Director of Strategic Partnerships – New Industries
About Opcity:
Opcity helps real estate brokers, lenders and settlement service providers serve online customers. The number of home buyers/sellers who start their process online is growing much faster than the industry as a whole. Opcity makes the real estate experience better by instantly and seamlessly matching consumers to the best agent for them, and facilitates the buying and selling process by connecting and coordinating the vital services within the home buying/selling ecosystem. Through its proprietary matching algorithm and SMS/Mobile live-transfer distribution platform, Opcity is able to instantly connect the best agent with the highest probability of conversion to the right consumer at the right time. Opcity’s matching model is based on eighteen (18) years of agent historical performance, predictive analytics, and a learning model of iterative improvement. Opcity’s network of providers, technology platform, and toolkit allow Opcity to be the primary concierge for the consumer during the home buying/selling experience.
The goal of the Director of Strategic Partnerships is to drive incremental revenue for the business by extending Opcity products and services into new markets, verticals, industries, or channels or innovating new solutions that add value to Opcity clients. The Director of Strategic Partnerships will have responsibility for helping lead the vision and strategy for new vertical market opportunities as well as develop, handle and grow key current strategic alliance relationships. This is an enterprise sales position. This position will need to work at all levels of the organization and across functions.
Duties & Responsibilities:
- Find, develop, implement, execute strategic business line expansion and vertical growth expanding Opcity revenue streams and channels for business growth
- Experience with enterprise sale-cycle and reaching C-level executives
- Ability to prospect, cold call and get to the right decision makers in a complex, large organization
- Strong understanding and relationship with product organization in a fast-paced software company
- Identify and qualify potential strategic alliance partners and lead the development of a joint business case and value proposition
- Understand alliance partner needs and partnering drivers, manage and help ensure fulfillment of expectations, identify alliance risk factors, and develop and implement risk mitigation
- Build and run alliance business plans with joint targets for annual business achievement
- Lead contract negotiations and handle partner referral and teaming agreements including baseline terms and conditions that govern the relationship
- Build the go to market planning and execution for key alliance relationships, including running the lead generation and sales alignment processes
- Provide senior level support for the alliance, ensuring fair and rapid conflict resolution, facilitate executive support and communication and conduct results and operations review
- Run the strategic alliance governance process and ensure quarterly business reviews and other governance processes are implemented as needed
What We Like To See / Measures of Success:
- 10+ years of experience in marketing, sales, lead management industry
- 5-7+ years of experience in software enterprise sales, customer/partnership management and/or new business development
- Bachelor’s degree in a related field from an accredited college/university
- A solid strategic alliances partner manager track record, including building successful programs with the partner that led to net-new incremental business for the company
- Demonstrated success in building and nurturing new product and service offerings and creating new vertical channels for revenue and market growth
- Ability to create new and creative partnership solutions and joint value propositions
- Strong networking and influence management skills that translate into building commitment and driving actions across organizational boundaries
- Ability to present to senior level executives as well as run and facilitate working sessions
- Highly credible communicator with excellent organization and project management skills and track record of delivering results
- Solid financial and product pricing and development experience
- Advanced alliance management certification such as Association of Strategic Alliance Professionals CAAM, or CSAP a plus
The position requires prolonged standing or sitting and repetitive hand and wrist motion. Operates phones, computers, fax machines, copiers, and other office equipment. Some travel may be required for this position.
*No relocation is provided for this vacancy, local candidates preferred. Must be eligible to work in the U.S. for any employer.
The position requires prolonged standing or sitting and repetitive hand and wrist motion. Operates phones, computers, fax machines, copiers, and other office equipment.
Diversity is important to us, therefore, Opcity is an Equal Opportunity Employer regardless of age, color, national origin, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, marital status, status as a disabled veteran and/or veteran of the Vietnam Era or any other characteristic protected by federal, state or local law. In addition, Opcity will provide reasonable accommodations for otherwise qualified disabled individuals.