Channel Partnership Manager
At a glance
Mid-level Channel & Partnerships role at ott. Toronto · full-time.
In listing
Growth Roles summary, based on the employer's posting.
What you'll do
- Recruit independent agents, ISO partners, merchant dealers, and payment brokers across Ontario
- Negotiate residual splits, signing incentives, and other commercial terms with channel partners
- Move new agents through onboarding, training, field support, and first-merchant activation
- Track agent activity, activations, volume, attrition, payouts, disputes, and weekly forecasts
- Work with Risk, Underwriting, Customer Success, and Marketing on portfolio quality and recruitment efforts
What you bring
- At least three years in Canadian merchant services or payments, including agent or ISO-channel work
- Working knowledge of Canadian acquiring, Interac, Visa and Mastercard interchange, PCI-DSS, and ISO residual models
- A record of sourcing and activating agents through pipelines you built yourself
- Experience setting residual splits, activation bonuses, and commercial agreements with independent owners
- Salesforce or a comparable CRM experience, plus strong professional English communication
Who this fits
This suits a senior individual contributor who can carry direct revenue responsibility and build an agent network across Ontario. Existing relationships in the GTA and southern Ontario are preferred, as is experience in specified merchant verticals or with a Canadian acquirer, ISO, or gateway provider. The role is based in Toronto and includes collaboration with sales, risk, underwriting, customer success, and marketing.
From the employer
OTT Pay is part of the OTT Financial Group. We are a Canadian fintech company providing comprehensive payment solutions, including acquiring, card issuing, cross-border payments, loyalty programs, and digital financial services. We are committed to delivering secure, reliable, and innovative payment solutions to businesses across Canada.
As part of our continued growth, we are expanding our channel partnership program to strengthen our market presence and drive sustainable revenue growth.
Channel Partnership Manager is a senior individual contributor responsible for recruiting, activating, and managing independent sales agents (ISAs), sub-ISOs, merchant service dealers, and payment brokers across Ontario.
This is a revenue-generating role with clear commercial accountability. The successful candidate will own agent recruitment, activation timelines, and network processing volume, while ensuring margin integrity and merchant quality.
What’s in it for you
- Base Salary + Commissions (Base Pay Range $80-95K, depending on experience)
- Extended Health, Dental, and Vision Benefits
- Life and Disability Insurance
- Performance Bonus
- Vacation Leave
- Learning and Professional Development Support
- A chance to work in a dynamic, collaborative, progressive and high performing team
- Community involvement through the annual Terry Fox Run
- Tremendous opportunities for Growth and Development
Key Responsibilities
• Agent Recruitment & Commercial Structuring
o Identify and recruit qualified independent agents and ISO partners
o Maintain an active recruitment pipeline of prospective agents o Negotiate residual splits, signing incentives,
and commercial terms
o Execute structured onboarding plans to drive rapid activation
• Agent Activation & Enablement o Reduce time-to-first-merchant activation
o Deliver product, pricing, and compliance training
o Conduct joint field calls and sales support during early-stage merchant acquisition
o Maintain current sales toolkits and competitive positioning materials
• Network Performance Management
o Own monthly channel KPIs: active agents, merchant activations, processing volume, attrition
o Tier and manage agents based on performance
o Monitor residual payouts and manage dispute resolution
o Forecast channel volume and report weekly to Sales leadership
• Merchant Portfolio Oversight
o Collaborate with Risk and Underwriting to ensure merchant quality
o Monitor early attrition and chargeback trends
o Support retention initiatives in partnership with Customer Success
• Market Intelligence & Internal Collaboration
o Track competitive residual structures and signing incentives
o Provide structured feedback to leadership on channel economics
o Support marketing initiatives targeting agent recruitment
What You Bring to the Table
Experience & Expertise
• 3+ years of Canadian merchant services or payment processing experience, including direct involvement with an agent or ISO channel (not purely direct sales).
• Strong knowledge of the Canadian acquiring ecosystem, including Interac, Visa/Mastercard interchange, PCI-DSS, and residual-split ISO structures.
• Proven ability to recruit and activate new agents or sub-dealers from self-generated pipelines.
• Experience negotiating residual splits, activation bonuses, and commercial terms with independent business owners.
• Proficiency in Salesforce or similar CRM for pipeline tracking and forecasting.
• Strong professional communication skills in English.
Preferred Qualifications
• Existing agent relationships in the GTA and southern Ontario.
• Experience in restaurant, retail, grocery, convenience, health & beauty, or automotive verticals.
• Background with a Canadian acquirer, ISO, or gateway provider.
• Bilingual (English/French or English/Mandarin).
• Familiarity with gateway integrations (e.g., Stripe, PaySafe, NMI, Helcim).
Inclusivity Statement
OTT Financial Group is committed to fostering an inclusive and accessible environment where all employees feel valued and respected. We are committed to providing reasonable accommodation, if required, and will work with you to meet your need.
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