Payments Sales Executive Specialist – Channel Sales

Payments Sales Executive Specialist – Channel Sales

Requirements

• Proven experience managing relationships with sponsor banks, including onboarding, compliance coordination, and ongoing partnership development within the fintech and corporate payments space.
• Deep understanding of the sponsor bank ecosystem, including regulatory frameworks, bank approval processes, and the dynamics of embedded finance and BIN sponsorship models.
• Extensive experience in the financial technology space, with specific knowledge of payments, cloud-native core systems, and the processing solutions that power these non-bank issuers.
• Proven track record of consistently meeting and beating growth of enterprise net new business sales.
• Strength and presence in senior executive engagements.
• Hands on approach with every aspect and detail of the sale in collaboration with sales support resources.
• Top shelf communication skills in all disciplines – oral, written, formal presentation and reading people non-verbally.
• Can-do, collaborative attitude and proven problem solver – ability to traverse large organization to get the resources needed to make the sale and assure client satisfaction.
• Expertise at negotiating terms, conditions, and pricing of FIS contracts with client and ensure terms are within FIS standards.
• Ability to manage client relationships, sales pipeline, and accurate forecasting of complex opportunities.
• Maintain Executive presence in face-to-face client discussions with senior executives.
• Flexibility to travel as required.

Responsibilities

• Managing and expanding our network of channel partners and ecosystem stakeholders.
• Serve as the primary point of contact for an assigned list of existing banks that sponsor client programs, ensuring strong, collaborative partnerships that support our fintech and corporate payments initiatives.
• Identify, engage, and onboard new sponsor banks that align with our strategic goals and product offerings.
• Work closely with the biggest payments networks in the world and their digital payments teams to ensure referrals to FIS for processing services.
• Act as a conduit between the client and the thought leadership within FIS to drive partnership opportunities where they make strategic sense.
• Structure, negotiate and close sales opportunities that meet customers’ expectations and FIS’ ability to deliver, utilizing appropriate FIS resources for product marketing support and specialized product sales expertise.
• Develop and execute account plans to ensure continued revenue acquisition and growth from assigned accounts.
• Present proposals to Clients – utilizing FIS resources and tools.
• Understand clients’ strategy and be able to communicate needs across the FIS product teams for solutioning.
• Ensure accurate forecasting and pipeline management as well as accurate content in FIS’ internal contact management and sales management systems.

Preferred Qualifications

• Experience selling Card processing / issuing services to large neobanks or program managers.
• An existing network of contacts at banks that sponsor fintechs into the payments networks.
• Direct relationships with key executives in the large fintech landscape.
• Demonstrates FIS solution and industry knowledge including various solutions, market strategies, and competitive intelligence.