Channel Strategy Director

Description

The Payments Channel Strategy Director is an enterprise leader responsible for owning the channel strategy, revenue performance, and cross‑divisional alignment for one or more of Tyler’s business divisions. Serving as the executive liaison between the Payments Organization and divisional leadership, this role drives and governs the strategies, processes, and initiatives that accelerate transaction revenue growth and advance Tyler’s 2030 revenue goal within that channel.

This leader drives clarity, accountability, and execution across all aspects of the channel - product, sales, implementation, operations, and FP&A - ensuring that each division’s payments channel operates as a high‑performing, cohesive matrix organization in concert with the Payments organization. The Director cultivates executive‑level trust, removes barriers, anticipates revenue opportunities, and ensures that channel performance is measured, communicated, and continuously improved.

The Payments Channel Strategy Director will strategically develop channel plans to achieve divisional transaction revenue targets and understand the levers impacting and/or stalling revenue growth in the channel.

The Payments Channel Strategy Director will sit within the Payments Organization, reporting to the Vice President, Revenue Operations.

Responsibilities

Channel Strategy and Governance

• Architect enterprise channel strategy for assigned divisions, ensuring alignment with Payments’ 2030 revenue model and Tyler’s long‑term growth objectives.
• Develop and govern an 18‑month channel plan covering product readiness, sales motions, implementation pacing, operational dependencies, and financial targets.
• Prioritize and approve channel initiatives, sequencing work to maximize revenue acceleration and cross‑functional impact.

Transaction Revenue Leadership

• Oversee divisional channel transaction revenue performance; collaborate with division to drive to monthly, quarterly, and annual targets.
• Maintain deep fluency in transaction revenue trends, forecast accuracy, and Ahead/Behind status relative to the 2030 goal.
• Anticipate and model revenue opportunities; identify stalls and lead corrective action plans.
• In partnership with FP&A and Revenue Operations, own the shadowed transaction revenue goal for the assigned channel, including identifying and executing revenue and expense optimization opportunities.

Cross‑Functional Alignment and Relationships

• Serve as the primary executive point of contact between Payments and divisional leadership.
• Drive alignment across product, sales, development, implementation, and operations to ensure channel readiness and coordinated execution.
• Cultivate executive‑level trust and influence, ensuring divisional leaders have clarity, urgency, and confidence in Payments’ strategy and commitments.

Operational Insight

• Maintain understanding of the sales pipeline, including in‑year and future‑year revenue impact.
• Track the implementation pipeline and backlog, monitoring ARR conversion pace and identifying operational constraints.
• Stay current on the product roadmap, ensuring divisional needs are represented and feature delivery aligns with channel strategy.

Performance Management & Executive Reporting

• Own the monthly executive channel readout, synthesizing KPIs, risks, opportunities, and required actions for Payments and divisional leaders.
• Track and report channel health KPIs, including revenue growth, adoption metrics, forecast accuracy, and implementation conversion pace.
• Establish and lead recurring executive and operational touchpoints to maintain alignment, ensure progress, and reinforce accountability.

Qualifications

• Bachelor’s degree (or equivalent experience) in business, finance, marketing, or related field.
• 7–10+ years of leadership experience in operations, revenue management, or transformation roles.
• Demonstrated success overseeing revenue forecasting, sales pipelines, and cross‑functional revenue initiatives.
• Proven ability to serve as a cross‑functional executive liaison across product, sales, operations, and finance.
• Strong strategic thinking, organizational leadership, and program management capabilities.
• Exceptional interpersonal influence and communication skills; able to operate confidently at both executive and operational levels.
• Strong analytical skills with the ability to identify trends, model scenarios, and drive data‑based decisions.
• Familiarity with Microsoft Dynamics CRM, Power BI, and Salesforce.
• Ability to travel up to 30%.