Director, Partnerships

Position Overview

The Director, Partnerships is responsible for building, managing, and growing strategic partner relationships that accelerate revenue growth across new logos, expansion, and retention. This role will develop onPhase’s partnership ecosystem, identify new partnership opportunities, and work closely with Sales, Marketing, Product, and Customer Operations to drive measurable, partner-influenced revenue.

The ideal candidate is a relationship-driven, strategic thinker with strong experience in channel partnerships, system integrators, referral programs, or SaaS alliance management. This leader will own the partnership lifecycle, identification to onboarding, enablement, co-selling, and performance optimization.

Key Responsibilities

• Define and execute the partnership strategy aligned to onPhase’s sales and growth goals.
• Identify, evaluate, and secure new partnership opportunities that expand market reach (ISVs, ERP providers, consulting firms, VARs, System Integrators (SIs) and strategic alliances).
• Negotiate partnership agreements, revenue share structures, and go-to-market expectations.
• Serve as primary relationship owner for key partners, ensuring alignment, engagement, and ongoing performance.
• Drive partner-influenced pipeline through co-selling, referral motions, joint account planning, and alignment with Sales leadership.
• Collaborate closely with the Sales and RevOps teams on forecasting, tracking, and reporting partner-sourced and influenced revenue.
• Support partner enablement by equipping partners with sales materials, product knowledge, and competitive positioning.
• Partner with Marketing on joint campaigns, webinars, events, and content creation to increase partner engagement and visibility.
• Work with Product to identify integration opportunities and ensure partners understand product updates and roadmap.
• Collaborate with Customer Operations to ensure partner-led engagements align with customer experience standards.
• Ensure compliance with onPhase policies, brand standards, and contractual obligations.

 Qualifications

Required

• 7 years of experience in partnerships, channel sales, alliances, or business development, preferably in SaaS, fintech, or automation technology.
• Proven track record of building and scaling partnership programs that drive revenue.
• Strong sales acumen with experience supporting or leading co-selling motions.
• Exceptional communication, negotiation, and relationship-building skills.
• Strategic thinker able to operate both at high level and in detailed execution.
• Experience collaborating across Sales, Marketing, RevOps, and Product teams.

Preferred

• Experience in AP Automation, Payments, ERP ecosystems, or financial workflow platforms.
• Experience working with mid-market and enterprise partners.
• Salesforce proficiency.