Vice President, Channels and Partnerships

About Obie

Obie is reinventing the insurance process for landlords and real estate investors. Whether you're a seasoned investor or just starting out, Obie makes requesting a quote and getting coverage simple and transparent. We’re on a mission to disrupt the single and multi-family rental property insurance sectors, and are looking for motivated and passionate individuals to join us!

Brief Summary of Role

The Vice President, Channels and Partnerships is the largest revenue generating opportunity within Obie and is a vitally important role for the acceleration of our growth objectives. In this role, you will be responsible for managing our current channel partnerships, developing a high performance channel partnerships team, sales ops, account management and delivering the highest customer satisfaction from Obie’s solutions and services to grow revenue. Additionally, the successful candidate will identify and develop new channel partnerships where Obie services are delivered via analog or digital partnerships in the commercial insurance industry.

What You'll Do

• Build and execute channels and partnerships strategies by category and geography, creating and presenting sales and account management strategies that define Obie’s value proposition, setting milestones, measuring performance, and being accountable for results to executive leadership
• Identify and develop partnerships and strategic channels that optimize exceptional revenue growth year over year. Participate directly in the sales cycle for key opportunities and facilitate any co-sell opportunities
• Oversee partner enablement to ensure partners are properly trained and motivated to use Obie. Ensure standards for partner delivery excellence and customer satisfaction are maintained or exceeded
• Partner with marketing to ensure the execution of programs and events to drive channel leads, pipeline, and deal progression
• Define the operational plan for the channels business inclusive of systems, processes, and people
• Develop process for account operations and value propositions that highlight mutually beneficial relationships and value to end customer, along with repeatable sales enablement programs and toolkits
• Work closely across Marketing, Sales, Engineering and Product to drive a proactive cross-functional strategy and to advocate and influence for Partner needs
• Delivery of revenue goals from existing channel partnerships and identify growth opportunities within those partners
• Delivery of revenue goals by building a pipeline and closing new channel partnerships
• Lead a high performing Channels and Partnerships team
• Understand our partners' businesses, and develop strategies and incentives to make them more profitable through our partnership and channel sales strategy
• Detailed and analytical management of sales activities and pipeline of partners to generate revenue
• Negotiate commercial terms of partnership agreements
• Address partner related issues, sales conflicts, issues and technology and insurance product challenges

What You'll Bring

• 10+ years of experience managing partnerships for a high/hyper-growth B2B SaaS business; experience working at a venture backed company
• Strong people leader with demonstrated ability to get things done, build consensus, resolve conflict, and solve tough business problems while working in concert with others
• Ability to adapt in an evolving and constantly changing high-tech environment; ability to remain adaptable and flexible as business strategies are adjusted and refined
• Accomplished leader with proven experience in building, managing, and scaling high-performing global partnerships teams, within a B2B model or B2B2C model
• Experience building and managing channel programs in multiple regions and customer segments
• Experience managing several facets of channel sales and partnerships, including marketing, sales, ops, account management
• Demonstrated ability to grow and close large accounts through partners, selling a combination of products and services
• Outstanding track record of consistently meeting/exceeding revenue and sales objectives
• Experience with insurance, property management, fintech, insurtech, and or real estate finance a plus

Obie has you covered

Being in the insurance industry, we understand the importance of comprehensive benefits for you and your family. These are just some of the benefits and perks we provide:

Competitive salary

Flexible time off with an encouraged minimum time away to support a healthy work-life balance

12 weeks of Paid Parental Leave

Great health, dental and vision coverage

Life Insurance

Flexible Spending & Health Savings Accounts

Stock Options

401k match

Pet Insurance Reimbursement

Equipment budget - everything you need to do your best work

Professional development support

Company off-sites to support team development (as COVID allows)

Summer hours