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Director, Strategic Alliances (Utilities Vertical)

Join KUBRA's accomplished Business Development team and forge groundbreaking net new strategic alliances with partner organizations that drive indirect sales revenues and advance key strategic objectives.


What you get to do everyday
  • Conduct comprehensive market investigations to identify potential strategic alliance opportunities that align with business objectives.
  • Assess the strategic fit of potential partners by analyzing capabilities, market positioning, and alignment with company goals.
  • Initiate engagement with prospective partners to explore collaboration opportunities and develop mutually beneficial relationships.
  • Negotiate terms and agreements for new strategic alliances, ensuring they deliver value and align with the company’s growth goals.
  • Collaborate cross-functionally to evaluate the financial, operational, and strategic implications of potential partnerships.
  • Oversee and ensure the seamless execution of the KUBRA business development process, encompassing all stages from initial engagement to contract closure.
  • Develop and deliver compelling proposals and presentations tailored to prospective partners, showcasing the value and alignment of the partnership opportunity with both parties' strategic objectives.
  • Lead contract negotiation processes, balancing the achievement of favorable terms with the establishment of strong, collaborative relationships.
  • Coordinate internal resources and stakeholders to support timely and effective decision-making throughout the partnership development lifecycle.
  • Facilitate the signing and implementation of agreements, ensuring all commitments and milestones are clearly defined and achievable.
  • Maintain rigorous attention to detail and adherence to timelines to uphold professionalism and credibility in all business development activities.
  • Support seamless transition of the strategic alliance into Sales department for channel development 


What kind of person should you be?
  • Detailed oriented with strong analytical skills and a strong understanding of alliance development
  • Strong great business acumen, analytical & strategic thinker with excellent written & oral communications skills.
  • Strong understanding of billing & payments with experience in working in utility vertical
  • Strong technology understanding  
  • Strong communication and social skills with the ability to create trust with targets
  • Ability to work in a fast-paced, ever-changing environment and learn quickly
  • Expectation of participating and embracing daily review meetings, metrics, clear documentation of calls/follow up.
  • Willing and able to travel up to 30% of the time


What skills do you need?
  • At least 5 years of relevant alliance development or alliance management experience 
  • 5+ years of relevant experience in sales or partnership development specific to the billing and payment sector  
  • Strong utility vertical fintech experience – established relationship with third party organizations, strong understanding of key back-end platforms, key ISV (Independent Software Vendors) providers, key system integrators focused in respective vertical
  • Experience in consultative selling, development of business cases for execution of alliance partner programs
  • Education required:  University degree, BComm or MBA 


What you can expect from us:
  • Competitive commission structure
  • Award-winning culture that fosters growth, diversity and inclusion for all
  • Generous benefit coverage with low premiums (+ a Health Care Spending Account)
  • RRSP Matching
  • Paid day off for your birthday
  • Access to LinkedIn learning courses
  • Continued education with our education reimbursement program
  • Flexible schedules
  • Free unlimited access to our refreshment stations (fully stocked with tea, coffee and other beverages)
  • Two paid days for volunteer opportunities
  • A free premium membership for ‘Headspace’; an app geared towards mental health and wellbeing
  • Access to Perkopolis retail discounts


While we value the skills and experiences listed in our job requirements, we also recognize that talent comes in many forms, and welcome applications from candidates who meet most but not all specified requirements. If you possess a strong desire to learn and grow in a dynamic work environment, apply now!


KUBRA is a fast-growing company that delivers customer communications solutions to some of the largest utility, insurance, and government entities across North America. KUBRA offers billing and payments, mapping, mobile apps, proactive communications, and artificial intelligence solutions for customers. With more than 1.5 billion customer interactions annually, KUBRA services reach over 40% of households in the U.S. and Canada. KUBRA is an operating subsidiary of Hearst.

 

Our office is small enough to allow creative individuals to flourish, yet large enough to provide long-term stability. We place a tremendous amount of responsibility on our team members to be productive, focused and self-motivated. We offer a casual work environment, competitive compensation and a stellar benefits program. 


KUBRA does not typically provide immigration-related assistance, including employment-based work visa (e.g. H-1B) sponsorship, work permit applications and extensions, permanent residence (green card) sponsorship, LMIA applications or permanent residency nominations. Candidates must ensure they have legal authorization to work in the U.S/ Canada. All sponsorship determinations are case by case based on business need.

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Average salary estimate

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$120000K

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What You Should Know About Director, Strategic Alliances (Utilities Vertical), KUBRA

At KUBRA, we’re on the lookout for a dynamic Director of Strategic Alliances for the Utilities Vertical to join our impeccable Business Development team in Mississauga, ON. This isn't just any position; you will play a crucial role in establishing groundbreaking strategic alliances with partner organizations that drive our indirect sales revenues and fulfill our strategic objectives. Your day-to-day will involve conducting in-depth market research to uncover promising alliance opportunities that align with our business goals. You’ll assess the strategic fit of potential partners through a close analysis of their capabilities and market positioning, and initiate meaningful engagement to explore collaborative prospects. With your strong negotiation skills, you'll establish mutually beneficial agreement terms that not only promote growth but also reflect our professionalism. You’ll facilitate the seamless execution of business partnerships, ensuring clarity around commitments and milestones, while also collaborating cross-functionally to evaluate partnerships from every angle. We need someone who is detail-oriented and possesses exceptional analytical skills, along with a solid understanding of billing and payments within the utility vertical. As you embody KUBRA’s award-winning culture, you’ll enjoy competitive commissions and numerous perks like health benefits, flexible schedules, and access to educational resources. If you have the passion to forge strong relationships and transform the utility landscape, we want to hear from you. Join us and innovate with KUBRA!

Frequently Asked Questions (FAQs) for Director, Strategic Alliances (Utilities Vertical) Role at KUBRA
What are the core responsibilities of the Director of Strategic Alliances at KUBRA?

As the Director of Strategic Alliances at KUBRA, your core responsibilities will include conducting market investigations to identify strategic alliance opportunities, assessing potential partners for strategic fit, initiating and fostering relationships with partner organizations, negotiating agreement terms, and overseeing the entire business development process from engagement to contract closure. Additionally, you will collaborate with internal stakeholders to evaluate the implications of partnerships and ensure effective execution of agreements.

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What qualifications are required for the Director of Strategic Alliances position at KUBRA?

To be considered for the Director of Strategic Alliances position at KUBRA, candidates should have at least five years of relevant alliance development or management experience, alongside a strong background in sales or partnership development within the billing and payment sector. A university degree in business (BComm) or an MBA is needed. Moreover, familiarity with the utility vertical and established relationships with third-party organizations are critical for success in this role.

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How does KUBRA support the professional development of the Director of Strategic Alliances?

KUBRA is committed to fostering a culture of growth and learning. As a Director of Strategic Alliances, you will have access to educational reimbursement programs, LinkedIn learning courses, and flexible schedules that allow for ongoing professional development. The environment at KUBRA is designed to nurture creativity while ensuring team members are productive and self-motivated.

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What type of company culture can a Director of Strategic Alliances expect at KUBRA?

At KUBRA, the company culture is award-winning, emphasizing growth, diversity, and inclusion. The work environment is casual yet professional, allowing individuals to thrive creatively while maintaining high productivity levels. Employees enjoy various benefits, including a competitive commission structure and numerous wellness initiatives, which reflects our commitment to supporting our team members' well-being both personally and professionally.

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What travel requirements accompany the Director of Strategic Alliances role at KUBRA?

In the role of Director of Strategic Alliances at KUBRA, you should be prepared to travel up to 30% of the time. This travel is essential for initiating and nurturing relationships with partners, attending relevant industry events, and ensuring effective collaboration with strategic allies across different locations.

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Common Interview Questions for Director, Strategic Alliances (Utilities Vertical)
Can you tell us about your experience with strategic partnership development in the utility sector?

When answering this question, highlight specific roles where you successfully developed strategic partnerships. Discuss the goals you aimed to achieve, the processes you followed, and the outcomes of these partnerships to demonstrate your capability in driving significant business results.

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How do you assess the potential fit of a partner organization?

To answer effectively, describe the framework you use to analyze a partner's capabilities and alignment with business objectives. Highlight the importance of market positioning and synergy in ensuring a successful collaboration.

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What negotiation tactics do you find most effective when establishing partnerships?

Share your preferred negotiation strategies, emphasizing the importance of creating win-win situations. Provide examples where these tactics helped secure beneficial terms while maintaining strong working relationships.

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Describe a challenging partnership implementation you managed. How did you overcome obstacles?

Detail the specific challenges you faced in implementing a partnership and the steps you took to resolve them. This could include communication strategies, resource allocation, or conflict resolution techniques that ensured the partnership's success.

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What role does cross-functional collaboration play in your approach to partnership development?

Discuss the importance of working with various departments, such as sales, marketing, and operations, to align goals and strategies. Offer examples of how collaboration has led to improved outcomes in past partnerships.

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How do you maintain relationships with strategic partners over time?

Mention your methods for nurturing ongoing relationships, such as regular check-ins, updates on mutual goals, and seeking feedback. Share successful examples where consistent engagement led to renewed partnership contracts or expanded collaborations.

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What strategies do you employ to identify new partnership opportunities in the market?

Explain your approach to market research, including tools or methodologies you use to identify potential partners that share similar objectives, values, and capabilities that would benefit both parties.

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Can you provide an example of a successful partnership you executed? What made it successful?

Highlight a specific partnership, detailing what made it a success, such as shared goals, clear communication, and mutual benefits. Include any metrics or results that demonstrate the partnership's impact on the business.

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How do you handle conflicts that may arise during partnership negotiations?

Discuss your conflict resolution skills and how you approach disagreements with partners. Highlight your value for relationships and your commitment to finding solutions that work for both sides.

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Why do you want to work as the Director of Strategic Alliances at KUBRA?

This is your chance to express enthusiasm for KUBRA's mission and its impact on the utility sector. Discuss how your experience aligns with their goals and how you hope to contribute to driving innovation and strategic growth at KUBRA.

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