Ascensus is the leading independent technology and service platform powering savings plans across America, providing products and expertise that help nearly 16 million people save for a better today and tomorrow.
The Head of Partner Solutions is the executive growth leader for Ascensus Retirement's institutional and strategic partner business. This role is accountable for achieving specific partner-channel growth objectives, including sales generated through existing partners, retention, profitability, expansion of current institutional relationships, and development of new partner opportunities. Today, Ascensus budgets for partners to achieve defined sales targets; this leader will own the operating discipline, engagement model, and growth accountability required to help partners enable sales within their own products and through their own distribution models, while coordinating with the appropriate Ascensus teams when direct sales support is required. The role will establish Partner Solutions as a disciplined growth engine and enterprise force multiplier by deepening executive relationships, expanding share of wallet, increasing adoption of Retirement and broader Ascensus solutions, and helping institutional partners grow with Ascensus. This leader will build executive-level relationships with key decision makers across current and prospective partners, develop strategic partner plans, create rigor around engagement models and pipeline development, and work across product management, strategy, marketing, operations, technology, finance, Core Retirement sales, and other enterprise teams to maximize revenue growth, profitability, client value, and operating capabilities. This senior leadership role requires a strong track record of general management, strategic thinking, business development, financial acumen, executive relationship management, coaching and talent development, sound judgment, and the ability to balance client needs, contractual commitments, growth opportunities, and organizational capabilities to deliver an outstanding partner and client experience.
NOTE: There is only one position. Preference is candidate to be located Hybrid to Needham, MA or Dresher, PA office. Will consider remote candidates outside of these areas, preferably East Coast.
Responsibilities:
Oversee the relationship management, retention, growth, and business development strategy for all institutional and strategic partners within the retirement division; be accountable for partner-channel sales goals, partner retention, revenue growth, profitability, share-of-wallet expansion, client satisfaction, and new partner acquisition; maintain frequent executive-level client and prospect interaction to serve as the voice of the customer and the market on the retirement leadership team; establish a disciplined partner engagement model, strategic account planning process, and growth cadence for the relationship management team; identify, cultivate, and help win new institutional partner relationships; participate in industry conferences and roundtables to stay abreast of key trends impacting clients and prospects; serve as executive sponsor for key partners; and maintain profit and loss (P&L) accountability for all institutional partners and key client relationships.
- Maximize the performance of the relationship management team by embedding a culture of proactive business ownership, including clear growth goals, coaching and development, exposure to relationship management and business development best practices, and periodic evaluation of the organization to ensure the optimal structure for achieving business goals.
- Formulate and oversee execution of annual strategic partner plans for institutional and strategic partners, with measurable objectives for sales enablement, partner-channel growth, retention, profitability, share-of-wallet expansion, cross-sell and solution opportunities, and delivery of an outstanding client and partner experience.
- Hold the organization accountable for achieving budgeted partner sales targets by enabling partners to grow within their own products and distribution models, strengthening partner sales readiness, identifying barriers to growth, coordinating Ascensus resources, and ensuring clear ownership of partner-specific growth plans.
- Serve as the enterprise relationship leader for key institutional partners by coordinating engagement across Retirement and other Ascensus businesses, identifying opportunities to deepen relationships, broaden solution adoption, and create mutually beneficial growth opportunities. Act as a force multiplier by helping connect partners to the full breadth of Ascensus capabilities where appropriate.
- Lead the identification, cultivation, pursuit, and acquisition of new institutional partner relationships while developing growth strategies for existing partners. Build executive-level relationships, uncover enterprise-wide opportunities, coordinate resources across Ascensus, and drive commercial outcomes that increase revenue, retention, and long-term strategic value.
- Work across Ascensus leadership teams to identify and execute growth opportunities that increase market share, strengthen partner relationships, expand adoption of Retirement and enterprise solutions, and maximize the long-term strategic and commercial value of institutional partnerships.
- Represent Ascensus Retirement Services industry-wide at relevant events and conferences, continuing to elevate the organization's external profile as a thought leader and innovator.
- Monitor client feedback closely to anticipate changes in needs and expectations. Proactively identify issues and restructure relationships to mitigate potential future risk.
- Implement and manage a comprehensive growth scorecard, including partner-channel sales performance versus budget, net growth, new partner pipeline, existing partner expansion, retention, profitability, share-of-wallet expansion, enterprise solution penetration, client satisfaction, and relationship management team effectiveness. Use retention analysis and data from Insights & Analytics CoE to understand patterns and identify opportunities to improve loyalty and retention.
- Manage cost center for the department, partnering with finance on the annual budget, multi-year strategic planning, and P&L performance.
- Ensure that the organization's activities remain compliant with all relevant legal and regulatory guidelines.
- Maintain responsibility for protecting, securing, and proper handling of all confidential data held by Ascensus to ensure against unauthorized access, improper transmission, and/or unapproved disclosure of information that could result in harm to Ascensus or its clients.
- Consistently demonstrate the I-Client philosophy and the Core Values of People Matter, Quality First and Integrity Always.
Experience, Skills, Knowledge Requirements:
- Bachelor's degree required; advanced degree preferred.
- 15+ years of experience in financial services, retirement, benefits, consulting, institutional partnerships, channel management, or another relevant partnership-driven business, with 10+ years in a senior client-facing, growth, business development, relationship management, or general management leadership role.
- Demonstrated success developing and executing growth strategies that achieve sales, retention, and profitability objectives through strategic partnerships, including accountability for partner-channel sales goals or similar channel-based commercial targets.
- 10+ years managing, developing, and growing complex business relationships, including demonstrated experience prospecting, developing, winning, maintaining, and expanding large institutional or strategic partner relationships.
- Demonstrated ability to help partners grow through their own products and distribution models by improving sales readiness, strengthening executive alignment, identifying expansion opportunities, coordinating internal resources, and removing obstacles to growth.
- Demonstrated success growing large strategic partnerships through a combination of executive relationship management, institutional sales or channel growth, business development, retention leadership, commercial negotiations, and cross-solution distribution strategies.
- Comprehensive knowledge of the retirement market, industry trends, and distribution channels preferred; demonstrated ability to quickly understand related markets and translate institutional partnership experience into a retirement business context required.
- Proven leadership ability with evidence of strategic talent management, coaching, performance management, and team development skills.
- Excellent interpersonal, executive communication, and relationship-building skills, with the ability to interact effectively with a variety of internal and external constituencies.
- Strong financial acumen with demonstrated experience managing a multi-million-dollar budget, articulating the costs and benefits of client-related expenditures, and maintaining P&L accountability for institutional partners and key client relationships.
- Experience in contract review and comprehensive understanding of the contract process; practical understanding of compliance and regulatory components of contracts.
- Must be able to express a sound opinion, consider alternate viewpoints, and be open to feedback from clients and colleagues.
- FINRA Series 6 or 7 and Series 24 or 26 licenses preferred.
- Experience with institutional sales, distribution partnerships, business development, strategic partner management, or channel management strongly preferred.
The national average salary range for this role is $250,000 - $325,000 in base pay, exclusive of any bonuses and benefits. This base salary range represents the low and high end of the salary range for this position. Actual salary offered will vary and may be above or below the range based on various factors including but not limited to location, experience, performance, and internal pay alignment. We do not anticipate that candidates hired will begin at the top of the range however, from time to time, it may occur on a case-by-case basis. Other rewards and benefits may include: 401(k) match, Medical, Dental, Vision, Paid-Time-Off, etc. For more information, please visit careers.ascensus.com/#Benefits
For virtual remote positions, we require an uninterrupted workspace during business hours and an internet work speed of 25 Mbps or better. If you are unsure of your internet speed before applying, please check with your service provider.
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