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Salary: USD 95,000 - 0 / annual
CFS Solutions, a Banyan Software portfolio company, is seeking a Business Development Manager to own and grow its reseller channel. CFS provides deposit automation software serving 500+ banks and credit unions, with all new business generated through 40+ resellers, ISOs, and service organizations. This role reports directly to the CEO and is responsible for transforming channel management from a CEO-managed function into a dedicated, scalable operation.
Key Responsibilities:
Channel Expansion & Growth: Expand revenue through existing resellers by helping them land new financial institutions and grow terminal counts within current customer fleets. Identify and lift underperforming resellers through targeted incentive programs tailored to their specific markets (particularly tier 2 and tier 3 institutions). Recruit new reseller partners—regional ATM/ITM service organizations and ISOs—from day one, with longer-term focus on opening new channel types (core providers like Jack Henry, Fiserv, FIS, CSI, Corelation; data centers; and others).
Channel Enablement: Serve as the primary resource keeping resellers current on promotions, features, and positioning. Define and produce collateral and enablement materials (leveraging AI tools for efficiency). Partner with the Customer Experience Manager on communications. Maintain clear boundaries: you own reseller-facing conversations (terms, margins, programs, recruitment); customer-facing demos and training belong to the Customer Experience team.
Commercial Ownership: Own all reseller contracts end-to-end—terms, renewals, pricing, and disputes. Make pricing decisions aligned with company forecasts and P&L, executing published pricing structures and escalating material deviations to the CEO. Run partner business reviews on cadence with growth targets per partner. Maintain a forward-looking renewals calendar to prevent surprises at expiry.
First 90 Days: Days 1–30 involve traveling with the CEO for warm introductions to top 10 partners, identifying growth opportunities and collateral gaps. Days 31–60 focus on building partner-specific growth plans, designing low-producer incentive programs, and initiating new-reseller recruitment. Days 61–90 target signing the first new reseller, launching low-producer programs, establishing the renewals calendar, and running business review cadence.
Success Metrics: New bookings TCV through the channel (primary commission driver); expansion through existing partners (new institutions and terminal-count growth); new resellers signed and producing; low-producing resellers reactivated; renewals closed on time and at structure; partner growth plans in execution; business reviews held on cadence.
Travel: Remote role based in US with required nationwide travel up to twice monthly for 1–3 days, concentrated in Southeast, Texas, Minnesota, and North Carolina. Core hours 9:00 AM–6:00 PM Eastern.
Requirements:
- Relationship builder with channel or fintech experience: candidates should come from business development or partner management at an ATM/ITM vendor, ISO, or banking-technology company, OR from inside a bank/credit union running ATM deposit operations. Channel experience and fintech experience together is ideal; either alone is valuable.
- Project-management discipline: ability to manage 40+ relationships, each with distinct markets, programs, contract dates, and follow-ups.
- Commercial literacy: ability to read forecasts and P&Ls, price to margin, defend renewal positions with numbers, and manage meaningful variable compensation tied to channel production.
- Comfort with visibility and accountability in a 14-person company: willingness to show up at trade shows, reseller sites, and on the road; thriving in environments where work is visible and KPIs are public.
- AI-first operating style: daily use of AI tools (Claude, etc.) for research, CRM, reporting, content, and deck preparation.
