Strategic Channel Manager

About Us For over 10 years we’ve partnered with Canada’s largest banks to help 1000+ corporate clients simplify and scale their mass payouts to drive business outcomes. Our branded money programs are used to pay people rewards, commissions, shopper rebates, insurance benefits, goodwill campaign, emergency funding, and more. We’re a growing company and our employees enjoy engaging and interactive work, challenging career opportunities and a collaborative team-based culture. We offer a casual work environment, competitive salaries, excellent health and dental benefits and more. We also offer opportunities and support for ongoing learning, growth, and career development. Berkeley is centrally located in downtown Toronto. Job Description This is a remote position. Berkeley Payment is seeking a high-performing individual to join our high-caliber Sales team. We are looking for an entrepreneurial, driven professional who has a proven track record of success in B2B partner and channel sales but is hungry for more challenges and opportunities to grow. In this role, you will be the architect of our strategic alliance engine. You will own two distinct mandates: maximizing the depth of our existing channel and securing net-new Tier-1 partnerships. Our ideal candidate is a self-starter, a highly-motivated team player, and a master of the "double sales cycle"—you know how to sell the Partner, and then you know how to train the Partner to sell the End Client. If you are highly driven and value the benefit of being part of an agile, growing team in the embedded finance space, we want to talk to you. Job Description As a Strategic Channel Manager, you will lead all aspects of the partnership lifecycle—from initial executive outreach to contract negotiation and post-signing enablement. Your core responsibilities will include: Tier-1 Partner Acquisition: Target, negotiate, and execute Master Referral Agreements (MSAs) with massive "whale" partners, specifically Tier-1 Consulting Firms (e.g., Deloitte, KPMG, etc…) and major Service Providers (e.g., Stripe, Adyen, etc…). Enablement & Activation: Refuse to let partnerships gather dust. You will design and host formal enablement sessions, "Lunch & Learns," and joint webinars to train our partners' frontline sales and consulting teams on how to pitch Berkeley. Joint Account Mapping: Conduct rigorous, routine account-mapping sessions with your signed partners, cross-referencing CRMs to identify overlapping target accounts and proactively generate Partner-Sourced Pipeline. "Outside-the-Box" Strategy: Act as a GTM pioneer. Research, build business cases, and present theses for targeting net-new opportunities for partnerships. Existing Portfolio Triage: Audit our current roster of channel partners. Implement a strategy to activate dormant relationships, while ruthlessly pruning partnerships that do not yield enterprise-grade pipelines. Forecasting & Analytics: Analyze your channel territories and provide accurate, real-time insights using our Sales CRM to report on Partner Activation Rates and pipeline velocity. Requirements To be successful in this role, you MUST meet the following core competencies and qualifications: Experience: Minimum of 4 to 6 years of highly successful B2B sales experience, with at least 2 years specifically dedicated to Channel Sales or Strategic Partnerships specifically in the payments space. The "Sniper" Mindset: A proven history of executing complex, high-value enterprise partnerships rather than relying on high-volume, low-value affiliate networking. Technical Acumen: Strong knowledge and understanding of payments: money movement, card issuing, regulations, API infrastructure, etc… Sales Approach: Utilizing CRM software, ZoomInfo, and LinkedIn as part of a disciplined partnership mapping process. Consultative Approach: Exceptional consultative skills with a demonstrated ability to engage and influence high-level stakeholders at consulting firms and tech companies. Communication: Excellent verbal and written communication skills. You must be comfortable building joint GTM slide decks and presenting to rooms full of technical consultants. Work Ethic: Motivated self-starter who is dedicated, resourceful, and operates with the highest level of integrity. Research-oriented with strong organizational and time management skills. Benefits We believe in rewarding top performers who drive real value. Competitive Compensation: A strong base salary of $80,000.00 per year, paired with a generous, dynamic commission structure designed to reward initial partner enablement and massive downstream revenue generation. Healthcare: Comprehensive health, dental, and extended health care insurance benefits available. Flexibility: A fully remote work environment (Monday to Friday schedule - EST) allowing you to work from anywhere in the U.S. or Canada. Culture: The opportunity to be part of a forward-thinking company that values innovation, bespoke solutions, and global capabilities in the rapidly expanding embedded payments space.