About Conferma Pay
Conferma Pay is a global payment technology company. Created in 2005 and acquired by Sabre in August 2022 with additional investment from Mastercard just 4 months later, Conferma Pay combines innovation and expertise to consistently find success when they push the boundaries of what can be achieved in the world of virtual payments.
Conferma Pay connects issuers to more than 700 travel management companies, all five major global distribution systems and more than 100 corporate booking tools. Conferma Pay is fully integrated with all the major card schemes and serves more than 50 banking partners, who have issued Conferma Pay-generated virtual cards in 100 currencies across 197 countries.
Primary Responsibilities
Job Title: Platform Partnerships Manager
Department: Commercial
Responsible to: Director of B2B
Responsible for: B2B Ecosystem Partnerships
Main Responsibilities:
To hunt and convert opportunities with B2B Platforms and Expense Management Systems, growing Conferma Pay’s chargeable B2B Platform ecosystem. The Platform Partnerships Manager need to craft new partnerships for the promotion and delivery of the ecosystem, representing the business area both internally and externally to key stakeholders.
Key Responsibilities
- Prospecting and closing net new B2B platforms
- Managing sales cycle from prospect stage to delivery
- Identifying platforms that would value from accessing our Issuer Ecosystem
- Pitching the full value proposition including demonstrations of Online, Control & Mobile
- Gaining agreement from Platforms to develop to the Conferma APIs
- Supporting the integration alongside PMO and Development team
- Success demonstrated in number of converted platform opportunities
- Consulting on Virtual Card best practise with Platforms and their Corporates
- Subject matter expert for the Conferma Product suite & Virtual Cards within B2B payables
- Development of VCard marketing plan in partnership with the respective platforms
- Setup and deliver Public speaking engagements at industry events
- Working with the Banking department to accelerate Issuer partnerships with B2B platforms
- Building momentum of platform integrations with Issuer partners
- Joining meetings with Banking department to pitch new opportunities
- Delivering training to Issuer sales teams where appropriate
- Success demonstrated in number of new Issuers signed up to each platform, but most importantly the number of new Corporates boarded and making deployments and transactions
- Finding opportunities alongside Platforms to increase adoption of Virtual Cards to their customer base
- Targeting corporate clients, addressing pain points with current payment processes
- Clearly articulating the benefits of virtual card adoption for both buyer and supplier
- Highlighting areas within Corporates payment process where solution can add efficiencies
- Building out strategies to support buyers with Supplier enablement
- Identifying opportunities with straight through processers
- Exploring models of engagement with Acquirers, Fintechs and BPSPs that will increase opportunities for card to be processed
- Revenue generation
- Identify opportunities for professional services revenue, contractual revenue and new partnership optimisation
- Identify opportunities for professional services revenue, contractual revenue and new partnership optimisation
Other Responsibilities
- Identifying new opportunities for product improvement and to make recommendations on the most effective solutions by identifying corporate customer and partner needs.
- Maintaining awareness of competitor capability and activity in order that Conferma retains the leading edge and revenue generation is maximised.
Experience
To perform this job successfully, an individual must be able to perform each duty efficiently and independently. The requirements listed below are representative of the knowledge, skill, and/or ability required;
- 3+ years in commercial card or associated industries in a partnerships management, business development or account development capacity
- A strong understanding of either virtual card within B2B payments.
- Experienced in delivery of presentations to Senior Management teams and a knowledge of product development would be desirable.
- Preferred experience in: Financial services, B2B, card payments, wider payments environment, finance, procurement systems, expense management systems, business development, project management, product development and enhancements.
Essential Skills & Competencies
- Strong commercial acumen
- Negotiation and Sales skills
- Exposure to commercial payment products (Visa, MasterCard, American Express))
- Knowledge of P2P, BSM, Procurement, Finance and SCF systems
- Strong communication and interpersonal skills
- Confident presentation skills
- IT literate minimum Word, Excel and PowerPoint intermediate
- Analytical and problem solving skills
- Organisation and planning ability
- Ability to anticipate and identify people’s needs
- Customer focused
- Creative
Behaviours
The successful candidate will demonstrate the following behaviours:
- Communication: Delivers critical information in an effective and succinct manner to ensure key messages are reflected
- Clarity of Thinking: Thinks clearly and swiftly about issues. Has an eye for detail and identifies critical information within complex scenarios. Uses the relevant information to make the balanced judgment and follows through to action
- Empowerment: Understands when to consult or involve others. Remains aware of the bigger picture and identifies key items. Helps others to resolve complex problems
- Team working: Contributes to team and business objectives
- Change: Demonstrates commitment to process improvement and efficiency in all respects. Identifies barriers to improvement and works to remove them
- Knowledge: Demonstrable product knowledge to aid with sales cycle and representation of product capabilities
- Self-Improvement: Commitment to continuous development of skills and experience
Key Relationships
Builds and develops strong and professional relationships with Chief Executive Offer, Managing Director, Chief Product Officer, Director of B2B, Director of Banking Networks, Financial Controller, Chief Operating Officer, Head of Marketing
