Head of Channel Partnerships, Horizontals



Sales & Business Development
San Francisco, CA, USA
Posted on Tuesday, June 25, 2024

Company Description

Since we opened our doors in 2009, the world of commerce has evolved immensely, and so has Square. After enabling anyone to take payments and never miss a sale, we saw sellers stymied by disparate, outmoded products and tools that wouldn’t work together.

So we expanded into software and started building integrated, omnichannel solutions – to help sellers sell online, manage inventory, offer buy now, pay later functionality through Afterpay, book appointments, engage loyal buyers, and hire and pay staff. Across it all, we’ve embedded financial services tools at the point of sale, so merchants can access a business loan and manage their cash flow in one place. Afterpay furthers our goal to provide omnichannel tools that unlock meaningful value and growth, enabling sellers to capture the next generation shopper, increase order sizes, and compete at a larger scale.

Today, we are a partner to sellers of all sizes – large, enterprise-scale businesses with complex operations, sellers just starting, as well as merchants who began selling with Square and have grown larger over time. As our sellers grow, so do our solutions. There is a massive opportunity in front of us. We’re building a significant, meaningful, and lasting business, and we are helping sellers worldwide do the same.

Job Description

Square's Partnerships Team is responsible for developing, deploying, and managing partnerships that strengthen our go-to-market motions and enrich our products to ensure our sellers are successful with Square. This includes working closely with cross-functional teams, like our Sales, Account Management, Marketing, and Product teams to develop a strategy and build a partner ecosystem that supports it.

We are looking for a seasoned leader to help us build and scale our channel partnerships program. A successful candidate will have experience in 1/ ideating, creating, and scaling a channel partnership function at a major technology company, 2/ structuring, negotiating, and launching complex business relationships, and 3/ growing a team, organizational structure, and partner program to scale the impact of the ecosystem. This is a high-visibility role in a quickly evolving organization, so this person must be comfortable navigating uncertainty and adding structure and frameworks to ambiguous product and business problems. The position reports to Square's Global Head of Partnerships.

You Will:

  • Develop and execute a partner strategy to generate referrals from key industry partners to Square.

  • Manage a team of Business Development Managers and Partner Managers

  • Own partner identification, prospecting, and negotiation end-to-end.

  • Lead a cross-functional team in developing the ecosystem, including Sales and Channel Sales, Partner Marketing and Product Marketing, and other GTM functions..

  • Work closely with other members of the Partnerships team who cover vertical-specific channel partnerships.

  • Design, implement, and monitor necessary analytics to measure and optimize partner impact.


You Have:

  • 8+ years of work experience in business development and partnerships, including at least 5+ years in channel partnerships, and 5+ years leading a partnerships team.

  • Experience negotiating, signing, launching, and managing large-scale, game-changing channel partnerships with top-tier companies including telcos, banks, financial institutions, and service providers

  • Leadership & general management skills, especially in setting strategy, gaining alignment, & building a strong team.

  • Proven ability to develop relationships, negotiate, and problem-solve with external partners.

  • Demonstrated product sense and experience growing/distributing new products. Being able to work effectively and collaboratively with sales and product teams is a non-negotiable requirement.

  • Strong analytical skills – able to evaluate opportunities from strategic, brand, financial, and operational perspectives.

  • Excellent interpersonal skills with the ability to think and communicate creatively, thoughtfully, and on your feet with diverse technical and non-technical groups, spanning all organizational levels.

  • Strategic thinker and tactical executor able to shift from the big picture to detailed operations on a dime.

  • Strong team player with an excellent track record of success in highly matrixed, fast-paced environments with changing priorities

Additional Information

Block takes a market-based approach to pay, and pay may vary depending on your location. U.S. locations are categorized into one of four zones based on a cost of labor index for that geographic area. The successful candidate’s starting pay will be determined based on job-related skills, experience, qualifications, work location, and market conditions. These ranges may be modified in the future.

Zone A: USD $198,000 - USD $297,000
Zone B: USD $184,200 - USD $276,200
Zone C: USD $174,200 - USD $261,400
Zone D: USD $164,300 - USD $246,500

To find a location’s zone designation, please refer to this resource. If a location of interest is not listed, please speak with a recruiter for additional information.

Full-time employee benefits include the following:

  • Healthcare coverage (Medical, Vision and Dental insurance)
  • Health Savings Account and Flexible Spending Account
  • Retirement Plans including company match
  • Employee Stock Purchase Program
  • Wellness programs, including access to mental health, 1:1 financial planners, and a monthly wellness allowance
  • Paid parental and caregiving leave
  • Paid time off (including 12 paid holidays)
  • Paid sick leave (1 hour per 26 hours worked (max 80 hours per calendar year to the extent legally permissible) for non-exempt employees and covered by our Flexible Time Off policy for exempt employees)
  • Learning and Development resources
  • Paid Life insurance, AD&D, and disability benefits

These benefits are further detailed in Block's policies. This role is also eligible to participate in Block's equity plan subject to the terms of the applicable plans and policies, and may be eligible for a sign-on bonus. Sales roles may be eligible to participate in a commission plan subject to the terms of the applicable plans and policies. Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation or benefit plans.

We’re working to build a more inclusive economy where our customers have equal access to opportunity, and we strive to live by these same values in building our workplace. Block is a proud equal opportunity employer. We work hard to evaluate all employees and job applicants consistently, without regard to race, color, religion, gender, national origin, age, disability, veteran status, pregnancy, gender expression or identity, sexual orientation, citizenship, or any other legally protected class.

We believe in being fair, and are committed to an inclusive interview experience, including providing reasonable accommodations to disabled applicants throughout the recruitment process. We encourage applicants to share any needed accommodations with their recruiter, who will treat these requests as confidentially as possible. Want to learn more about what we’re doing to build a workplace that is fair and square? Check out our I+D page.

Additionally, we consider qualified applicants with criminal histories for employment on our team, assessing candidates in a manner consistent with the requirements of the San Francisco Fair Chance Ordinance.

Block, Inc. (NYSE: SQ) is a global technology company with a focus on financial services. Made up of Square, Cash App, Spiral, TIDAL, and TBD, we build tools to help more people access the economy. Square helps sellers run and grow their businesses with its integrated ecosystem of commerce solutions, business software, and banking services. With Cash App, anyone can easily send, spend, or invest their money in stocks or Bitcoin. Spiral (formerly Square Crypto) builds and funds free, open-source Bitcoin projects. Artists use TIDAL to help them succeed as entrepreneurs and connect more deeply with fans. TBD is building an open developer platform to make it easier to access Bitcoin and other blockchain technologies without having to go through an institution.

While there is no specific deadline to apply for this role, on average, U.S. open roles are posted for 70 days before being filled by a successful candidate.