Director - Partnerships

Position Summary

The Director of Partnerships is a senior commercial leader responsible for managing and growing a high-value portfolio of utility and municipal partner accounts for Oncourse Home Solutions. Reporting to the Head of Partnerships, this role serves as the strategic relationship orchestrator across assigned accounts, coordinating all stakeholder touchpoints, engagement activities, and executive interactions into a cohesive account strategy that drives revenue growth, deepens multi-stakeholder partnerships, and ensures full portfolio retention.

Responsibilities

• Develop and execute partner-specific account strategies for a portfolio of utility and municipal accounts, including relationship mapping, growth plans, and value proposition alignment to drive customer and revenue growth.

• Orchestrate executive-level relationship engagement across partner stakeholders including C-suite, city councils, regulators, and operational leads, ensuring a structured and coordinated engagement cadence that connects all touchpoints to the overarching account strategy and builds long-term trust and commercial commitment.

• Drive renewal strategy across all assigned accounts, including early identification of risk, development of negotiation posture, and pricing and deal structure recommendations, while coordinating executive involvement on highest-visibility renewals to ensure seamless close.

• Identify, develop, and close cross-sell and upsell opportunities across OHS’s product portfolio by executing value matrix sales strategies and opening new revenue channels within existing partner relationships.

• Develop and deliver partner-facing presentations, QBRs, and strategic business reviews that translate performance analytics into compelling narratives reinforcing OHS’s value and supporting ongoing growth conversations.

• Monitor relationship health across all accounts; proactively identify expansion opportunities, flag retention risks, and escalate critical partner concerns to internal leadership with recommended courses of action.

• Serve as the primary internal advocate for partner needs by communicating requirements, market intelligence, and partner feedback to cross-functional teams including GM, Operations, Marketing, Technology, and Customer Service.

• Develop and maintain detailed stakeholder maps and relationship strategy documents for each assigned partner, ensuring structured and consistent executive engagement across all levels of the partner organization.

• Determine and prioritize in-person partner engagement strategy, including business reviews, partner kickoffs, conferences, and special events, ensuring travel and executive presence are aligned to partner tier, sentiment, renewal stage, and overall strategic impact.

• Incorporate complex stakeholder and external context into account strategy, including utility, municipal, regulatory, governance, and reputational dynamics, to inform engagement planning, renewal preparation, and executive alignment in partnership with internal leadership and advisors.

Qualifications

• Minimum 6+ years of progressive experience in B2B2C account management, client success, or partnerships, with demonstrated success managing large, complex, and strategically significant accounts.

• Demonstrated track record of driving revenue growth, account retention, and contract renewal through a consultative, value-based sales approach in high-visibility commercial environments.

• Proven experience building and influencing relationships across multi-layered organizations, including C-suite executives, committees, boards, and operational stakeholders, to drive alignment and achieve commercial outcomes.

• Experience navigating complex organizational structures with multiple decision-making layers, earning trust and influence at each level to advance strategic priorities and secure long-term commitments.

• Experience developing and delivering strategic account plans, partner-specific growth strategies, and executive-level QBR presentations for high-visibility, complex accounts.

• Proven ability to coordinate and support complex, multi-party negotiations including pricing, deal structure, and contract terms, including situations where senior executive or C-suite stakeholders are actively involved in the close.

• Cross-functional leadership experience in matrixed organizations, aligning internal teams including operations, marketing, legal, and product around partner commitments and outcomes.

• Experience in industries with complex stakeholder ecosystems such as utilities, municipal services, insurance, financial services, or subscription-based B2B2C models preferred; direct utility or government experience not required.

• Computer Skills Needed To Perform The Job:

  • Proficiency in Microsoft Office
  • Working knowledge of CRM systems (e.g. Salesforce or equivalent)
  • Experience with BI and analytics tools (e.g. Looker, Tableau, Power BI) to interpret performance data and support partner-facing presentations
  • Familiarity with project management platforms (e.g. Asana, Monday.com) for cross-functional coordination and account planning

• Education:

  • Bachelor’s degree in Business Administration, Marketing, or related field, or equivalent experience.
  • Bachelor’s degree in Business Administration, Marketing, or related field, or equivalent experience.
  • Bachelor’s degree in Business Administration, Marketing, or related field, or equivalent experience.
  • Bachelor’s degree in Business Administration, Marketing, or related field, or equivalent experience.
  • Bachelor’s degree in Business Administration, Marketing, or related field, or equivalent experience.
  • Bachelor’s degree in Business Administration, Marketing, or related field, or equivalent experience.
  • Bachelor’s degree in Business Administration, Marketing, or related field, or equivalent experience.
  • Bachelor’s degree in Business Administration, Marketing, or related field, or equivalent experience.