CAVALLO

Strategic Alliance Partner Manager

CAVALLO

full-time

Posted on:

Location Type: Hybrid

Location: Grand Rapids • Missouri • United States

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Job Level

SeniorLead

Tech Stack

C++ERP

About the role

  • Taking direct accountability for adding $100M in net-new annual partner volume to the ecosystem in the next 12 months
  • Leading and optimizing existing strategic payment partnerships with Global Payments and Square
  • Managing and scaling the broader portfolio of strategic alliance partners (e.g., Avalara, SPS Commerce, Shopify)
  • Scouting, evaluating, negotiating, and signing new alliance partnerships (e.g., Fiserv, Payarc, Stripe)
  • Analyzing the existing customer base against payment and alliance portfolio to identify the "Gap List" and executing targeted conversion campaigns (e.g., Rate Match Guarantees)
  • Continuously auditing and renegotiating buy-rates, revenue share splits, and pricing models across all current and future providers to maximize margin
  • Leading Quarterly Business Reviews (QBRs) with key payment processors and top alliance partners
  • Securing and effectively deploying Marketing Development Funds (MDF) from strategic partners to subsidize internal sales and co-marketing campaigns
  • Collaborating with Product and Engineering teams to ensure the payments and partner experiences are embedded into the user interface
  • Training internal sales teams on effectively pitching embedded payments and incorporating preferred alliance solutions into core software sale.

Requirements

  • 10+ years of direct experience in the payments industry (Fintech, ISV, PayFac, or ISO)
  • Proven track record of managing B2B SaaS, e-commerce, or ERP ecosystem partnerships (e.g., tax compliance, EDI, e-commerce platforms)
  • Deep understanding of various payment ecosystems, including legacy players (Global Payments, Fiserv, TSYS) and modern platforms (Square, Payarc, Stripe)
  • Mastery of payments economics, including Interchange optimization, Schedule A pricing, risk/compliance, and embedded payments architecture
  • Demonstrable history of driving massive increases in processing volume, partner attachment rates, and recurring revenue
  • Exceptional contract negotiation skills, data-driven analytical abilities, and a "hunter" mentality applied to both account expansion and new partner acquisition
  • ETA CPP (Certified Payments Professional) designation (highly preferred)
  • Personify Cavallo’s Core Values (https://www.cavallo.com/values/)
Benefits
  • Competitive Salary Package
  • Medical, Dental, Vision, Life and STD Insurance
  • 4% 401(k) Employer Match
  • 5 weeks PTO and Work/Life Synergy
  • Learning and Career Development Opportunities
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
payments economicsInterchange optimizationSchedule A pricingrisk complianceembedded payments architectureB2B SaaS managemente-commerce partnershipsERP ecosystem partnershipscontract negotiationdata-driven analysis
Soft Skills
accountabilityleadershipanalytical abilitieshunter mentalitycollaborationtrainingcommunicationnegotiationstrategic thinkingproblem-solving
Certifications
ETA CPP (Certified Payments Professional)