Director - Partnerships

Director - 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 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. The Director develops and executes tailored partner strategies spanning relationship cultivation, renewal negotiation, and new channel development, while translating OHS's value proposition into compelling, data-driven narratives that reinforce partner commitment. This role operates at the intersection of commercial strategy and operational execution, requiring both independent judgment and cross-functional leadership to advance complex, high-visibility agreements. As a visible ambassador for OHS in the utility and municipal sector, the Director plays a critical role in expanding market penetration and sustaining the partnerships that drive the company's B2B2C growth engine.

Responsibilities include but are not limited to:

• 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.
• Lead strategic 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.
• Collaborate with internal teams to create consensus-driven solutions for market penetration challenges, leveraging OHS capabilities in technology, marketing, and contact center to meet partner-specific needs.
• Provide ongoing market intelligence and competitive landscape insights to inform OHS's product strategy, pricing approach, and go-to-market positioning within the utility and municipal sector.
• 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.

We're Excited if this is You!

Experience and Qualifications of the Role:

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. MBA or advanced degree preferred.

Competencies:

Customer Focus - Is dedicated to meeting the expectations and requirements of internal and external customers; gets firsthand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect. Interpersonal Savvy - Relates well to all kinds of people, up, down and sideways, inside and outside the organization; builds appropriate rapport; builds constructive and effective relationships; uses diplomacy and tact; can diffuse even high-tension situations comfortably. Negotiating - Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing. Strategic Agility - Sees ahead clearly; can anticipate future consequences and trends accurately; has broad knowledge and perspective; is future oriented; can articulately paint credible pictures and visions of possibilities and likelihoods; can create competitive and breakthrough strategies and plans. Business Acumen - Knows how businesses work; knowledgeable in current and possible future policies, practices, trends, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace. Drive For Results - Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results. Action Orientated - Enjoys working hard; is action oriented and full of energy for the things that he/she sees as challenging; not fearful of acting with a minimum of planning; seizes more opportunities than others.

Equal Opportunity Employer