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 campaigns, 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.

Responsibilities

• Tier-1 Partner Acquisition: Target, negotiate, and execute Master Referral Agreements (MSAs) with major partners, including Tier-1 Consulting Firms (e.g., Deloitte, KPMG) and major Service Providers (e.g., Stripe, Adyen).
• Enablement & Activation: 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 regular account-mapping sessions with 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 the current roster of channel partners. Activate dormant relationships and prune partnerships that do not yield enterprise-grade pipelines.
• Forecasting & Analytics: Analyze channel territories and provide real-time insights using our Sales CRM to report on Partner Activation Rates and pipeline velocity.

Requirements

• Experience: Minimum of 4 to 6 years of highly successful B2B sales experience, with at least 2 years specifically in Channel Sales or Strategic Partnerships 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 of payments, money movement, card issuing, regulations, API infrastructure, etc.
• Sales Approach: Experience using CRM software, ZoomInfo, and LinkedIn as part of a disciplined partnership mapping process.
• Consultative Approach: Exceptional consultative skills with the ability to engage and influence high-level stakeholders at consulting firms and tech companies.
• Communication: Excellent verbal and written communication skills. 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 integrity. Strong organizational and time management skills.

Benefits

• Competitive Compensation: A strong base salary of $80,000 per year, plus a dynamic commission structure designed to reward initial partner enablement and downstream revenue generation.
• Healthcare: Comprehensive health, dental, and extended health care insurance benefits.
• Flexibility: A fully remote work environment (EST hours, Monday to Friday) allowing you to work from anywhere in the U.S. or Canada.
• Culture: Opportunity to be part of a forward-thinking company that values innovation, bespoke solutions, and global capabilities in the embedded payments space.