Steven Estroff
Marietta,GA
Summary
Director, Sales & Partnerships Profile 15+ years of success enabling individuals, financial institutions, governments, and businesses realize their greatest potential Engaging sales leaders with proven record of omni-channel digital engagement, enhanced multi-channel communications, pipeline development, and channel/client management. Experienced driving onboarding and activating new partners, ensuring team members are enabled and motivated to successfully market and sell products. Expertise in advanced online billing and payment strategies using eCommerce and financial transaction software platforms. Equally capable of building and managing high-performing project teams or working independently to enhance performance, boost competitive advantage, and increase bottom-line gains.
Sales and marketing leader with proven track record in driving business growth and maximizing revenue. Skilled in strategic planning, market analysis, and brand development, with strong focus on team collaboration and achieving results. Adaptable to changing market conditions and highly reliable in meeting organizational goals. Known for innovative approaches and effective communication, fostering strong client relationships and leading successful campaigns.
Overview
2025
2025
years of professional experience
Work History
Director, Sales & Marketing
InterPoynt
- Company Overview: acquired and now part of Fiserv
- Closed eight new partner relationships and 22 new merchant accounts, with annual contract value estimated at $750K+
- Acquired and now part of Fiserv
Regional Sales Manager
Envestnet/Yodlee
- Consistently won six-figure deals, achieving 130% of quota with 260 committed billers
Midwest Sales Manager/Partnerships
Princeton eCom
- Company Overview: acquired by Online Resources now part of ACI
- Earned Million Dollar Club status for new business sales (first time accomplishment for biller salesperson in company history) and President’s Club as top biller sales representative
- Acquired by Online Resources now part of ACI
National Sales Executive
CheckFree
- Company Overview: acquired and now part of Fiserv
- Managed account base generating circa $16M in annual revenue, growing revenue base in one year by 25% and earned President’s Club award
- Acquired and now part of Fiserv
Channel Partner Sales Manager
Chargeback Gurus
04.2023 - Current
- Responsibilities include partner development/partner management targeting SMB, Mid-Tier, and Enterprise merchants
- Services include chargeback prevention and revenue recovery in a managed service model helping merchants reduce chargeback liability, enhance revenue recovery, identify operational vulnerabilities, and offer business consulting and collaboration tools
- Implemented partner upgrade program to identify and cultivate existing base of partnership clients
- Built partner plan to expand revenue opportunities, commitments, resource requirements, targeted new relationships and how team would grow reseller and partner referrals to sales organization
- Created self-development plan to incorporate key value-added services and knowledge-based SME to promote and sell relevant services in chargeback mitigation for company - responsible for self-training, new services, align with sales team, work with client success and internal solution consulting team to better position CBG in market within partnership channel
- Closed three new partnerships in first 90 days on target of 7 new partners in 2023 – closed 12 new partnerships for the partial year including top 10 payment processor – added 2+ million dollars in merchant pipeline
- Closed 14 new partnerships in Q1 2024 with new partners in pipeline with ARR above $6 million including three Tier 1 partnerships generating above $1MM in ARR – total new signed partnerships equals 32 in less than two years with the organization with total of 54 partners under management
Senior Channel Partner Manager
ACI Worldwide
04.2021 - 03.2023
- Manage and develop partner channel network for Electronic Bill Payment and Presentment (EBPP) solutions for online, mobile, and digital wallet processing, targeting growth and revenue opportunities product, fintech, and subscription verticals
- Spearhead vertical partner development strategy, contributing to record performance exceeding 2022 annual recurring revenue goals
- Generated leads and grew relationships with existing and new partners in subscriptions, fintech, insurance, product partners, and other B2B businesses
- Achieved 145% of individual sales quota in 2021 and 130% in 2022, growing subscriptions, fintech, and insurance verticals
- Added key business, insurance vertical in Q3 2022, and government vertical in 2023, providing new strategic partnership and sales opportunities for sales team
- Ranked 'Top Performer' on Partner Team in 2022, surpassing quota and developing new partnerships
Vice President, Sales & Partnerships
GIACT
06.2019 - 04.2021
- Company Overview: Atlanta, GA
- Spearheaded partnership development in identity, compliance, and payment risk management services in all national market verticals
- Transitioned to expanded business segment in 2020, including investment firms, banks, healthcare, and payment processors
- Closed combined contract value of $200K in less than six months in 2019 in multiple verticals
- Sales leader representing closed annual contract value at $1.4M in 2020, with $4M in active pipeline
- Atlanta, GA
Director, Sales & Partnerships
Invoice Cloud, Inc.
07.2017 - 06.2019
- Company Overview: Atlanta, GA
- Originally hired to manage four-state territory; in second year, transitioned to national territory that included financial services verticals (insurance, consumer finance)
- Earned Rookie of the Year award in 2017, surpassing quota by 124% and managing dual verticals (government/utilities and financial services)
- Closed monthly recurring revenue (MRR) rate in 2018 at $145K monthly with $1M annualized
- Negotiated approximately $240K MRR contracts in new financial services pipeline within six months in 2019, closing $88K with additional $50K MRR in contract stage
- Atlanta, GA
National Sales Manager, Insurance
KUBRA
04.2015 - 06.2017
- Led insurance sales activities, managing client relationships, and increasing net new and add-on sales
- Closed $400K in annual contract value for full year 2016
- Built $8M total qualified pipeline for financial services, valued at $5M @ 50% probability or higher
Senior Director, Sales & Partnerships
Aliaswire
06.2014 - 04.2015
- Oversaw sales, providing technical and sales support and promotion of private-label platform for business partners engaged in reselling payment and related services to their clients
- Managed direct to merchants and channel partnership sales
- Developed eight partnership opportunities with an estimated annual contract value of $600K
Vice President, Business Development/Partnerships
FirsTech
02.2012 - 06.2014
- Developed customer base throughout US in utilities and financial services, managing sales and sales process activities
- Personally sourced more than $10M in active pipeline for insurance, collections, utilities, and government services, including closing three large financial service clients
- Surpassed annual target quota of $500K in 2012, 2013, and 2014, nearly doubling expected revenue
Education
Bachelor of Science - Business Administration
University of North Carolina
Chapel Hill, NCSkills
- Strategic & Tactical Planning
- Lead Generation
- Partnership Development
- Business Development
- Channel Management
- Customer Relationship Management
- Sales Management
- Contract Negotiation
- Sales Training
- Process Improvement
- Marketing
- Team Building & Leadership
- Data-driven decision-making
- Pricing strategy
- Product positioning
- Influencer partnerships
- Channel expansion
- Industry partnerships
- Problem-solving abilities
- Multitasking Abilities
- Reliability
- Critical Thinking
- Team Leadership
- Professionalism
- Problem-solving aptitude
- Negotiation
Accomplishments
- As Channel Partner Sales Manager (CBG), added critical referral/reseller partners and built transition and strategy plan to manage upsell/cross-sell to existing partnerships and elevate revenue contribution from these partnerships.
- As Senior Channel Partner Manager (ACI), built and grew relationships with existing and new partners in subscriptions, fintech, insurance, product partners, government/utilities and other B2B businesses.
- As Vice President, Sales (GIACT), spearheaded partnership development in identity/compliance/payment risk management services in all national market verticals.
- As Director, Sales (Invoice Cloud), negotiated approximately $240K MRR contracts in new financial services pipeline within six months, closing $88K with additional $50K MRR in contract stage.
Timeline
Channel Partner Sales Manager
Chargeback Gurus
04.2023 - Current
Senior Channel Partner Manager
ACI Worldwide
04.2021 - 03.2023
Vice President, Sales & Partnerships
GIACT
06.2019 - 04.2021
Director, Sales & Partnerships
Invoice Cloud, Inc.
07.2017 - 06.2019
National Sales Manager, Insurance
KUBRA
04.2015 - 06.2017
Senior Director, Sales & Partnerships
Aliaswire
06.2014 - 04.2015
Vice President, Business Development/Partnerships
FirsTech
02.2012 - 06.2014
Director, Sales & Marketing
InterPoynt
Regional Sales Manager
Envestnet/Yodlee
Midwest Sales Manager/Partnerships
Princeton eCom
National Sales Executive
CheckFree
Bachelor of Science - Business Administration
University of North Carolina
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