What are the responsibilities and job description for the Director, Partnership Strategic Initiatives position at Equifax and Careers?
The Director, Strategic Initiatives, Partnerships is responsible for defining the "how" and "where" Equifax wins within our Partner ecosystem. You will act as a strategic advisor to the Partner Sales leadership team, providing the data-driven insights, go-to-market (GTM) frameworks, and operational rigor necessary to scale indirect revenue streams.
What you’ll do
GTM Strategy Development: Identify high-growth market segments and white-space opportunities within the partner landscape. Create tiered participation models for different partner types (Referral, Reseller, Embedded).
Performance Analytics: Design and track Key Performance Indicators (KPIs) beyond just revenue, including partner activation rates, pipeline velocity, and "share of wallet" within partner platforms.
Cross-Functional Orchestration: Serve as the "connective tissue" between Product, Marketing, and Sales. Ensure that new Equifax data products are "partner-ready" with appropriate pricing and enablement materials.
Commercial Design: Collaborate with Finance and Legal to develop incentive structures, commission plans, and MDF (Marketing Development Fund) programs that drive the desired partner behaviors.
Sales Enablement: Equipping the Partner Sales Managers with the playbooks and collateral required to move a partner from "signed" to "integrated and producing."
Jointly Identify and assess sales and customer support requirements. Refine activities to reduce time to revenue for customers during the onboarding process (as well as product training).
Engaging with the team and across the Partner organization to anticipate and address risks and issues, drive accountability, manage expectations with key stakeholders, execute, and report progress towards the goals and objectives of each initiative.
Manage structure, cadence, agendas, content and leading various forums related to initiatives (e.g. operational reviews with core team, regular updates or steering committee meetings with senior level stakeholders)
Establish effective business processes for handling customer problems when they emerge, determine the root causes of lagging revenue growth and/or profitability
Leading the co-development of various reporting packages related to the initiative including financial reporting, pipeline reporting, and program health reporting
Partnering with Finance to develop annual segment budget and business plans
Developing content for various communications (USIS updates, Quarterly webcasts, segment overview)
Representing the segment on corporate and special projects as required, including third party consulting engagements
What experience you need
Minimum Bachelor’s degree in business or related field, or equivalent experience
Minimum of 7 years of relevant experience leading large programs across applicable corporate functions like Sales Strategy, RevOps, Finance, or Management Consulting (ideally in Fintech or SaaS).
Proficiency in Salesforce (SFDC) and Tableau/PowerBI to turn raw data into executive narratives.
Ability to move between high-level annual planning and "in-the-weeds" operational fixes.
Strong executive presence; able to gain buy-in from senior stakeholders without direct authority.
Minimum of 3 years of experience leading and successfully delivering results for complex growth initiatives or business transformations which involve large cross-functional teams in a highly matrixed environment
Consistent with Equifax’s 3/2 2 flexible work framework, a willingness to work Tuesday, Wednesday, Thursday in Equifax’s Atlanta-based office
What could set you apart
Advanced degree
Previous experience working with sales teams
Ability to influence, negotiate, and create consensus where appropriate with internal groups and external clients
Proven ability to manage competing priorities effectively, and maintain focus on the “goals”
Demonstrated ability to operate effectively within a highly matrix organization, in a fast paced and dynamic business environment, with aggressive timelines.
Ability to endorse change, sponsor change initiatives and search for other organizations best practices to adopt or modify change
Strong ability to establish alliances with other departments and BUs/COEs
Ability to exercise judgment and make decisions within broadly defined parameters
Ability to deal with ambiguity