Channel and Strategic Accounts Director

Channel & Strategic Accounts Director

Position Overview

We are seeking an experienced Channel & Strategic Accounts Director to lead the development and expansion of a nationwide partner network focused on cash automation solutions across the retail and financial services markets.

This individual will be responsible for building managing and growing relationships with distributors resellers and strategic channel partners capable of representing a portfolio of cash handling and automation technologies including Teller Cash Recyclers (TCRs) smart safes kiosks and ATM/Self Service devices.

The majority of the role will focus on developing and enabling channel partners while approximately 20% of the position will involve identifying and opening select strategic accounts directly .

This is a highly entrepreneurial role suited for someone who understands the cash management ecosystem has established relationships within relevant retail channels and is comfortable building a market presence through partners rather than relying solely on direct sales.

Key Responsibilities

• Develop expand and manage a nationwide network of distributors resellers and strategic channel partners.
• Drive revenue growth for cash automation solutions including TCRs smart safes kiosks and other cash handling technologies.
• Identify and recruit new channel partners serving retail banking gaming and other cash-intensive industries.
• Build strong productive relationships with existing partners and develop joint strategies to expand market penetration.
• Work with channel partners to establish broad geographic coverage across the United States.
• Support partners throughout the sales process including opportunity development solution positioning account strategy and closing.
• Develop opportunities within retail environments such as grocery stores casinos and gaming operations dollar stores cannabis retailers and other high-cash businesses.
• Identify and pursue select high-value strategic accounts directly when appropriate.
• Develop relationships with organizations operating throughout the broader cash management ecosystem including financial institutions and Cash-in-Transit (CIT) providers.
• Collaborate internally and externally to develop go-to-market strategies identify emerging opportunities and improve market coverage.
• Maintain visibility into partner pipelines sales activity forecasts and strategic opportunities.
• Represent the organization at customer meetings partner meetings industry events and other business development activities as needed.
• Operate effectively within a virtual entrepreneurial environment while managing relationships across multiple U.S. time zones.

Required Qualifications

• Demonstrated experience in channel sales distribution or partner development within the retail market .
• Existing relationships or a strong professional network within relevant retail cash management banking or distribution channels.
• Experience developing enabling and managing channel partners.
• Strong understanding of cash-intensive retail environments and how businesses manage secure process and transport cash.
• Familiarity with cash automation or cash handling technology such as:
  • Teller Cash Recyclers
  • Smart safes
  • Cash recyclers
  • Kiosks
  • ATMs or similar self-service technology
• Proven ability to identify new revenue opportunities and develop relationships from the ground up.
• Strong consultative sales relationship management negotiation and communication skills.
• Entrepreneurial mindset with the ability to operate independently in a growing organization.
• Ability to manage a geographically dispersed territory and work effectively across multiple time zones.
• Willingness to travel approximately two times per month based on customer and partner needs.
• Ability to work remotely from a home office within the United States.

Preferred Qualifications

• Experience selling into grocery gaming/casino convenience or other cash-intensive retail environments.
• Experience working with financial institutions or banking technology providers.
• Relationships within the casino gaming or financial services industries.
• Experience working with or selling through Cash-in-Transit (CIT) organizations.
• Previous responsibility for developing or managing national strategic accounts.
• Experience introducing new technologies or manufacturers into established distribution channels.

Ideal Candidate Profile

The ideal candidate is a well-connected entrepreneurial sales leader who understands both channel development and the cash automation market . This person should be comfortable creating new partnerships helping partners develop business and establishing a nationwide sales footprint.

Success in this role will require someone who can operate with a high degree of independence build credibility with experienced channel partners recognize strategic opportunities and translate relationships into long-term revenue growth.

Work Environment

• Remote home-office-based position
• U.S.-based
• Nationwide territory
• Periodic domestic travel typically a couple of trips per month
• Flexibility required to work with partners and customers across multiple U.S. time zones