Director of ISO/ISV Sales
Newland NPT · Danville, VA
Job description(tap to read)
📍 Location: Remote, United States — East Coast preferred 💼 Employment type: Full-time 👤 Reports to: General Manager – North America ✈️ Travel: Up to 40%, including partner visits and industry events About Newland NPT Founded in 1994, Newland NPT brings over 30 years of experience in the payments industry, combining payment technology expertise with its own manufacturing and R&D capabilities. With operations in over 120 countries and approximately 1,000 employees worldwide, we combine global resources with local market support. Newland NPT has consistently ranked among the world's top three POS terminal suppliers over the past decade, according to The Nilson Report. Our portfolio spans mobile payment devices, Android SmartPOS, countertop and unattended terminals. In North America, we provide ISOs and ISVs with a complete payment solution, combining terminals, a payment application, a semi-integrated API and powerful estate management tools to help partners deliver end-to-end payment solutions to their customers. About the role We are looking for a Director of ISO/ISV Sales to identify, sign and launch new Independent Sales Organization (ISO) and Independent Software Vendor (ISV) partners across North America. This is a senior individual contributor position focused on new business acquisition, with annual new-partner and revenue targets. You will own the full sales cycle, from the first conversation to the first volume order, and work closely with Operations, Sales Engineering and Support to get each partner live and growing. Key responsibilities • Build and develop a target pipeline of ISOs, sub-ISOs, agent offices, ISVs—including POS and vertical software companies—and payment facilitators that sell or embed in-person payments. • Manage the full sales cycle: prospecting, discovery, demonstrations, business case development, pricing proposals, contract negotiation and first purchase order. • Sell Newland's complete solution, including terminals, payment applications, semi-integrated APIs and estate management. • Own each new partner relationship through launch, coordinating with Operations and Sales Engineering to move from signed agreement to pilot, first live merchants and repeat orders. • Maintain an accurate weekly pipeline and forecast in the CRM, including opportunity stages, unit volumes, device mix and expected close dates. • Lead RFI and RFP responses for your opportunities. • Represent Newland NPT at payments and ISV industry events and develop opportunities through your professional network. • Gather market intelligence and partner requirements to help shape our certification priorities and product roadmap. What success looks like • Meeting or exceeding annual new-partner and revenue targets. • Bringing new partners live on schedule and generating repeat orders. • Maintaining sufficient pipeline coverage and reliable quarterly forecasts. • Establishing Newland NPT as a primary hardware and software provider for your partners. What you bring • 10+ years of B2B sales experience in payments, including 5–7 years identifying and signing new ISO and/or ISV partners. • Active relationships with owners and commercial, product and technology leaders at ISOs and ISVs. • A proven record of achieving partner sales quotas, supported by measurable results. • A clear understanding of ISO and ISV business models and revenue streams. • Working knowledge of payment terminals and integrations, including EMV L3, integrated and semi-integrated payments, Android SmartPOS, terminal management, remote key injection and processor certifications. • The ability to engage business owners and technical teams throughout the same sales process. • A self-directed, organized approach to remote working, with strong CRM discipline. • Authorization to work in the United States. • Willingness to travel up to 40% of the time. Preferred experience • Sales experience with a payment terminal manufacturer, acquirer/processor, ISO or POS software company. • Experience in unattended payments or vertical software markets. • Experience collaborating with an international headquarters across time zones. • A bachelor's degree or equivalent professional experience. What we offer • Competitive compensation: Base salary plus performance-based variable compensation tied to your contribution and business results. • A complete solution portfolio: Hardware, payment applications, semi-integrated APIs and estate management from one company. • Global resources and technical support: Our own manufacturing facilities and R&D capabilities, supported by technical and operational teams that help you build partner confidence and win business. Interested in helping grow Newland NPT's partner network across North America? Newland NPT is an equal opportunity employer. We consider all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status or any other status protected by law. #Hiring #Payments #Sales #ISV #ISO #FinTech #NewlandNPT
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