Head of Embedded Partnerships, Solutions Consulting and Account Management

Responsibilities

• Own the channel’s strategy and operating cadence for North America, aligned to Elavon enterprise priorities and annual growth targets.
• Define and execute the software-led distribution strategy (ISVs, platforms, vertical SaaS, marketplaces, POS, and enablement partners), including partner segmentation, prioritization, and coverage.
• Drive the commercial relationships for North American partners including direct revenue and revenue enabling relationships resulting in optimal outcomes for the business.
• Bring together accountability for NA EPP partner-sourced performance across current and new customers, including MSP relationships and other revenue motions, with clear targets and measurable outcomes.
• Establish commercial frameworks (pricing, economics, incentives, and contract standards) and lead executive deal reviews in partnership with Finance, Legal, and Risk.
• Partner with Product and Technology to align integration patterns, developer experience, and roadmap prioritization to accelerate partner onboarding and merchant activation.
• Define and track KPIs (partner pipeline, bookings, attach rates, activation, retention, and revenue) and provide regular executive reporting and insights to drive decisions.
• Lead Technical Product Sales—owning the final, solution-level validation required to close complex payment deals.
• Partner with ICG/PMI Distribution Sales, and aligned Account Managers to translate client and partner requirements into approved, implementable Elavon solutions.
• Ensure onboarding, contracting, and ongoing management meet applicable regulatory requirements and internal control standards; proactively identify and mitigate third‑party and payments risk.

• 12+ years of progressive experience in payments/fintech partnerships, merchant acquiring, or embedded payments, including senior leadership accountability for revenue growth.
• Demonstrated success building and scaling partner channel motions (ISVs, platforms, marketplaces, POS, enablement partners) and delivering partner-sourced pipeline, bookings, and revenue.
• Strong understanding of partner integration and distribution models (APIs, referral/reseller, Pay Fac/Facilitated models, onboarding/KYC/KYB, risk underwriting, and merchant lifecycle).
• Fluency in commercial deal structures including pricing, margin, incentives, and performance‑based contract constructs; ability to lead complex negotiations.
• BA/BS degree required; MBA or advanced degree preferred.