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Merchant Services - VP, Third Party Partnership, Business Development - Sales

Req #: 170113283_1
Location: Tampa, FL, US
Job Category: Product Management
Potential Referral Amount: US Dollar (USD)
JPMorgan Chase & Co. is a leading global financial services firm with assets of $2.5 trillion and operations worldwide. JPMC serves nearly half of America’s households with a broad range of financial services, including personal banking, credit cards, mortgages, auto financing, investment advice, small business loans and payment processing. Customers can choose how and where they want to bank: 5,300 branches, 16,000 ATMs, mobile, online and by phone.   For more information, go to
Merchant Services is the global payment processing business for JPMorgan Chase & Co.   Merchant Services is the world’s leading merchant acquirer with over $1 trillion in annual transaction volume in 2016. ChaseNet is a customized closed-loop proprietary payments platform, and Chase Pay is the firm’s new digital wallet that makes mobile transactions simple, safe and rewarding.  Merchant Services is a leading provider of payment, fraud and data security for companies large and small and capable of authorizing transactions in more than 130 currencies.
VP, Third Party Partnership Business Development/Sales within the Product Development organization supports the establishment of partnerships with key third party integrators to help enhance Merchant Services’ capabilities and other strategic priorities. 
This position will be responsible for designing contractual relationships that drive sufficient value to Chase and to partners to ensure engagement of all parties, operating in the best interest of all parties. 
This position will also help shape and ensure consistency of go to market direction and readiness plans for Merchant Services Third Party approach, including: establishing readiness strategy, developing and executing communication strategies, defining readiness process and supporting client and operations teams in developing procedures required for effective product delivery. 
Additionally, this position will be responsible for partnering with the Field Effectiveness organization and Business Development teams to develop and deliver product support materials, sales plans, pilot plans, and monitoring product KPI and KRIs following implementation. 
  • Develop, communicate and execute strategy for prioritizing, approaching, and signing highest impact third party integrators and VARs.  Ensure the process is effectively and efficiently executed in concert with operational and organizational readiness.
  • Create strategy for prioritizing potential integrators and VARs.
  • Create consistent contractual construct across all new integrator and VAR agreements
  • Drive business development effort to close agreements
  • Consult on Business Charter, Functional Impact:
    • Participate in meetings and reviews
    • Provide feedback, recommendations and share best practices
    • Identify downstream internal and client impacts
  • Consult & Approve Business Requirements and Functional Requirements: 
    • Participate in BRD and FRD meetings
    • Review, provide feedback, recommendations and approve final documentation
  • Identify, consult and, oversee readiness activities.
  • Collaborate to identify, develop and deliver external marketing materials and communications.
  • Develop a clear internal communication plan and lead execution of communication plan.
  • Define Education plan requirements including audience analysis, content definition, delivery methods, and timing. 
  • Collaborate across all departments, identifying stakeholders and performing impact analysis defining the readiness requirements (operational and client team) ensuring readiness work and process revisions are fully defined, and complete ready for planned implementation dates
  • Contribute to project planning process to ensure all readiness activities are included and tracked in the project delivery schedule
  • Define and document KRIs and KPIs, and monitoring requirements to support product delivery and monitoring
  • Act as the Readiness key point of participating and contributing in project meeting and release meeting
  • Communicate with stakeholders regularly the readiness status, risks and issues, and any release schedule and requirements changes and reassess impact to readiness activities planned
  • Develop and/or maintain product documentation and SharePoint knowledge sites
  • Become the subject matter expert to support business process questions, sales presentation and messaging deliverables, and training content planning and delivery
  • Deliver and/or coordinate and facilitate product training and knowledge transfer sessions to impacted audiences as requested
  • Engage client and operations teams about new releases, products and tools
  • Build and grow business relationships with internal partners breaking down organizational barriers to ensure that project teams are effective in reaching project resolution
  • Engage regularly with Field teams (Business Development and Account Management) to better understand client needs and solicit client feedback guaranteeing we remain client experience focused
  • Bachelor’s degree required, Masters/MBA preferred
  • Minimum of 7 years of relevant work experience in Merchant Acquiring industry
  • Minimum of 3 years experience and knowledge of integrators, VARs and the roles they play in the payments ecosystem including industry trends, client solutions and consumer drivers
  • Minimum of 3 years of partnership development from initial conversations to contract execution required
  • Proven track record of delivering high performing partnerships
  • Excellent written and verbal communication skills
  • In depth knowledge and experience working with sales and business development teams
  • Strong collaboration and relationship skills, including the ability to work with a wide variety of people at all levels of the organization
  • Strategic thinker, ability to understand and identify cross functional impacts and risks to the business, functional teams and clients
  • Independent self- starter with high energy, initiative, and a strong sense of urgency with proven ability to prioritize and efficiently complete assignments on time while maintaining the highest quality
  • Highly organized, able to manage multiple initiatives at a time always remaining poised and positive even in situations influenced by frequent change, disagreement, stress, and ambiguity
  • Solution driven and resourceful, actively engaged in identifying and driving solutions to pave a path forward
  • Ability to influence department wide decisions through strategic recommendations and detailed business cases
  • Ability to manage cross-functional meetings to bringing groups to consensus leading to successful delivery to market
  • Seasoned in establishing actionable and measurable metrics for tracking impact and performance based on program and product business cases
  • Sound business and financial acumen
  • Strong computer skills; Microsoft Suite: PowerPoint, Excel, Word, SharePoint

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