Julie Frost
Dallas/Ft. Worth Metroplex
Summary
With 29 years of experience in the FinTech industry, I specialize in strategic partnerships, channel growth, and driving go-to-market strategies globally. I have successfully led cross-functional teams to execute leadership initiatives, strengthen relationships, close acceptance gaps, increase transactional volume, and grow market share. The ability to straddle roles as a team leader, relationship manager, operations, product, marketing, and business development liaison has allowed me to effectively cultivate, nurture, and manage relationships. Clients and colleagues recognize me as a consummate professional respected for results achieved, engaging presentation skills, business acumen, thought leadership, and exceptional relationship management. My approach focuses on accurately discerning clients' initiatives and objectives to gain trust, educate them, and provide options that facilitate informed decision-making while exploring new ideas and opportunities.
Overview
28
28
years of professional experience
Work History
Senior Manager, Global Channel and Partner Relationships
Revel Systems
11.2021 - Current
- Strategic Partner Manager responsible for GTM Strategy, program management and implementation for a large processor's bank referral program for Revel
- Worked closely with internal stakeholders as well as th clients' GTM team to identify gaps, challenges and obstacles related to the concept and areas within the contract where amendments were critical
- Responsible for driving new business through the prospecting and signing of new partners by creating, negotiating and closing agreements
- Instrumental in devising and implementing the strategy for meeting sales performance targets and optimizing growth with each new partner
- The subject matter expert on all things pertaining to the Partnership, including building strategies for growth and retention by enhancing training and marketing programs within the channel team
- Led, collaborated, and coached account managers in the US and International markets, specifically in Canada, EMEA, and APAC
- Adept at bridging the gap between both internal and external stakeholders, utilizing a high level of communication skills, facilitation and focus meetings to successfully resolve and implement processes and procedures for increased efficiency
- Responsible for developing the go-to-market strategy for the Lead Program for channel partners
- Developed both short- and long-term goals to ensure business revenue growth
- Worked with Learning & Development, Legal, Marketing, and Channel team to build Revel's first leads program for Solution Partners
- Developed the go-to-market Lead Program for channel partners with cross-functional teams. Monitored partner performance and provided feedback on areas of improvement. Win rates on leads grew 192% in 18 months
- Re-Developed strategy, teams, Partner Acquisition, Retention, Onboarding, Training and Prospecting for EMEA, Middle East and APAC Channel teams by identifying new growth and prospecting reseller partners of POS technology through new and current partner acquisition, strategy, marketing, and training
- Managed performance metrics through salesforce reporting, building Domo Dashboards, Smartsheet project management, Jira/Confluence, and Asana
General Manager, Digital and Integrated Payments
Discover Global Network
04.2011 - 10.2019
- Analyzed, designed, and implemented strategic processes that enhanced operational efficiency, aligning with company objectives to accelerate speed to market and functionality, ultimately driving revenue growth
- As a founding member of Discover's Integrated Payments team, collaborated with a team of 4 to assess the digital, eCommerce, ISV, and gateway landscape, providing insights to Senior Leadership on strategic partnerships for payment acceptance
- Formulated comprehensive go-to-market strategies and fostered partner development with leading gateways, ISVs, dealers, acquirers, financial institutions, processors, payment facilitators, and system integrators across digital and eCommerce channels
- Directed a team of 45 field sales professionals focused on advancing card acceptance initiatives, enhancing market penetration
- Extracted critical insights to shape business development strategies from conception through contract execution, establishing product roadmaps and overseeing successful program rollouts
- Oversaw product management, growth, and retention strategies, implementing processes to identify and engage key partners effectively
- Served as GTM Product Manager, launching innovative products and technical services, collaborating on market readiness projects including system platform development, authorization and settlement connectivity, certifications, APIs, and compliance for Discover Network Card, debit, and global acceptance, EMV, eCommerce, and contactless payments
- Designed and executed programs to enhance customer experience and ensure acceptance continuity and technical enablement for 150,000 outlets within the Integrated POS channel and targeted verticals
- Developed and delivered Discover Acceptance Awareness training, successfully presenting to over 1,500 dealers within a 10-month timeframe
- Monitored financial performance, set budgets and controlled expenses to provide financial stability and long-term organizational growth.
Executive Relationship Manager, Acquirer Relations
Discover Global Network
05.1996 - 04.2011
- Led team of 45 acquisition field sales responsible for driving card acceptance initiatives
- Demonstrated exceptional ability to identify and gain access to key executive level stakeholders and decision makers through deep understanding of new products, technologies, and trends in payments ecosystem
- Demonstrated deep, collaborative partnerships with processors, acquirers, banks, ISV's, gateways, and resellers to drive new business
- Maintained knowledge of payments to turn current industry changes and mandates into scoped projects that maximized functionality, ensured PCI compliance, card brand regulations, due diligence, risk, and new market technology
- Managed project plans and timelines with stakeholders to develop, deploy, and support payment solutions to maximize acceptance value
- Managed, organized and planned forecasting, budget, digital creative development, and execution for departmental incentive programs, go to market campaigns, conferences, tradeshows, sponsorships, travel and entertainment
- Articulate, entertaining, and enthusiastic presenter
- Delivered dynamic, engaging skills that emphasized optimal delivery of key concepts and information at internal, industry, vendor and partner conferences, and sales trainings
- Created clear and concise documentation and processes to guide product positioning in market and assisted marketing strategies and developments to drive product adoption, growth and retention
- Identified new business opportunities through market research and competitor analysis, contributing to increased profitability.
Education
Bachelor of Arts -
12.1994
Skills
- Team Management
- Executive Relationship Manager
- Strategic Partnerships
- C-Level Relationships
- Payments
- Global Partner Manager
- Strategic Marketing
- Go To Market Strategy
- Process Improvement
- Strategic Leadership
- Articulate thought; provoking; and entertaining presenter
- Cross-Functional Collaboration
Affiliations
- WESTERN STATES ACQUIRERS ASSOCIATION, Board of Directors, 2013-2019
- WESTERN STATES ACQUIRERS ASSOCIATION, Volunteer, 2021-2023
- RETAIL SOLUTION PROVIDERS ASSOCIATION, Security & Education Committee, 2014-2019
- PAYTECH WOMEN (formerly WNET), Member, 2009-2019
Timeline
Senior Manager, Global Channel and Partner Relationships - Revel Systems
11.2021 - Current
General Manager, Digital and Integrated Payments - Discover Global Network
04.2011 - 10.2019
Executive Relationship Manager, Acquirer Relations - Discover Global Network
05.1996 - 04.2011
University of Kansas - Bachelor of Arts,
Similar Profiles
SHALANA GoodinSHALANA Goodin
Customer Success Manager at Revel SystemsCustomer Success Manager at Revel Systems
Joy MortonJoy Morton
International Channel Manager at Revel SystemsInternational Channel Manager at Revel Systems
Dmitrii MatveichevDmitrii Matveichev
Sr. IOS Software Developer at Revel SystemsSr. IOS Software Developer at Revel Systems