VP, Partnerships & Distribution Channel Sales

 

 

Financial technology is a high-growth industry as change and innovation continue to disrupt the status-quo and prompt major transformation. Arcesium is at a particularly interesting time in our own growth as we look to leverage our successfully established market position and expand operations in pursuit of strategic new business opportunities. We value intellectual curiosity, proactive ownership, and collaboration with colleagues, and we empower you to meaningfully contribute from day one and accelerate your professional development.

 

 

Position Summary

This is a rare opportunity for an entrepreneurial revenue leader to define and build Arcesium's channel and partnerships strategy from scratch. You will be the company's first dedicated partnership executive, with a mandate to design, launch, and scale a partner ecosystem that drives meaningful, recurring revenue alongside our direct sales motion. 

The ideal candidate has been here before — you've built channel programs at a fintech, SaaS, or financial services technology firm that operates in the same ecosystem as Arcesium (prime brokers, fund admins, custodians, managed service providers, consultants, and system integrators). You walk in the door with a playbook, a network, and the conviction to execute. 

Responsibilities

• Strategy & Program Architecture 

  • Design Arcesium's partner and channel strategy from the ground up, including partner segmentation, tiering, commercial models (referral, resell, co-sell, white-label), and program economics 
  • Define the ideal partner profile across categories: technology alliances, distribution partners (prime brokers, fund admins, custodians), consulting and advisory firms, and system integrators 
  • Build the business case and roadmap for channel-driven ARR, and own the channel revenue P&L 

  Partner Development & Pipeline 

  • Identify, recruit, and onboard high-value partners across priority segments, leveraging your existing network in the institutional investment management and financial technology ecosystem 
  • Develop joint go-to-market plans with partners, including co-selling motions, co-marketing campaigns, and joint solution development 
  • Personally manage and quarterback the most strategically important partner relationships at the executive level 

  Playbook & Enablement 

  • Build the channel enablement infrastructure: partner portal, certification programs, sales toolkits, ROI calculators, and co-branded collateral 
  • Create repeatable onboarding frameworks so partners can independently sell, position, and support Arcesium's solutions 
  • Establish clear rules of engagement between direct and channel sales to minimize conflict and maximize collaboration 

  Cross-Functional Leadership 

  • Work closely with the direct sales team to drive partner-sourced and partner-influenced pipeline 
  • Partner with Product and Engineering to identify integration and technology alliance opportunities that deepen partner stickiness 
  • Collaborate with Marketing to develop campaigns, events, and content that activate the partner ecosystem 
  • Partner with Legal and Finance to structure commercial agreements, pricing frameworks, and margin models 

  Measurement & Governance 

  • Define and own channel KPIs: partner-sourced ARR, partner-influenced ARR, active partners, deal registration volume, time-to-first-deal per partner 
  • Build a quarterly business review (QBR) cadence with top-tier partners 
  • Report channel performance to executive leadership and board-level audiences as the program matures 

Qualifications

• Must-Haves 

  • 10+ years of experience in B2B SaaS, fintech, or financial services technology, with at least 5 years in a dedicated partnerships, channel, or business development leadership role 
  • Demonstrable track record of building — not just managing — a channel program at a company operating in the institutional finance or investment management technology space (post-trade, fund administration, data & analytics, treasury, risk, or adjacent) 
  • An existing, warm network of senior relationships across the institutional investment management ecosystem: prime brokers, fund administrators, custodians, outsourced CFOs/COOs, and consulting firms 
  • Experience structuring and negotiating complex channel agreements: referral, reseller, co-sell, and OEM/white-label arrangements 
  • Strong commercial instincts — you think like a business owner, not a relationship manager 
  • A ready-to-deploy playbook for standing up a channel program, including partner tiering, onboarding, enablement, and incentive structure 

  Strong Plusses 

  • Experience at a firm with a directly comparable product surface area to Arcesium (post-trade operations, fund accounting, data management, or analytics for alternative asset managers) 
  • Prior experience at or with major prime brokers, tier-1 fund administrators or large custodians 
  • Experience selling into or partnering with allocators, hedge funds, or multi-manager platforms 
  • Familiarity with technology alliance models in the fintech ecosystem (AWS, Snowflake, cloud data platforms) 
  • Established relationships with management consulting firms (Big 4, boutique alts-focused shops) who advise target client segments 

  Who You Are 

  • Entrepreneurial and energized by ambiguity — you thrive when you're building something new 
  • A creative dealmaker who finds non-obvious angles to create mutual value 
  • Equally effective as a strategist and a hands-on executor — you don't wait for a team to build what you can start building today 
  • A compelling executive communicator who earns trust quickly with both internal stakeholders and external partners 
  • Comfortable with longer sales cycles and complex stakeholder environments 
  • Low ego, high accountability 

The expected annual base salary for this position is $230,000- $260,000. Our compensation package includes variable compensation in the form of a year-end bonus, guaranteed in the first year of hire, benefits including medical and prescription drug coverage, and 401k contribution matching.

The applicable annual base salary paid to a successful applicant will be determined based on multiple factors including without limitation the nature and extent of prior experience and educational background.

Remote eligible states include: CA, CT, DE, FL, GA, IL, MA, MN, NJ, NY, NC, OH, PA, TX, VT, WA

Arcesium's Personal Data Privacy Notice for Candidates is linked here. 

 

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Recruiting Security
Emails from genuine Arcesium recruiters who are employees of the company will always come from the @arcesium.com domain. In some cases, you may also be contacted by independent search firms engaged to recruit on our behalf; emails from their employees should always come from their firm's applicable domain. We'll never ask for your banking information or any payment as part of the recruiting process. If something seems off or you're contacted by an unexpected third party, please reach out to us at careers@arcesium.com.

 

Arcesium is an equal opportunity employer.