Vice President of Financial Institution Channel Sales

About this role

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About DTS Connex
DTS Connex provides technology-enabled cash management solutions that help multi-location businesses simplify and improve the management of change orders, deposits, cash devices, reporting, reconciliation, operational visibility, and related cash-management processes.
Our platform connects retailers, financial institutions, armored carriers, hardware providers, and service partners through a coordinated and transparent operating model.
As DTS Connex expands its broader Cash-as-a-Service strategy, financial institutions will play an increasingly important role in delivering, reselling, and monetizing these solutions for their commercial clients.
Position Overview
DTS Connex is seeking an experienced and highly motivated Vice President of Financial Institution Channel Sales to lead the development and growth of our bank and financial institution reseller channel.
This role will be responsible for identifying, developing, and closing new reseller and strategic sales partnerships with financial institutions. The successful candidate will build executive relationships, develop the commercial opportunity, lead the sales process, create joint business cases, negotiate reseller structures, and generate partner-sourced pipeline and recurring revenue.
Once a partnership is established, the Vice President will work closely with the DTS Connex Client Success team, which will own partner activation, ongoing enablement, commercialization coordination, operational engagement, and the primary day-to-day partner relationship.
The Vice President will remain involved in an ongoing sales capacity, including identifying expansion opportunities, supporting strategic commercial discussions, developing additional revenue opportunities, and helping advance partner-sourced client opportunities.
This is a sales-focused channel role for someone who can create new financial institution relationships, navigate complex organizations, develop compelling commercial models, and convert strategic conversations into measurable revenue.
Key Responsibilities
Financial Institution Sales Strategy

• Develop and execute a financial institution sales strategy aligned with DTS Connex’s long-term reseller growth objectives.

• Identify and prioritize target financial institutions based on market reach, commercial client portfolios, treasury capabilities, strategic alignment, and revenue potential.

• Build account plans and sales strategies for priority banks, credit unions, treasury management providers, and other financial institution partners.

• Define the commercial path for reseller, referral, co-selling, and strategic sales relationships.

• Develop annual sales plans, revenue goals, target-account priorities, and pipeline objectives.

• Provide executive leadership with recommendations regarding market positioning, pricing, competitive dynamics, partner opportunities, and sales investment.

New Partner Development

• Identify, prospect, and develop new relationships with banks, credit unions, treasury management organizations, and other financial institutions.

• Build executive-level relationships across treasury management, commercial banking, cash management, product, innovation, sales, and leadership teams.

• Lead discovery conversations to understand the institution’s commercial strategy, client needs, product priorities, and revenue objectives.

• Position DTS Connex as a strategic extension of the financial institution’s treasury management and commercial banking offerings.

• Develop tailored business cases and go-to-market recommendations for prospective partners.

• Convert existing referral relationships into more strategic reseller or revenue-generating arrangements.

• Maintain ownership of the commercial relationship throughout the sales process.

Commercial Development and Deal Execution

• Lead the full financial institution sales cycle from initial engagement through commercial agreement.

• Develop proposals, pricing structures, revenue models, business cases, and executive presentations.

• Coordinate internal resources required to support discovery, solution design, legal review, pricing, and contract negotiation.

• Support the development and negotiation of reseller, referral, co-selling, and strategic partnership agreements.

• Establish clear commercial expectations, including target markets, pricing, revenue opportunities, sales responsibilities, and growth objectives.

• Work with finance, legal, product, operations, and leadership to ensure proposed commercial models are viable and scalable.

• Maintain momentum across complex, multi-stakeholder sales cycles.

• Ensure a clear and coordinated handoff to Client Success following contract execution.

Partner-Sourced Pipeline and Revenue

• Work with prospective and newly signed financial institution partners to identify qualified commercial and retail opportunities.

• Create joint sales strategies and account plans for priority partner-sourced prospects.

• Participate in client discovery meetings, demonstrations, executive presentations, and commercial discussions where appropriate.

• Coordinate with internal sales resources to support partner-generated opportunities.

• Build and maintain a qualified pipeline of financial institution partnerships and partner-sourced client opportunities.

• Establish measurable sales expectations for partner pipeline, recurring revenue, location growth, and opportunity progression.

• Maintain accurate sales activity, pipeline, forecasts, and revenue expectations within HubSpot or the company’s designated CRM.

• Provide regular pipeline and forecast updates to sales and executive leadership.

Expansion and Commercial Growth

• Remain engaged with established partners in a sales capacity after the formal handoff to Client…