Partnership Channel Relationship Manager

Job Summary

The Partnership Channel Relationship Manager (PCRM) primary responsibilities are to prospect, qualify, and close business sales opportunities. Must have the ability to work closely with our largest strategic business partner sales and management staff to promote and sell the complete Rivet Crossfire financial reporting suite of products. Create and develop partnership relationships with management and sales team in the specific region assigned. Manage the regional team assigned to the PCRM to ensure the team meets all specified goals. The PCRM position is an outside sales position requiring complex selling experience. Travel is required.

Position Requirements:

  • Overall sales cycle management including, but not limited to:
    • Partner client relationship building, product demonstration, effective negotiating and closing new business opportunities
    • Coordinate and perform discovery calls, prep calls, dry runs and presentations
    • Present business solutions and calling on CFO, CCO and CTO level executives
    • Demonstrate Rivet’s Crossfire platform effectively to executive level clients/prospects
    • Create RFPs, price proposals, and contracts
    • Lead negotiations and overcome objections for deal closure
    • Manage multiple complex sales cycles simultaneously
    • Prepare accurate and timely sales forecasts and sales cycle reporting via Rivet’s CRM tool
    • Use of CRM tool for the tracking of activities and communication between Rivet and the customer/prospect
    • Build and maintain key senior management level relationships at targeted accounts
    • Meet and exceed quarterly and annual revenue quota’s
  • Ability to manage large multi-state territory, including, but not limited to:
    • Developing relationships with the appropriate partner personnel to facilitate selling Rivet products to clients
    • Educating strategic partner personnel on Rivet’s offerings
    • Participate, lead and speak at regional events and activities related to financial reporting and XBRL
    • Identification of all potential prospects in territory and to create and implement a sales plan for these prospects
  • Account Management of customers
    • Managing client’s expectation after the sale is complete
    • Working with both Compliance and Professional Services personnel to ensure the client’s needs are being met
    • Market Awareness: Keep up-to-date on financial reporting and XBRL activities in all of the markets that we serve and communicate this to the appropriate Rivet departments

Prior Experience / Education Requirements and Skill Sets:

  • At least 7 years experience in managing simultaneous complex, enterprise, and consultative sales processes
  • Bachelor's degree or equivalent business experience
  • Specific experience selling into financial institutions
  • Must be able to demonstrate presentation and speaking skills
  • Ability to travel to present, demonstrate product, visit, and entertain RRD personnel, clients and prospects
  • Excellent written and verbal communication skills
  • Self-directed team player
  • Proven track record of consistently exceeding corporate objectives and quotas
  • Proficient in technical proposal writing and RFP generation
  • Well organized and able to handle multiple tasks simultaneously in a fast paced environment
  • Ability to work under pressure, prioritize workloads under time constraints
  • Financial reporting or accounting background preferred, but not required

Work Conditions:

  • Casual business attire for in office. Professional business attire when meeting with clients, prospects, speaking engagements, etc
  • Regional travel required
  • Must be able to lift up to 40 lbs

Requirements/Qualifications

Partner Channel Manager must have a college degree or equivalent work experience. A minimum of five years of relevant direct sales or channel sales experience required. A basic understanding of Accounting, Financial Services, Mutual Funds, and/or XBRL a plus. Demonstrated success in a consultative selling role and the ability to work on multiple issues is fundamental. Strategic thinking and an innovative, creative approach to business problems is also essential. Must possess first class negotiation skills. The ability to work well under pressure, prioritize workloads and work under time constraints is mandatory. This position requires someone who has excellent communication skills as well as the ability to work well with others in a team environment. Superior presentation, communication and demonstration skills are mandatory. Strong organizational and project leadership skills are required. Must be well organized and able to handle multiple tasks simultaneously in a fast paced environment.

Rivet Software is an equal opportunity employer.

Want to join our team?  Qualified Candidates please submit your resume and salary requirements when applying for this job. 


To apply for this job, contact hr@rivetsoftware.com.