Please do not respond to direct messages with your personal information. All job applications and your sensitive, personal information should only be submitted via our official job platform.Job Title: Vice President, Partner Strategy & Development
Location: US-GA-Atlanta (Sandy Springs - Hybrid)
FLSA: Exempt
Job Overview:The VP, Partner Strategy & Development is a senior strategic sales executive responsible for shaping and driving enterprise-level strategy while executing program-level tactics that grow revenue. Reporting to the SVP, Partner Strategy & Development, the VP serves as the primary executive liaison and trusted advisor to OEM partners, owns account strategy and revenue execution, and fosters relationships across partner levels. The role leads high-level negotiations, approves strategic account and partner-relationship content (e.g., MSAs, pricing strategy, and RFP responses), and develops long-, short-, and account-level data-driven strategies aligned to financial targets and market trends.
Scope of AuthorityLeads high-level negotiations and executes account strategy within assigned partner accounts. Approves strategic account and partner-relationship content, including MSAs, pricing strategy, and RFP responses. Owns the executive narrative and final presentation of Steering Committee ("SteerCo") materials. Owns rate and pricing structures and approves commercial and incentive arrangements, as applicable to each partner program.
Key Responsibilities- Build and foster strategic relationships across partner levels, from mid-level stakeholders to senior executives
- Lead MSA and amendment negotiations and RFP strategy, tracking status through completion
- Identify, document, and close revenue opportunities; develop account plans and revenue forecasting
- Develop and execute short- and long-term strategies to meet or exceed enterprise and account targets
- Work with the National Sales Director (or the partner's field team) to develop program strategy and maintain regular field-team updates
- Own F&I product strategy, incentive-program design, and loss-mitigation initiatives
- Gather and channel partner and dealer feedback to Product and cross-functional teams to enhance the partner experience; maintain awareness of the competitive landscape and market trends
- Lead SteerCo strategy and presentation, and conduct internal Monthly Business Reviews with supporting materials
- Ensure alignment with company risk, compliance, and profitability standards
- Manage partner expectations and surface escalations to the Partner Success Director, who owns issue resolution; provide tailored, industry-informed advice
- Own rate and pricing structures and approve commercial and incentive arrangements, as applicable to each partner program
- Provide support to the product managers on platform demos for partners
- Represent the organization at industry tradeshows and networking events
Qualifications- Bachelor's degree required; Master's or MBA preferred
- 10+ years in the automotive industry, engaging with OEMs or financial services partners in a strategic partnership capacity, at a leadership/executive level
- Demonstrated experience leading complex, high-value negotiations, including MSAs and RFP responses
- Proven track record of owning revenue targets and growing strategic partner accounts
- Advanced analytical skills with exceptional communication and executive presence
- Ability to influence and collaborate across departments without direct authority
- Ability to travel 30-35%
- Must be authorized to work in the U.S.
- Must be able to successfully pass a background check.
Core Competencies- Strategic and analytical thinking, with the ability to translate market trends and data into actionable account strategy
- Executive presence with exceptional written and verbal communication
- Relationship building and stakeholder influence across organizational levels
- Contract structuring and negotiation
- Financial and commercial acumen, including revenue forecasting and pricing strategy
- Entrepreneurial drive and ownership mindset
Key Working RelationshipsInternal: Reports to SVP, Partner Strategy & Development and works closely with Product, the National Sales Director and partner field teams, the Partner Success Director, and cross-functional partners across Risk, Legal, ePMO, and Operations (when needed).
External: Serves as the primary executive liaison to OEM/Partner leadership and stakeholders across partner levels, and engages with dealers through ride-alongs and program feedback.
Key Performance IndicatorsSuccess in this role is measured by the following:
- Revenue growth against company-determined targets, profitability, and forecast accuracy
- New business growth and pipeline, and contract and RFP outcomes
- Product adoption, program performance, and partner retention
- Partner feedback and engagement, executive engagement through SteerCo, and strength of relationships across the partner organization
- Strategic alignment and cross-functional collaboration
Company Benefits:- Medical, Dental, and Vision Insurance
- Flexible Spending Account
- Health Savings Account
- 401(k) Plan with Company Match
- Company-paid Short-Term and Long-Term Disability
- Company-paid Life Insurance
- Paid Holidays and Vacation
- Employee Referral Program
- Employee Assistance Program
- Wellness Programs
- Paid Community Service Opportunities
- Tuition Reimbursement
- Ongoing Training & Personal Development
- And More!
