VP, Partnerships & Distribution Channel Sales

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