Director of Strategic Partnerships - IDWatchdog

What You’ll Do

• Owning the end-to-end deal cycle for net-new large enterprise partnerships.
• Potentially closing deals with Life Insurance Carriers (to bundle IDW with policies), Wealth/Retirement Platforms (to protect client assets), and Consumer Finance/Mortgage leaders (to differentiate their offerings).
• Executing a systematic outbound strategy targeting organizations with >$1B in assets or >1M users that generate high 6-figure and 7-figure Annual Contract Value (ACV).
• Modeling the unit economics to ensure profitability for both Equifax and the partner.
• Navigating long, complex sales cycles (6-12 months) by multi-threading across the partner’s organization—engaging Product for integration, Marketing for GTM launch, and the C-Suite for strategic alignment.
• Orchestrating internal Equifax resources such as Product, Technology, Legal, Pricing, Marketing, Sales Engineering and Project Management to get deals across the line.
• Partnering with Implementation teams for exceptional partner onboarding.
• Maintaining 100% Salesforce data integrity as the non-negotiable system of record.
• Demonstrating a disciplined approach to pipeline management—ensuring every opportunity has a documented next step, accurate stage progression, and validated close dates.
• Leveraging CRM data not just for reporting, but to proactively identify stalls and accelerate deal velocity through the sales cycle.

Experience You Need

• 7+ years of leading business development through Strategic Sales Partnerships, specifically within the Fintech, Insurtech, Employee Benefits, or Financial Services ecosystems.
• Bachelor's degree or equivalent experience.

What Sets You Apart

• Proven history of independently sourcing, negotiating, and closing high 6 and 7-figure partnership deals.
• Must be able to provide examples of hunting new logos rather than managing existing accounts.
• Must evidence a clearly articulated sales philosophy (e.g., MEDDIC, Challenger) and a structured approach to territory mapping.
• Deep understanding of Reseller vs. Referral dynamics, revenue-share economics, and the technical implications of embedded partnerships (API/SSO understanding is a strong plus).
• Ability to command a room with C-level executives at major financial institutions, moving the conversation beyond features to strategic business outcomes (Risk, ARPU, Retention).
• Cross-functional team leadership experience and skills.
• Strong oral and written communication skills.
• Strong presentation skills.
• Strong analytical and problem-solving skills.
• Well-developed leadership skills.