sales
Posted Apr 29VP, Partnerships & Distribution Channel Sales
at Arcesium
New York, United StatesOn-site
Responsibilities
- Design Arcesium's partner and channel strategy from the ground up, including partner segmentation, tiering, commercial models (referral, resell, co-sell, white-label), and program economics
- Define the ideal partner profile across categories: technology alliances, distribution partners (prime brokers, fund admins, custodians), consulting and advisory firms, and system integrators
- Build the business case and roadmap for channel-driven ARR, and own the channel revenue P&L
- Identify, recruit, and onboard high-value partners across priority segments, leveraging your existing network in the institutional investment management and financial technology ecosystem
- Develop joint go-to-market plans with partners, including co-selling motions, co-marketing campaigns, and joint solution development
- Build the channel enablement infrastructure: partner portal, certification programs, sales toolkits, ROI calculators, and co-branded collateral
- Create repeatable onboarding frameworks so partners can independently sell, position, and support Arcesium's solutions
- Establish clear rules of engagement between direct and channel sales to minimize conflict and maximize collaboration
- Collaborate with Marketing to develop campaigns, events, and content that activate the partner ecosystem
- Define and own channel KPIs: partner-sourced ARR, partner-influenced ARR, active partners, deal registration volume, time-to-first-deal per partner
- Build a quarterly business review (QBR) cadence with top-tier partners
- Report channel performance to executive leadership and board-level audiences as the program matures
Requirements
- Qualifications • Must-Haves 10+ years of
- experience in B2B SaaS, fintech, or financial services technology, with at least 5 years in a dedicated partnerships, channel, or business development leadership role
- Experience at a firm with a directly comparable product surface area to Arcesium (post-trade operations, fund accounting, data management, or analytics for alternative asset managers) Prior
- experience at or with major prime brokers, tier-1 fund administrators or large custodians •
- Experience selling into or partnering with allocators, hedge funds, or multi-manager platforms