Partnership Director

Develop and maintain an end-to-end understanding of each partner, including institutional priorities, contracted services, use cases, adoption, performance, and partnership history.

Build relationships across executive sponsors, operational leaders, and day-to-day users, reducing dependence on any single contact.

Lead the renewal process from early planning through completion, coordinating with Revenue Operations and other teams on pricing, contracting, and execution.

Establish renewal timelines that allow sufficient time to demonstrate value, resolve concerns, and secure institutional commitment.

Track gross revenue retention and partner health, maintaining accurate renewal forecasts and clear explanations of account-level risks.

Lead substantive business reviews that connect Mainstay’s work to partner results and inform decisions about the partnership.

Establish shared success measures and regularly assess progress against the outcomes that matter to each institution.

Partner with Sales to qualify and pursue expansion opportunities, providing stakeholder insight, account history, and evidence of partner value.

Coordinate introductions and joint account conversations, maintaining clear ownership between relationship management and the commercial sales process.

Support net revenue retention through strong retention and collaboration with Sales on expansion.

Work closely with Product and Operations to surface issues early, communicate partner needs, and coordinate resolution.

Translate partner feedback into clear business requirements and explain product capabilities, limitations, and roadmap direction accurately.

Partner with Sales and Implementation on new-account handoffs so institutional goals, commitments, and success measures carry through into delivery.

Manage and coach assigned POMs, establishing clear account responsibilities, priorities, and service expectations.

Maintain complete and current account records in Mainstay’s CRM, including stakeholder relationships, risks, renewal status, and expansion opportunities.

Demonstrated success managing complex institutional relationships and retaining accounts.

Strong account management skills, including stakeholder mapping, account planning, executive engagement, and renewal negotiation.

Ability to connect product usage and performance data to measurable partner value.

Experience collaborating with Sales to grow existing accounts.

Sound judgment and the ability to lead cross-functional resolution of partner issues.

Strong understanding of higher education priorities, institutional decision-making, and budget cycles.