Business Development Manager, ISV/VAR and Financial Institutions - Jobs in Grange Park

Job Description

Company Overview Merrco, headquartered in Toronto and founded in late 2016, is the leading Cannabis Payments Platform in Canada. In 2018, Merrco acquired Payfirma to create Merrco Payfirma, and has captured over 70% of Ontario’s market share and greater than 50% national coverage in the Canadian cannabis retail market. The company is now well-positioned to expand in the U.S., where it is currently providing payment solutions to CBD and ancillary cannabis businesses. Merrco Payfirma also has a significant non-cannabis payments portfolio in Canada.   Merrco #39;s omnichannel payments platform offers a secure and compliant solution for in-store retail, mobile click-and-collect, and e-commerce. The platform also includes merchant invoicing, recurring billing capabilities and EFT offerings to support vendor, client, and batch payments. With white-label capabilities and enhanced reporting for data analytics and simple reconciliation, Merrco has built deep partnerships and relationships across the cannabis technology and merchant ecosystem.  Led by a passionate and engaged leadership team, Merrco is dedicated to platform innovation, industry diversification, and geographical expansion. To accomplish these goals, the company is currently hiring a Business Development Manager, ISV/VAR/Financial Institutions. Company Culture  A high-growth company, Merrco Payfirma has built an inspired culture of customer-centricity, commitment, respect and agility.It offers a supportive and collaborative environment that fosters a growth mindset, intellectual curiosity, an entrepreneurial spirit, and above all teamwork. Merrco offers its employees a flexible and inclusive work environment that is team-oriented while promoting high accountability for delivery. The company #39;s leadership team is experienced and passionate about payments and is immensely proud of their accomplishments and the unique value proposition they have built and bring to the industry. The Role We are looking for a dynamic and experienced Business Development Manager, focusing on acquiring new ISV (Independent Software Vendors), VAR (Value-Added Resellers), and Financial Institutions (FIs) partnerships. This role is essential for expanding Merrco Payfirma #39;s footprint by acquiring new partnerships and managing existing relationships within these sectors. The ideal candidate is a hybrid between a hunter (80%), seeking out new opportunities, and a farmer (20%), nurturing and growing existing relationships. The role also requires a blend of strategic outreach, detailed sales process management, and robust relationship maintenance to drive Merrco Payfirma #39;s market expansion. Key responsibilities include: Business Developmentamp; Acquisition

• Strategically identify and target potential ISV, VAR, and FI partners through market research and network connections.
• Implement daily and weekly outreach programs, including cold calling by the candidate as well as with the support of the Lead Generation team, and email campaigns to generate new leads.

• Attend industry conferences and networking events to build relationships and identify business opportunities.
• Work closely with the marketing team to develop materials and strategies that support business development efforts.

Sales Process Management

• Lead the sales cycle from prospecting to closure, ensuring a smooth transition and alignment of partner expectations with Merrco’s offerings.
• Schedule and conduct sales presentations and product demos tailored to the specific needs of potential partners.
• Negotiate partnership terms, focusing on creating value for both parties and ensuring a sustainable business relationship.
• Coordinate with internal teams to ensure seamless onboarding of new partners, facilitating the integration of Merrco’s payment solutions into their platforms.

Relationship Management

• Conduct regular check-ins with a limited set of partners to assess satisfaction, resolve issues, and identify opportunities for deeper engagement.
• Develop and implement strategies for partner activation and engagement, ensuring they are aligned with Merrco’s business goals and objectives.
• Organize and participate in partner events and workshops to strengthen relationships and keep partners updated on Merrco’s products and services.
• Monitor partner performance and collaborate on initiatives to increase merchant lead generation in line with agreed targets.

CRM and Reporting

• Utilize Salesforce CRM for detailed tracking of all sales activities, partner interactions, and pipeline management.
• Generate regular reports on business development activities, outcomes, and partner performance metrics for review by senior management.
• Analyze market trends and partner feedback to recommend improvements to Merrco’s products, services, and sales strategies.

Collaboration

• Work with the Lead Generation, Marketing, and Operations teams to support and enhance outreach strategies and tactics.
• Liaise with the Product team to ensure product offerings meet the evolving needs of partners and their clients.
• Collaborate with the finance team on forecasting and revenue analysis to support strategic decision-making.

• Engage with the legal and compliance teams to ensure all partnerships adhere to industry regulations and Merrco’s standards.

Qualifications

• Extensive experience in business development, ideally within the payments, financial services, or technology sectors.
• Proven track record of successful ISV, VAR, and FI acquisition and management.
• Strong networking skills and a vast industry contact base.
• Proficiency in Salesforce CRM and excellent analytical skills.
• Outstanding communication, negotiation, and presentation abilities.
• Bachelor’s degree in Business Administration, Marketing, or a related field.

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