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About ZellerAt Zeller, we’re champions for businesses of all sizes, and proud to be a fast-growing Australian scale-up 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new products under development, we are building a supportive and high performing team to inspire change in the outdated banking solutions. If you are passionate about innovation, thrive in dynamic environments, embrace new possibilities, hate bureaucracy, and can’t think of anything more exciting than evolving the status-quo, then read on to learn more.About the roleAs Partnerships and Enterprise Lead, you will be responsible for driving Zeller’s upmarket growth by prospecting amongst and winning deals with large businesses, and through building a network of Resellers, POS Platforms, Integrators, and Distribution Channels to generate pipeline and deliver upon the complex product and integration requirements of our highest-value customers.You will own and execute on Zeller’s Partnerships and Enterprise strategy by leading a talented team of Partnerships and Business Development Managers to generate pipeline, develop compelling commercial proposals, win deals, and deliver revenue.The role will require you to balance both commercial expertise with detailed technical understanding — you will become an expert in Zeller’s product, and be able to present integrated solutions which connect Zeller’s products with a variety of POS, kiosk, app, accounting, and eCommerce partner platforms.We’re excited to meet with hands-on business development, partnership, or sales leaders who index towards relationship management, demonstrate a strong commercial acumen, and think strategically to execute on our strategy to accelerate Zeller’s upmarket growth.ResponsibilitiesEnterprise salesManage and coach a small team of Enterprise Business Development Managers to exceed individual and team KPIs (bookings, revenue)Prospect, generate, and build qualified pipeline amongst upmarket clients with Australia’s leading brands across hospitality, franchising, retail, services, and other sectorsOwn and close an individual pipeline of deals with our most strategic clientsBuild, and manage a growing network of resellers (as an extension of your own team) who sell Zeller to their own customersPartnerships growthBuild relationships with new, and maintain existing relationships with, a wide network of POS, accounting, and eCommerce partners who integrate their solutions with ZellerCreate and healthy pipeline fo new partners to integrate with Zeller, managing the relationship from technical discovery through integration and launchProject manage partner implementation, including positioning the right SDK from Zeller Developer Suite to each partner, ensuring smooth timelines from contracting to agreement and integration deliveryDevelop strong commercial models with partners to mutually incentivise Zeller and the partner to meet shared objectivesExecute effective GTM and co-marketing campaigns with partners to generate leads for the your Enterprise sales teamPartner program managementContinually monitor and manage partner program performance, ensuring overall payback, ROI, and profitabilityIdentify opportunities to undertake joint partnership promotional opportunities and execute work to support thisRegularly strengthen and grow relationships across all partners through networking, communications, and relationship-building, ensuring Zeller is their preferred partner of choiceQualifications and experience4+ years hands-on experience in a commercial, sales, business development, growth, or partnerships role that is client-facingYou are an experienced seller; customer-facing experience generating pipeline and winning deals is essential1+ years of experience leading a small team of 2 - 3 direct reportsA process-driven mindset, where you can succinctly map out process, operational workflows, and project manage across multiple stakeholders / teams (internal and external) to guide them towards a common objectiveAn eye for detail and are able to ‘drill-in’ to minutia but are able to synthesise informationUnderstand the bigger picture and what product levers will drive growth, cost, efficiency and effectivenessCan effectively prioritise work to drive outcomesThrives in a high growth environmentA strong understanding of the global payments / POS ecosystem is nice to have, but not requiredAttributes we're looking forLoves challenging the status-quoAbility to work collaborativelyA proven growth-mindset and desire to winPrepared to be bold yet consistent with your creative directionBe a present and considered people leader to foster true team cohesiveness and focus towards achieving a shared objectiveEnjoy engaging in market and building lasting, productive relationships with partners and clientsWillingness to oscillate between and balance; ‘leadership’ with ‘getting your hands dirty’How we workAt Zeller, we thrive on the energy and fast pace that comes from in-person collaboration and this role is based in our Melbourne CBD office with a general expectation of 4 days on-site per week with an option of 1 day WFH.Like the rest of the team, you’ll benefit fromA competitive salary package, including equity;A balanced, progressive, and supportive work environment;Excellent parental leave and other leave entitlements;A fantastic office environment;Endless learning and development opportunities;Plenty of fun and social opportunities - we love to come together as a team;An ability to influence and shape the future of Zeller as our company scales both domestically and globally;Being part of one of Australia’s most exciting scale-ups.
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