Director of Strategic Alliances and Partnersh

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Director of Strategic Alliances and Partnersh

Full Time Director Atlanta Office, Atlanta, GA, US

HOW YOU’LL MAKE A DIFFERENCE:

The Director of Strategic Alliances and Partnerships owns MountainSeed's partner portfolio and the revenue and margin it produces. Accountability runs across three areas. Partner sourced and partner influenced revenue across MarketPlace and Augur. Unit cost and commercial terms with National Business Partners and other MarketPlace service vendors. Commercial ownership of integration partnerships with preclose and post close lending and loan origination platforms.

The right candidate has built or scaled a partner program in financial services, commercial real estate, or data and SaaS environments, and has a record of turning relationships into measurable revenue and documented savings.

SCOPE AND DECISION RIGHTS:

• Owns the commercial side of integration partnerships. Technical delivery and roadmap sequencing stay with Product and Technology.
• Recommends partner pricing and revenue share structure. Final pricing approval sits with the Chief Revenue Officer. Contract execution follows existing legal review and signature authority.
• Does not direct appraiser selection, appraiser assignment, or valuation outcomes.

IN THIS ROLE, YOU’LL GET TO:

Partner Strategy and Portfolio Management

• Own the partner relationship end to end. Primary point of contact for partner executives, with working relationships at every level of the partner organization.
• Represent MountainSeed at partner events and industry conferences.
• Segment the partner portfolio by contribution and growth potential. Maintain a tier model that defines what each tier receives and what each tier should produce.
• Own a joint business plan for top tier partners. Named executive sponsor for each, agreed targets, and a quarterly review that records decisions, owners, and dates.

Partner Program Design and Enablement

• Design and operate the partner program. Define partner types across referral, reseller, integration, and marketplace. Set commercial terms and requirements.
• Own deal registration and rules of engagement between partner sourced opportunities and direct sales. Resolve channel conflict on a standard.
• Build partner enablement. Certification path, demo standards, objection handling, and a maintained partner facing content library.
• Run co marketing and market development activity. Tie spend to sourced pipeline.
• Keep partner facing material within approved claims language and partner activity within applicable regulation and internal policy.

Revenue Generation and Margin Expansion

• Structure and negotiate partnership agreements, revenue share arrangements, and referral terms. Confirm any compensation structure with Legal and Compliance before it is offered to a partner.
• Build partner sourced pipeline to an annual target. Qualify partner introductions against the same standard as direct pipeline. A named executive sponsor, an identified budget line, and a dated next step.
• Expand MarketPlace and Augur adoption across partner networks through partner account plans. Position Augur on operating leverage and portfolio risk.

Vendor Economics and Cost Management

• Own pricing and annual fee negotiations with National Business Partners (NBP) and other MarketPlace service vendors on a standing cadence. Drive margin through unit cost and term, not volume alone.
• Maintain a current rate card and cost baseline by service and provider. Report savings against that baseline.
• Run competitive sourcing where volume supports it. Keep a qualified alternate for every material service.
• Track provider performance on turn time, quality, and coverage. Tie renewal terms to performance.

Integration and Platform Partnerships

• Serve as the primary business owner for MarketPlace and Augur integration partnerships with pre and post closing lending platforms, loan origination, and core banking platforms.
• Resolve integration issues and prioritize roadmap enhancements with Product, Technology, and the partner.
• Evaluate, onboard, and manage new channel and integration partnerships. Build the business case, define the commercial structure, and own the decision record.
• Own the partner side of third party risk. Maintain diligence materials, coordinate security and vendor review, and carry each review as a tracked stage with an owner and a date.

Partner Operations and Reporting

• Maintain partner attribution in Salesforce. Report partner sourced and partner influenced pipeline and revenue weekly, quarterly, and annually.
• Own a single partner scorecard reported against the performance measures below.
• Forecast partner contribution to the same standard applied to direct revenue. Report contracted recurring revenue separately from pilot, trial, and month to month.
• Maintain the partner agreement register. Renewal dates, exclusivity, notice periods, and termination triggers.

Cross Functional Leadership

• Work across Sales, Client Success, Operations, Product, and Technology so partner and integration work lands as one experience for the client.
• Escalate early. Bring pricing exceptions, contract deviations, and partner commitments to the Chief Revenue Officer before they are made.

PERFORMANCE MEASURES:

• Partner sourced and partner influenced revenue against plan.
• Documented cost savings against a stated baseline for NBP and MarketPlace services.
• Integration partner production. Activation rate, volume, and revenue per integration.
• Program health. Active partners, tier movement, and joint business plan coverage across the top tier.
• Cycle time through partner and client third party risk review.

THIS OPPORTUNITY IS FOR YOU IF YOU HAVE/ARE:

• Bachelor's degree or equivalent experience, with 10 or more years in partnerships, alliances, channel sales, or business development within financial services, lending technology, or data and SaaS environments.
• Experience building or scaling a formal partner program, including tiering, deal registration, enablement, and attribution.
• Experience selling with and through partners into banks and credit unions, including third party risk and information security review. Executive level relationships at both the partner and the client.
• Experience negotiating vendor and partner contracts with measurable cost savings, and structuring agreements that hold up across a full contract term.
• Experience owning integration partnerships with lending, loan origination, or core banking platforms.
• Working knowledge of Salesforce for partner attribution, pipeline, and reporting.
• Comfortable operating in a regulated environment with defined approval paths for external claims.
• Excellent verbal, written, and executive communication. Organized, with strong follow up.
• Ability to travel for partner meetings and industry events.
• Adaptability and poise in fast paced, growth-oriented environments.

WHAT WE OFFER: 3 weeks of PTO, 13 company paid holidays, paid parental leave, and a flexible work environment. Medical, Dental, Vision, Life, Disability, and 401K plans begin the first of the month after 30 days of employment.

OUR PURPOSE is to provide opportunities that help people thrive using their God-given abilities.

OUR CORE VALUES:

• Be a Self-Starter. Continuously seek ways to improve yourself and the business, take responsibility, and act with urgency to solve problems.
• Be a Team Player. Prioritize team success over individual achievements, support your colleagues, and contribute to creating high-performing teams.
• Be a Patriot. Focus on the greater good of the organization, be honest about what’s working, and passionately work towards making the company better.
• Do it Right. Uphold high standards and integrity, even when no one is watching, and always aim to do the right thing.
• Be Humble. Lead by serving others, value diverse perspectives, and remain open to new ideas and feedback.

WHAT WE DO:

As the largest commercial real estate services marketplace in the nation, MountainSeed MarketPlace offers a comprehensive range of appraisal management, review services, and more. MountainSeed Analytics platform provides real-time, accurate real estate data insights, helping clients make informed decisions in markets across the U.S. MountainSeed’s Capital Markets Solutions including Loan Sale Advisory and Sale Leaseback Programs assist in enhancing an institution’s financial health.

MountainSeed is proud to be an Equal Opportunity Employer and provides equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, age, national origin, disability, veteran status, pregnancy, sexual orientation, or any other characteristic protected by law.