Fortis solutions.

Joint Business Planning

• Develop and manage Joint Account Plans (JAPs) with strategic partners.
• Align on pipeline goals, revenue targets, and joint GTM priorities.
• Conduct regular business reviews to assess performance and identify growth opportunities.
• Maintain executive alignment between Fortis leadership and partner leadership teams.

Co-Selling & Pipeline Development

• Collaborate with partners and internal sales teams to generate and close new opportunities.
• Lead account mapping exercises to identify shared customers and whitespace opportunities.
• Support deal strategy, joint customer engagements, and pipeline acceleration.
• Ensure clear engagement models between partner sales teams and Fortis sales teams.

Partner Enablement

• Ensure partners are fully enabled to sell, position, and support Fortis solutions.
• Deliver training, sales plays, and enablement materials tailored to ERP and payment workflows.
• Work with Partner Marketing to activate joint campaigns and partner demand generation initiatives.

Partner Performance Management

• Track partner KPIs including:
• Pipeline contribution
• Attach rate within ERP deployments
• Time to first transaction
• Revenue growth
• Identify gaps in partner performance and implement corrective action plans.

Cross-Functional Coordination

• Collaborate closely with:
• Sales
• Partner Marketing
• Product
• Customer Success
• Partner Operations
• Ensure partners have access to the resources required to succeed.

Key Outcomes:

Success in this role will be measured by:

• Growth of payments revenue through Platinum VAR partners
• Increased ERP attach rates
• Expansion of partner-sourced pipeline
• Faster partner activation and onboarding
• Strong partner satisfaction and long-term engagement

Required Experience:

• 5+ years' experience in channel, alliances, or partner management
• Experience working with ERP ecosystems (NetSuite, Sage, Acumatica, Microsoft Dynamics) or similar enterprise platforms
• Proven ability to drive partner-sourced revenue and co-selling success
• Experience building joint business plans and partner GTM strategies
• Strong executive communication and relationship management skills

Preferred Experience:

• Experience working with ERP VAR ecosystems
• Background in payments, fintech, SaaS, or embedded financial services
• Experience managing strategic VAR or system integrator partners
• Familiarity with PRM, CRM, and partner performance reporting systems

Key Skills:

• Partner ecosystem strategy
• Co-selling and partner pipeline development
• Executive relationship management
• Joint GTM planning
• Partner enablement and activation
• Data-driven partner performance management

Physical Requirements:

• Working Conditions: This is an in-office position. Some travel is required.
• Physical Activities: Occasional standing, stooping, reaching and lifting up to 25 pounds.
• Physical Demands: Prolonged periods of sitting at a desk, typing on a computer keyboard, and speaking on the telephone. Frequent repetitive motions.

For candidates in California, please see California Pay Range Disclosure:

California Pay Range Disclosure

Pursuant to California pay transparency requirements, the expected salary range for this position is $105-$115K annually. Actual compensation will be determined based on factors including, but not limited to, candidate experience, education, skills, internal equity, and geographic location. This position may also be eligible for bonus, incentive compensation, and a comprehensive benefits package in accordance with company policies.

Note: This job description is not an employment agreement or contract. This job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this position. Duties, responsibilities and activities may change at any time with or without notice.