Channel Sales Manager, FinTech - Aware, Inc.

Position:

Channel Sales Manager, FinTech

Reports to:

Vice President of Channel Sales and Partnerships 

About Aware

Aware is a global biometric platform company that uses data science, machine learning, and artificial intelligence to tackle everyday business and identity challenges through biometrics. For over 30 years we’ve been a trusted name in the field. Aware’s offerings address the growing challenges that government and commercial enterprises face in knowing, authenticating and securing individuals through frictionless and highly secure user experiences. Our algorithms are based on diverse operational data sets from around the world, and we prioritize making biometric technology in an ethical and responsible manner. Aware is a publicly held company (NASDAQ: AWRE) based in Burlington, Massachusetts. To learn more, visit our

About You and this Role

We are looking for a Channel Sales Manager, who will be a key member of the global partnerships team and report to the Vice President, Global Channel Sales and Partnerships. You are a self-driven partnerships professional with a high partnership IQ and a demonstrated history of establishing partnerships and alliances through multiple routes to market. You enjoy building thriving partner ecosystems. You possess a strong track record of exceeding pipeline and revenue targets in high growth, high ambition organizations. You understand the power of the channel to unlock market potential and better serve customers. Successful candidates will possess strong critical thinking skills, executive presence and an entrepreneurial spirit. If you have a passion for growing a business and a proven track record of success, we want to hear from you.

Responsibilities

Business Development and Revenue Generation

• Build and grow a healthy pipeline and generate “partner sourced” revenue from your assigned partners. 
• Develop and execute joint business plans with your assigned partners to align on partnership objectives, agree on roles and responsibilities, establish partnership milestones, and ensure consistent growth within their Aware business. 
• Prepare and participate in bi-weekly forecast calls and conduct quarterly business reviews (QBRs) to track progress against the agreed business plan and course correct where necessary to ensure that you exceed pre-set pipeline and revenue targets from your partnerships. 
• Collaborate with partners and the Aware Marketing team to identify opportunities for joint / co-branded marketing initiatives and build integrated content marketing strategies designed to drive demand and educate the market on the value proposition of Aware’s biometric identity platform. 
• Provide deal strategy, support, and resources to channel partners to drive pipeline and revenue generation. 

Partner Recruitment and Onboarding

• Assess current partners to identify gaps in your partner ecosystem. 
• Identify, recruit and evaluate new partners based on their strategic fit, market relevance, and revenue potential. 

• Lead the negotiation and execution of partnership agreements, from prospecting through closure.

• Onboard and activate these partners following prescribed processes.

• Manage the process of baking Aware product and technology into partners’ service offerings and value propositions. 

Partner Enablement

• Provide new and existing partners with the tools, support and training needed to successfully build, sell and support Aware as a growing part of their business. 
• Provide ongoing partner training and enablement on Aware products, programs, promotions, and overall value proposition. 
• Develop a solid understanding of each partner’s value proposition and be able to translate it into both written and oral communications for Aware Marketing, Customer Success and Product Development teams.
• Generate enthusiasm and passion for Aware solutions among partner sales and engineering teams. 

Relationship Management and Engagement

• Be an evangelist for Aware partners internally and externally.

• Navigate and develop relationships with key stakeholders and C-Suite executives at partner organizations to drive commitment, engagement and mindshare across all levels of the partnership. 

• Act as the primary point of contact for key partners, fostering strong relationships and maintaining regular communication. 

• Provide clear, concise updates to Aware senior leadership regarding partner sales status, program initiatives, performance, and overall strategy. 

• Provide guidance and support to partners, ensuring they derive maximum value from our platform and are successful in their own objectives. 

Market Intelligence and Competitive Analysis

• Stay informed about industry trends, competitor activities, and emerging technologies relevant to our industry. 

• Conduct market research and analysis to identify potential partnership opportunities and stay ahead of market dynamics. 

• Leverage market insights to refine and enhance our partnership strategy, positioning us as a leader in the biometrics and identity space. 

Required Qualifications

• Bachelor’s degree in business, marketing, or engineering with a strong interest in technology. 
• Minimum 3 - 5 years of channel sales and partner management experience with a track record of accelerating revenue growth through diligent partner acquisition and relentless partner management.
• Independent, detail-oriented self-starter who consistently exceeds quota and is a quick learner but also creative, resourceful, and persistent with a tenacious and aggressive “hunter” mentality. 
• Robust, existing network and experience building and maintaining strategic alliances with global and regional System Integrators, Consulting Partners, ISVs, and OEMs. 
• Proven track record of implementing metrics-based business plans and building / maintaining successful strategic partnerships that generate consistent revenue growth. 
• Excellent negotiation, verbal and written communication, and interpersonal skills with a strong executive presence and a passion for engaging people. 
• Experience collaborating across departments...Sales, Marketing, Product Development, Customer Success, and Revenue Operations. 
• Willingness to travel (50%). 

Preferred Qualifications

• Previous experience in Biometrics / Identity is a plus. 
• Previous experience in FinTech, payments, financial services, or open banking platforms with a deep understanding of the payments industry, competitive landscape, and emerging trends.

Why We Think YOU Should Come Work for Us

• You will grow here more than you would anywhere else because growth is in the company’s DNA. That is a promise. 

• You will experience the thrill and challenge of joining a high growth, leading identity verification and biometric authentication company. 

• You will be part of an amazing culture with a supportive and engaged CEO and Leadership Team. 

• You will join a team of experienced, passionate employees. 

• You and your ideas will be heard, no matter how long you’ve been at the company, or what your position is, or who you’re talking to. 

• You will tackle new challenges because Aware is barely scratching the surface with their disruptive, industry leading solution.

Equal Employment Opportunity

Aware evaluates qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other protected characteristics.