Sr. Director, Partner Channel Strategy

Sr. Director, Partner Channel Strategy

Position Overview

The Sr. Director, Partner Channel Strategy is a senior growth architect responsible for defining and operationalizing differentiated value propositions across the company’s priority distribution channels: Real Estate, Mortgage, Insurance, Utilities, and Emerging verticals.

This role serves as the strategic engine behind channel expansion, conducting rigorous market analysis, identifying whitespace opportunities, and leading cross-functional execution to design, build, and refine compelling partner offerings that accelerate B2B2C growth.

This role sits at the intersection of Strategy, Product, Marketing, Sales, Finance, Operations, and Customer Experience—ensuring that the company brings forward commercially viable, partner-centric, and operationally scalable solutions tailored to each channel’s unique ecosystem.

Key Responsibilities

Channel Strategy & Market Intelligence

• Develop multi-year channel strategies for Real Estate, Mortgage, Insurance, Utilities, and Emerging verticals.

• Conduct deep market research including TAM/SAM/SOM sizing, competitive benchmarking, pricing analysis, regulatory considerations, and partnership models.

• Identify unmet partner needs, structural inefficiencies, and monetization opportunities within each channel.

• Translate insights into clear strategic priorities and business cases.

Value Proposition & Offering Development

• Architect differentiated B2B2C value propositions tailored to each channel.

• Define channel-specific product bundles, pricing strategies, service models, and go-to-market positioning.

• Partner with Product and Operations to design scalable offerings that meet partner requirements and customer expectations.

• Ensure offerings align with profitability thresholds, retention goals, and enterprise growth objectives.

Cross-Functional Execution Leadership

• Lead cross-functional working teams across: Product & Innovation, Marketing & Brand, Sales Enablement, Finance, Legal & Compliance, Customer Experience, and Operations & Technology

• Translate strategic concepts into actionable roadmaps and defined deliverables.

• Develop financial models and ROI projections for new channel initiatives.

• Drive pilot programs and phased rollouts to validate performance before scaling.

Partner Ecosystem Design (Pre-Sales Strategy Support)

• Serve as strategic advisor to Business Development by:

o Providing channel intelligence

o Developing customized partnership frameworks

o Creating differentiated solution narratives

• Equip Sales and Account Management teams with positioning materials, competitive talking points, and channel-specific playbooks.

• Continuously refine value propositions based on partner feedback and performance data.

Performance Analytics & Continuous Optimization

• Establish KPIs for channel success including:

o Revenue contribution

o CAC

o Attachment rates

o Conversion metrics

o Retention and LTV

o Cost-to-serve

• Monitor channel performance and recommend structural adjustments.

• Conduct post-launch reviews to improve offering design and scalability.

Qualifications

Required Experience:

• 12+ years of experience in strategy, channel development, product strategy, management consulting, or B2B2C commercial design.

• Experience operating within complex, multi-stakeholder ecosystems across Real Estate, Mortgage, Insurance, Utilities, Financial Services, or subscription-based service platforms.

• Demonstrated success building differentiated partnership offerings and scalable channel programs.

• Strong financial modeling capabilities including investment cases, unit economics, and ROI analysis.

• Proven ability to lead cross-functional strategic initiatives in highly matrixed organizations.

• Preferred Experience

• Experience at a top-tier management consulting firm (e.g., McKinsey, BCG, Bain, Deloitte Strategy, LEK, Oliver Wyman, or similar), with exposure to commercial strategy, growth acceleration, or operating model design.

• Experience translating consulting-level strategic rigor into practical, executable roadmaps within operating environments.

• Prior exposure to private equity–backed or high-growth transformation environments is a plus.

Core Competencies:

• Strategic synthesis and structured thinking

• Market and competitive analysis

• B2B2C monetization design

• Executive communication and narrative development

• Influence without direct authority

• Data-driven decision making

• Innovation balanced with operational practicality

Leadership Profile:

The ideal candidate is:

• A commercially minded strategist who understands distribution ecosystems.

• Analytical and rigorous, yet creative in solution design.

• Comfortable navigating ambiguity and early-stage opportunity development.

• Skilled at influencing executive stakeholders across functions.

• Highly disciplined in translating strategy into executable roadmaps.