Senior Manager - Partnerships

Senior Manager - Partnerships

Oncourse Home Solutions, also operated as American Water Resources, is a trusted home protection provider helping homeowners across the country protect what matters most. We are a $500 million organization backed by private equity firm Apax Partners, serving 2 million customers across 43 states. We partner with 25+ utilities and municipalities (and growing!) to provide customized solutions tailored to any community - delivering real value where people live. We help homeowners protect the essential systems that keep their homes running - from HVAC, appliances, and electrical to water, sewer, gas lines, and more - so they can avoid the stress and financial impact of unexpected repairs. Our work helps homeowners stay safe, comfortable, and confident in their homes every day. At Oncourse, our people are what makes that possible. We call ourselves SUPERs - Successful, United, Progressive, Empathetic, and Reliable - because that's how we show up for our customers and for each other. We invest in our employees through competitive benefits, an inclusive culture, and employee-led resource groups that strengthen connection, community, and belonging across the company. As an equal opportunity employer, our employment decisions are based on business needs, job requirements and individual qualifications without regard to race, color, religion, age, sex (including pregnancy), sexual orientation, gender identity, national origin, ancestry, marital status, parental status, mental or physical disability, military or veteran status, or any other basis protected by federal, state, or local law. Oncourse Home Solutions is committed to recruiting and retaining talented applicants and to providing all employees with a workplace free from discrimination and/or harassment.

Position Summary

The Senior Manager, Partnerships is responsible for managing a defined portfolio of utility and municipal partner accounts, leading relationship strategy, day-to-day account management, and the delivery of an exceptional partner experience. Reporting to the Head of Partnerships, this role oversees account planning, renewal preparation, cross-functional coordination, and partner communications to ensure partners remain informed, supported, and highly engaged. Serving as the strategic owner of assigned partnerships, the Senior Manager operates within leadership-defined frameworks to strengthen strategic relationships, identify and advance growth opportunities, proactively mitigate risks, and escalate issues as appropriate. This role sits at the intersection of account management and cross-functional execution, requiring strong business judgment, organizational rigor, and the ability to consistently deliver high-quality outcomes in a fast-paced environment. As a key representative of OHS within the utility and municipal sector, the Senior Manager plays a critical role in sustaining and expanding the partnerships that fuel the company's B2B2C growth strategy.

Responsibilities include but are not limited to:

• Develop and maintain account plans for an assigned portfolio of utility and municipal accounts, including relationship mapping, partner goals, renewal timelines, and engagement strategies, aligning priorities with leadership direction to support customer and revenue growth.
• Maintain strong working-level and mid-level executive relationships across assigned partner accounts; represent OHS professionally and responsively, track partner sentiment, and surface early warnings and relationship risks to leadership.
• Contribute to renewal strategy and preparation across assigned accounts, including early identification of risk, drafting renewal narratives, and supporting commercial approaches; coordinate with leadership on negotiation posture, pricing, and deal structure for high-visibility renewals.
• Identify and recommend cross-sell and upsell opportunities across OHS's product portfolio; support execution of value lever strategies and growth initiatives within existing partner relationships in coordination with GM&O and Marketing.
• Prepare and deliver accurate, high-quality partner-facing presentations, QBRs, and business reviews; ensure materials are cohesive, tell a clear performance story, and support ongoing growth conversations with partners.
• Monitor relationship health across all accounts; proactively identify expansion opportunities, flag retention risks, and escalate partner concerns to internal leadership with recommended courses of action.
• Coordinate with internal teams including General Management, Operations, Marketing, Technology, and Customer Service to ensure partner requirements are understood and delivered; escalate operational issues appropriately and work through blockers with internal partners.
• Develop and maintain detailed stakeholder maps and relationship strategy documents for each assigned partner, ensuring structured and consistent engagement across relevant levels of the partner organization, with leadership guidance on senior executive touchpoints.
• Support and lead partner conversations at QBR and executive touchpoint meetings, presenting data-driven growth opportunities, reinforcing OHS's value, and building alignment on joint objectives and renewal priorities, coordinating with leadership on high-visibility engagements.
• Collaborate with internal teams to develop and execute solutions for partner-specific growth and market penetration challenges, leveraging OHS capabilities in technology, marketing, and contact center, and bringing structure and clarity to partner discussions that support revenue and customer growth.
• Surface market intelligence and competitive landscape insights from partner interactions to inform internal discussions on OHS's product strategy, pricing approach, and go-to-market positioning within the utility and municipal sector.
• Plan and execute in-person partner engagement activities including business reviews, partner kickoffs, conferences, and special events; recommend travel and engagement priorities based on partner tier, sentiment, and renewal stage, seeking leadership alignment on high-impact activities.
• Incorporate stakeholder and external context into account strategy, including utility, municipal, regulatory, governance, and reputational dynamics, to inform engagement planning and renewal preparation, escalating complex or high-stakes considerations to internal leadership and advisors.
• Own timely review and coordination of partner marketing creative and campaign submissions, including providing partner context to internal teams, communicating required changes to partners, and ensuring approvals are completed within required timelines to keep campaigns on track.

We're Excited if this is You! Experience and Qualifications of the Role:

Minimum 5+ years of experience in B2B2C account management, client success, or partnerships, with demonstrated success managing a portfolio of utility, municipal, or similarly complex accounts and consistently delivering strong partner relationships and commercial outcomes. Demonstrated track record of driving revenue growth, account retention, and contract renewal through a consultative, value-based approach; solid commercial and negotiation skills with direct experience managing renewal cycles end-to-end for mid-sized accounts. Proven experience building and managing relationships across multi-level partner organizations, including mid-level and senior executives and operational stakeholders; able to engage effectively at each level and maintain strong account health across a defined portfolio. Experience navigating organizations with multiple stakeholder layers, earning trust and credibility across levels to advance account objectives; sound judgment on when to escalate decisions and when to move forward independently. Experience developing and executing account plans, stakeholder maps, renewal strategies, and partner-specific growth approaches; proven ability to prepare and deliver compelling QBRs and business reviews that translate performance data into clear partner narratives. Experience managing renewal processes including strategy development, negotiation preparation, and deal documentation; able to lead renewal execution for mid-sized accounts and coordinate with leadership on approach for higher-stakes situations. Demonstrated ability to coordinate cross-functional teams in matrixed organizations, aligning operations, marketing, legal, and product around partner needs and commitments; effective at unblocking issues and maintaining execution momentum. 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.
• MBA or advanced degree preferred.

We offer a compelling total rewards package that includes a competitive base salary and comprehensive benefits to support your total wellbeing. The base pay range for this position is $120,000 - $175,560 USD Annual. The specific pay offered will depend on qualifications, experience, education and skill set. The compensation offered may also include an annual performance-based bonus, sales incentive plan or commission target. Our benefits include, but are not limited to, healthcare, life insurance, paid time off, retirement, commuter benefits, and education reimbursement. Exact compensation may vary based on skills, experience, and location.

Join our SUPER Team and Enjoy Amazing Benefits!

Competitive Compensation: We value your hard work and are proud of our competitive pay for performance philosophy.

Comprehensive Health Coverage: Medical, dental, and vision insurance options, plus paid short-term and long-term disability coverage.

401(k) Plan with 4% Company Match: Secure your future with our robust retirement plan.

Generous Paid Time Off: Take the time you need to recharge and relax.

Education Assistance Program: Invest in your growth and development