Manager, Strategic Partnerships

Sales at Brex

The Sales team is the driving factor behind revenue for Brex and every member of our team directly affects our bottom line. We focus on generating new opportunities, acquiring new customers, and building even stronger relationships with our current customers. Our winning culture recognizes big team wins and celebrates individual accomplishments. We ensure that top performers are recognized and have built a competitive environment to motivate and unify the team.

What you’ll do

Within Sales, the Strategic Partnerships team is responsible for partnership-related strategies and initiatives that drive new customer growth, pipeline generation, and increased engagement and monetization of existing customers. The Strategic Partnerships team leads all strategic alliances and channel partnerships across our upmarket segments. 

As a Strategic Partnerships manager, you will contribute to the strategy and lead execution for new and existing channel partnerships and strategic alliances. You will leverage your prior experience in partnerships and / or sales to unlock these relationships, spanning the range from field engagement and lead generation, to co-marketing and other engagement models and tactics.

The Strategic Partnerships team is responsible for strategy, sourcing, negotiation, relationship management and cross-functional leadership throughout the partner lifecycle, and internally collaborates with nearly every team at Brex. We continually invest in increasing the breadth and depth of Brex via product integrations and joint GTM activities with major ERP, HRIS and procurement partners, as well as a broad range of channel partners that help to expand Brex's reach to new customers.

Internally, you will be deeply integrated with GTM, Marketing, Product and other teams working collaboratively to create a vibrant partner ecosystem around Brex. Externally, you will be deeply integrated with your partners to facilitate engagements driving pipeline growth for Brex.

Where You’ll Work

This role will be based in our San Francisco office. You must be willing to work in the office at least 2 days per week on Wednesday and Thursday. Employees will be able to work remotely for up to 4 weeks per year, for a minimum of one week at a time.

Responsibilities

• Manage and scale a portfolio of existing channel partners and strategic alliances to achieve pipeline and revenue objectives 
• Source and grow new channel partners and strategic alliances to expand pipeline opportunities
• Help identify new areas of growth and opportunity for Brex to expand its partnership ecosystem 
• Work closely and cross-functionality with sales reps to convert and close partner generated pipeline to help them achieve their sales targets 
• Collaborate with Partner Marketing on execution of co-marketing initiatives and events, to include webinars, training presentations, field events and conference sponsorships 
• Lead recurring strategic alliance and channel partner QBRs to evaluate historical activities and performance and set plans for future strategies and goals
• Work cross-functionally with the Marketing, Revenue Operations and Systems, and teams to identify, prioritize and implement incentives, processes and systems, to strengthen the foundation of partnership operations 
• Travel frequently (up to 2-3 trips per month) to be on-site with partners at field events and conferences to deepen relationships 

Requirements

• 3+ of experience in partnerships and / or sales, with a preference for experience in running a fast-growing and highly-scaled partner program
• Understanding of the B2B fintech ecosystem and familiarity with key players across the various verticals (financial services, payments, banking, ERP, HRIS, procurement, etc)
• Experience with revenue responsibility and holding quota with demonstrable success in exceeding quota targets and achieving strategic objectives
• Comfort operating in a fast-paced, rapidly evolving business while maintaining focus, prioritizing ruthlessly and handling ambiguity
• Strong business acumen, spanning the range from strategic mindset (view of market dynamics, partner value propositions, strategic negotiations) to tactical initiatives to build the business
• Empathetic relationship management skills, being able to build relationships with partner counterparts that revolve around respect, trust, and a desire to create win/win outcomes
• Self-starter with a deep drive to win and a strong work ethic

Compensation

The expected OTE range for this role is $143,736-$179,670. The starting wage will depend on a number of factors including the candidate’s location, skills, experience, market demands, and internal pay parity. The OTE figure listed here includes base salary and commissions, which may or may not be earned depending on performance.  Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package.