Senior Director Distribution Partner Management

The payments market is the most exciting technology market in the world today for good reason. McKinsey values it globally at over $2 trillion and it’s growing between 13-15% year-on-year. Some of the largest most dynamic brands are investing in this sector; Apple has ApplePay, Google has GooglePay, Amazon has AmazonPay, and it’s not just the Silicon Valley brands. Tencent owns WeChatPay, Alibaba owns Alipay and digital disruptors like Square, Stripe and Adyen all invest millions to grow the payments market.

Planet are a technology company that’s transforming payments by putting the customer experience first. We help our customers deliver a better experience for guests, shoppers, and consumers everywhere. We operate in a market that continues to evolve and expand, partnering with the world’s most prestigious brands across Retail and Hospitality, and with a network of Financial Services partners worldwide.

To meet consumer demands, payments must be simple, safe, and invisible. The only way to do this is to fully embed payments in the software that runs business. By combining software and payment technology, Planet’s creating a world of connected commerce, that makes payments feel good. 

We’re growing organically, and with strong Private Equity investors, Advent International and Eurazeo, we’ve the financial capital and expertise to grow our capabilities and reach through acquisition. 

Sales (Hospitality)

At Planet, the Sales team is a key driver of our success, contributing approximately one-third of our total revenue. We offer a comprehensive range of products, from Property Management Systems (PMS) to both online and offline payment solutions, and from Network Management to customized TV solutions. Our mission is to help hoteliers enhance guest experiences by seamlessly integrating digital and physical interactions through our innovative offerings.

We are seeking diverse, highly motivated, and skilled professionals with expertise in payments and hospitality, who are passionate about acquiring new customers and expanding relationships with existing ones.

Role Overview:

The Senior Director of Distribution Partnerships will lead the Distribution Partner Management Team, with a particular focus on managing partners in the Middle East & Africa (MEA) and Asia-Pacific (APAC) regions. This role involves overseeing the performance of distribution partners, fostering relationships, and driving commercial results in these regions. You will provide support, training, and guidance to our partners, ensuring they are fully equipped to represent Planet’s services and products within their designated sales areas. The goal is to meet agreed booking and revenue targets, which are key performance indicators.

Key Responsibilities:

• Lead and manage the distribution partner team.
• Support distribution partners in the designated regions to ensure company targets and objectives are met.
• Collaborate with internal and external stakeholders to ensure smooth cooperation between distribution partners and Planet.
• Drive new business opportunities across all Planet verticals by creating and maintaining productive partnerships with distribution partners.
• Ensure all closed sales opportunities are accurately reported and documented in Salesforce, and verify correct and complete data entry of lead referrals.
• Regularly report on partners’ status and performance to provide visibility to internal stakeholders.
• Support sales pitches of distribution partners at key accounts by participating in meetings (onsite/online) and assisting with addressing key account needs internally.
• Manage payment lead referrals from distribution partners, assign these to direct sales experts, and perform necessary sales activities, including analyzing customer needs, conducting individualized sales pitches, negotiating pricing, and closing contracts.

Pre-sales Activities:

• Manage pricing and contract negotiations in collaboration with distribution partners.
• Oversee pipeline management, reporting, and forecasting through data submission from distribution partners.
• Maintain updated distributor history and forecasting sheets for weekly management reporting.
• Implement Planet’s transformation pricing model with distribution partners.
• Present special pricing cases to the Deal Clinic for exceptions to the transformation agreement.

Post-sales Activities:

• Timely reporting of closed business opportunities in Salesforce.
• Ensure accurate and complete data entry of lead referrals within Salesforce.
• Record all indirect sales in Salesforce monthly, as supplied by the ELT-1 team.
• Provide after-hours support (within reason) for emergencies and critical issues.

Knowledge & Experience:

• Strong background in the hospitality industry.
• Experience in SaaS (PMS) and/or payment sales (acquiring, processing, eCommerce).
• Proficiency in English, both written and spoken; additional languages are an advantage.

Additional Skills:

• Excellent relationship management abilities.
• Strong skills in managing small, agile teams.
• Proficiency in Microsoft Office, Salesforce (CRM), and Windows operating systems.
• Self-motivated, well-spoken, and articulate.
• Positive, can-do attitude with strong organizational and issue resolution skills.
• Effective team player.

Planet is an equal opportunity employer that values diversity. All employment decisions are made based on qualifications, merit, and business needs.

Join us and advance your career in one of the most dynamic and fast-paced technology markets. We look forward to hearing from you—apply now!