Partnerships Lead

1 week ago

Melbourne, Australia Zeller Full time

**About Zeller**

At Zeller, we’re champions for businesses of all sizes, and proud to be a fast-growing Australian scale-up taking on the ambitious goal of reimagining business banking and payments.

We believe in a level playing field, where all businesses benefit from access to smarter payments and financial services solutions that accelerate their cash flow, help them get paid faster, and give them a better understanding of their finances. So we’re hard at work building the tools to make it happen.

Zeller is growing fast, backed by leading VCs, and brings together a global team of passionate payment and tech industry professionals. With an exciting roadmap of innovative new products under development, we are building a high performing team to take on the outdated banking solutions. If you are passionate about innovation, thrive in fast-paced environments, embrace a challenge, hate bureaucracy, and can’t think of anything more exciting than disrupting the status-quo, then read on to learn more.

**About the role**

As Zeller's Partnerships Lead, you'll be responsible for negotiating, building, and developing relationships with partners from within the global ecosystem of startups, SaaS platforms (e.g. point-of-sale, accounting, E-commerce), technical integrators, industry and association groups (e.g. Startup bodies), and distribution channels (e.g. Officeworks, Australia Post). You will build the Zeller partnerships strategy, and then lead commercial discussions and go-to-market execution that form and successfully deploy Tthese partnerships.

This is an end-to-end role for a business leader who is looking to deliver partnerships from initial outreach to scoping and launch; to lead ongoing relationship management; to identify additional commercial opportunities; to drive commercial renegotiations and partner co-marketing. You will be an expert in growing, building, and scaling successful partner programs from within the SaaS or technology industries.

You will own Zeller's partnership strategy and implement every go-to-market approach. In this role you will formulate a view on each partnership and how the technical integration will be undertaken, and then collaborate with Zeller's product and engineering teams to project manage integrations from requirements to delivery. Your day-to-day KPI will involve building and managing a wide-ranging partnership pipeline, which you'll forge through your own networking, industry relationships, cold outreach, and business development tactics.

**Role Responsibilities**:

- ** Build a partner strategy and pipeline.**:

- Identify, conduct outreach to, and build a robust pipeline of partners (SaaS, Platform, Industry, Technical, Aggregator), with a specific focus on POS, Accounting, E-commerce, and Booking / Scheduling.
- Close deals / secure agreements with partners.
- Develop a partner roadmap that aligns with the product requirements of Zeller customers, designed to add value through software integrations that enhance the Zeller merchant experience.
- Defining the strategy and value proposition of the Zeller Partnerships program, and building our brand to be known as a 'best-in-class' channel partner in industry.
- **Commercial Management**:

- Develop commercial revenue models with partners, and be able to take a proposal through to contracting.
- Position deals, and their strategic importance / priority to Zeller to gain internal buy-in.
- Build business cases / ROI / NPV / CAC models with partners to demonstrate value created.
- Collate presentations and engage with partner key stakeholders to win new partnership opportunities.
- **Technical Implementation**:

- Project management the partnership implementation - from straight forward co-marketing partnerships, to those with with existing APIs for immediate integration, to collaborating with the Zeller product and engineering teams to develop new APIs that enable us take advantage of new opportunities and integrations.
- Partner with the wider Growth team (Marketing, Sales, Enterprise, PR and Account Management) to design and execute effective go-to-market strategies for each new partnership that communicates benefit and drives adoption.
- Prioritise implementations with multiple partners according to customer needs, partner requirements and Zeller software engineering.
- Identifying and monitoring any integration issues and resolving defects in sprint planning with software engineering teams.
- **
Partnership Performance Management**:

- Monitoring the performance of partnership integrations and management of on-going commercial arrangements and relationship health.
- Developing go-to-market plans to drive continued engagement within a partner's user base.
- Developing go-to-market plans that drive adoption and satisfaction of a partner's integration within the Zeller merchant base.
- Identifying opportunities to undertake joint partnership campaigns and co-marketing opportunities, and partnering with the

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