Senior Director/ VP Business Development (Head of Partnerships) Internet Tax Filing and Wealth Management Company
The Company
Our client a well known software holding company with heritage in the dot-com era. They have been divesting businesses that don’t have clear synergies over the last few years and acquiring those that do. They currently operate two main businesses (a tax preparation software service, and a wealth management advisory service) that are leveraging synergies in the data, services, clients and end customers of each. They serve millions of Americans and professional tax preparers each year with their software service. Many of their professional tax preparation clients are also clients of their fast growing wealth management services. The new CEO is a former client and long term relationship of Executive Connections and is making strategic changes in his team in preparation for the 2020-2021 tax filing season.
The Opportunity
Our client, although not the market leader, offers a compelling tax software product suite and filing service and is looking to expand it’s position in the market by creating innovative alliances and partnerships. The company’s challenge is to leverage these relationships combined with their digital outreach to enhance their customer acquisition strategies. The company performance is on a good trajectory and products and customer experience are being substantially enhanced and already meeting with success including an +18% increase year over year in Net Promoter Score.
The initial area of focus will be on the companies consumer tax filing software business but longer term there is opportunity to extend the partnership model to customer acquisition for professional tax preparation and the wealth management business.
This role represents for an entrepreneurial marketing hunter the opportunity and creative freedom to craft truly innovative partnerships. As this strategy takes hold they will build a partner and alliance team that is a visible and essential element of the companies strategy.
Reporting Relationship
The Senior Director/ VP reports to the Vice President, Strategy.
Responsibilities
The Senior Director, Business Development is a critical leader in helping the business by building innovative partnerships with companies that have large audiences that align with our target audience and have interest in delivering more value to their customers or are willing to provide access for a fee. Potential partner segments include advertising tech, media, financial institutions, membership organizations and large direct-to-consumer brands. The goal of these partnerships is to cost effectively scale new customer acquisition. This individual will serve as the Head of Partnerships providing leadership on identifying highest potential partnership opportunities, engaging the right contacts at potential partners, crafting value proposition and pitch materials, negotiating agreements, and overseeing the implementation and ongoing management of business partnerships to maximize value for both sides. The Sr. Director will have the opportunity to interact with the senior leaders in the firm and work on critical, strategic efforts to drive growth in our business.
Major responsibilities of the position are listed below. To perform the job successfully, the individual must be able to execute each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Partner with senior leadership across the business to identify highest potential partnership opportunities
• Develop an annual and long-term plan with clearly defined objectives (financial and operational metrics as well as key milestones), strategies, and tactical plans for customer growth through new business partnerships
• Through existing or new network, contact potential strategic and affiliate partners to expand the number of customers served and enhance of the products and services we offer
• Construct and deliver the pitch materials to prospective partners
• Lead all deal negotiations, as appropriate
• Ensure all deal terms and economics are beneficial and act as our advocate with the partner
• Manage the partnership “end-to-end”, identifying the right functions, personnel, and critical path items early to create a successful outcome
• Lead the implementation with each partner, ensuring quality and timely execution (in partnership with Blucora Technical, Product, and Marketing teams)
• Meet or exceed customer acquisition and revenue goals associated with partnership business plan
• Other job duties as defined
Qualifications
• Creative marketer with hunter mentality who will doggedly search for the best partnerships and find a way to make them happen.
• Financial acumen to know when a deal is good, and when it’s not
• Proven ability to work “smartly” in a fast-paced environment with multiple priorities, including adding structure and direction when none is present
• Experience in managing cross functional working teams for the development, integration and operations of major strategic initiatives
• Strong communication and presentation skills, with the ability to translate partnership models into clear value propositions for partners, and present to executive leaders
• “People person” who can forge new and lasting relationships with internal team and prospective partners
• Team player who focuses on collaboration across functions and advancing the whole team
• Experience in delivering results in both large company and smaller fast paced environments is a plus
• Enjoy being challenged and to have a desire to solve complex problems on a daily basis.
• Exceptional Microsoft Office skills: PowerPoint, Excel, and Microsoft Word.
• Travel up to 50% or more required.
Education and Experience Required
• Bachelor’s degree required. MBA or advanced degree preferred.
• 7 to 10+ years in business development roles with increasing responsibility demonstrating success in integrating partnerships and alliances into the overall marketing strategy
• Deep experience in delivering co-branding, co-marketing, and affiliate marketing partnerships that have resulted in significant channel growth
• E-commerce/digital customer acquisition experience via partnerships is required.
Compensation
As our client is seeking an outstanding individual for this important executive position, they are offering an attractive compensation package including base salary, discretionary cash bonus, long-term incentives, and excellent health and welfare benefits.
Contact
Executive Connections LLC is handling this retained executive search on an exclusive basis. For additional information, please contact:
Jeff Gundersen – CEO
941-323-8300
jgundersen@executiveconnectionsllc.com