Channel & Wholesale Specialist- Commercial

Full-Time | Remote (occasional travel) | Mid–SeniorAbout The CompanyThe company builds finance-adjacent products with disciplined go-to-market execution. Its portfolio includes secure NFC card and wallet solutions, paired with payment and infrastructure rails that enable seamless transactions across multiple regions.The company is moving toward a channel-first commercial model and is seeking a strategic and hands-on professional to own the indirect sales engine end-to-end — turning strong unit economics into predictable, recurring partner orders.The RoleThis position will design, launch, and lead the partner and wholesale strategy — from building scalable programmes and negotiating commercial terms, to ensuring that reorders become routine.The role reports directly to the COO or Head of Revenue and collaborates closely with the Content, GTM, Finance, Operations, and Legal teams.ResponsibilitiesDesign a structured partner programme with clear tiers, margins, deal-registration rules, certification paths, and pragmatic MDF guidelines. Define wholesale terms covering MOQs, price ladders, INCOTERMS, payment schedules, warranty, RMA processes, and VAT treatment. Source and qualify partners through focused outreach, structured diligence, and clear acceptance criteria. Negotiate commercial agreements that maintain price integrity, define performance thresholds, and prevent channel conflicts. Develop comprehensive sell-in materials including one-pagers, spec sheets, demo scripts, and objection-handling frameworks. Drive partner enablement through onboarding, training, co-marketing initiatives, and quarterly business reviews that support reorders. Coordinate internally with Content (for assets), Finance (for pricing and DSO), Operations (for inventory and logistics), and Legal (for terms). Maintain accurate forecasts with dashboards tracking shipments, reorder cadence, stock health, and margin performance. Enforce guardrails on discounts, exclusivity, and partner tiering to ensure aligned incentives and sustainable growth. Leverage business development tools and market intelligence to identify high-potential partners while applying sound human judgment in selection. What We’re Looking ForProven channel or wholesale experience in fintech, hardware, IoT, or related sectors (3–7+ years with closing responsibility). Commercial fluency in MOQs, margins, DSO, and inventory cycles, with a strong understanding of what drives reorder behaviour. Negotiation and deal-structuring skills that balance simplicity, clarity, and enforceable performance clauses. Strength in partner enablement — able to create high-impact materials and training sessions that lead to first orders quickly. Ability to work cross-functionally with Operations, Finance, and Legal, and to brief Content teams on partner-ready materials. Data-driven mindset using CRM and dashboards to prioritise outreach, monitor risks, and refine forecasting accuracy. Pragmatic AI-native approach, comfortable using digital tools to streamline processes while maintaining precision and price discipline. Culture & How We WorkThe company values people who are analytical yet emotionally intelligent, entrepreneurial yet structured, and autonomous yet collaborative.Ownership, curiosity, and accountability are core traits, as is the thoughtful use of AI to make partnerships scalable rather than chaotic.What We OfferA hands-on commercial leadership seat on a high-margin, fast-scaling product line. Competitive compensation with performance incentives tied to partner revenue and reorder cadence. Remote flexibility with occasional, targeted travel. The opportunity to shape a compact, high-quality partner network and expand the team with account managers as scale grows. Skills: wholesale,channel,commercial