Referral Channel Partner Director (ARM)

About the Role

The Referral Channel Partner Director (ARM) owns and scales SBT’s referral partner ecosystem, with a focus on driving adoption of SBT’s compliant messaging and payments platform within accounts receivable workflows and generating sales leads for SBT Sales. This role sits at the intersection of partner success, sales execution, and go‑to‑market collaboration, ensuring partners are onboarded, enabled, and positioned to generate sustained customer adoption and revenue growth via texting on SBT’s platform.

 

This role is responsible for managing the full partner lifecycle—from onboarding and enablement through performance management and expansion—while serving as the primary point of contact for assigned referral partners. The Director works closely with Sales and internal stakeholders to support partner‑sourced opportunities, improve partner experience, and influence product and program enhancements based on partner feedback.

 

Key Responsibilities

• Serve as the primary relationship owner for a portfolio of referral partners, acting as a trusted advisor and escalation point.
• Lead partner onboarding and enablement, including training, go‑to‑market alignment, and ongoing education on SBT’s compliant messaging and payments capabilities. Some of these activities will be delegated to responsible groups inside SBT but this will be a hands-on role.
• Monitor partner performance, platform usage, and customer health to identify risk, growth opportunities, and expansion paths.
• Collaborate closely with Sales to support partner‑led adoption, retention, and revenue expansion through co‑selling motions.
• Maintain accurate partner and opportunity records in Salesforce and related systems to support forecasting and performance visibility.  Manage, when it occurs, conflict between channel and direct sales.

 

Cross-Functional Impact

This role works cross‑functionally with Sales, Product, and other Partner Programs to align partner capabilities with customer needs, reinforce consistent go‑to‑market execution, and strengthen SBT’s broader partner ecosystem.

 

Required Skills and Qualifications

• 5+ years of experience in Customer Success, Partner/Channel Management, or Account Management within SaaS or fintech environments.
• Proven experience supporting reseller, referral, or indirect sales models.
• Strong understanding of messaging technologies, payments, or financial services ecosystems.
• Excellent communication, relationship‑building, and cross‑functional collaboration skills.
• Hands‑on experience with Salesforce and able to lead adoption of a chosen partner‑related tool.

 

General Duties and Expectations

• Adhere to the Company's Code of Conduct/Ethics.
• Create and maintain effective working relationships with other Company
• Contribute to the professional culture within the office and the company
• Project a professional and appropriate Company image in all dealings with clients, vendors, business partners and visitors
• Support the efforts of senior management and sales staff by maintaining business network of contacts as clients change roles and/or companies
• Ability to travel up to 25% as needed
• Ensure security of information in all matters pertaining to company, client, and consumer information
• Contribute to the professional culture within the office and the company overall

 

About Solutions by Text

Solutions by Text (SBT) was founded with the mission to deliver impactful conversational messaging and convenient payment solutions. Built on wireless carrier industry best practices, SBT is the only compliance-first provider of enterprise texting solutions in the market. More than 1,400 consumer finance organizations, including leading brands in auto finance, banking and lending, trust SBT to ensure convenient, effective, and compliant relationships with their millions of consumers. SBT is headquartered in Dallas, TX with remote teams and offices throughout the United States. 

 

Game-changing Technology Built for Growth

Solutions By Text (SBT) is changing the way highly regulated businesses engage, interact and transact with customers via their mobile devices. Since adding its first customer, SBT has quickly become the leading text provider to consumer finance companies and various other regulated industries. Recognized as part of the Inc. 5000 fastest growing companies as well as Best Places to Work, SBT continues to evolve and expand through the addition of great employees who desire an exciting, collaborative culture.

 

Solutions By Text is committed to promoting the values of diversity and inclusion throughout the business. Whether it is through recruitment, retention, career progression or training and development, we are committed to improving opportunities for people regardless of their background or circumstances.