EVP - Sales, Market Development & Partnerships

JOB SUMMARY:

The Executive Vice President, Market Development & Partnerships responsibilities include to build and own its partner ecosystem and develop the credit union market for the Blossom platform. This role is the business owner for every partner relationship that sells, refers, integrates with, implements, or influences the purchase of Blossom, and for taking Blossom's software to market. It is a business development, sales and sales-enablement role, and the main KPIs are total partner revenue, partner-sourced pipeline, and the number of active, enabled partners.

The EVP owns the partner franchise end to end, sits on the software pricing committee, and acts as Blossom's credit union subject matter expert and market voice. It is a hands-on, player-coach role, not an advisory one: the EVP owns the process and is measured on delivered results. The product roadmap stays with the CEO and CTO; the EVP feeds it with market and partner input.

SUPERVISORY RESPONSIBILITIES: None

DUTIES/ RESPONSIBILITIES:

Build the partner franchise

• Define Blossom's partner types and put on paper how Blossom works with each: commercial terms, obligations, branding rules, exit and transition terms.

• Own the partner program end to end: agreement templates (with outside counsel), NDA and certification flow, onboarding, demo instances, CRM access and deal registration, co-marketing standards, the partner playbook, and the partner section of the website.

• Run the Blossom Preferred Partner program: badge, co-branded page, marketing kit, approval of partner announcements.

• Extend the 1% referral standard into a documented program covering software, cards, and hardware, open to partners and to Blossom credit unions.

• Keep the partner product catalog current: every product Blossom resells (Array, Tranzapture, eDOC, OSG and others) listed separately from every integration or embedded partner (AWS, Mastercard, Ethoca and others), each with its agreement, commercial terms, margin or cost, renewal date, support path, and Blossom owner, so Sales, Implementation, and Finance work from one list.

App Store and developer ecosystem (business side)

• Own the business side of the App Store and developer portal; grow the ecosystem of developers and partners building on or selling through Blossom.

• Define and publish the rules of engagement: accounts, certification and fees, marketplace fee, API pricing, revenue share, billing, and terms for existing vendors to a Blossom credit union.

• Own the developer and marketplace agreement templates and the approval of each listing; set targets for sign-ups, certified partners, and listed apps.

Business development

• Own partner-sourced pipeline and revenue; every partner opportunity registered in HubSpot under its partner, with a pipeline view per partner.

• Sell and close directly with credit unions where the relationship warrants it, through the standard sales process.

• Build and manage resellers and OEM partners, negotiating terms so Blossom is never locked in; help them sell, join their calls, run demos, and review each partner's pipeline at least monthly.

• Build relationships with the consultants and influencers that shape core and digital decisions; develop system integrators and CUSO, corporate, and league distribution partners.

• Manage go-to-market initiatives with partners: joint webinars, co-branded campaigns, events, launch announcements, each with an owner and a pipeline target.

• Give a first-pass review of every reseller, vendor, and partnership agreement and bring the CEO a summary of mission, concerns, exit terms, and implementation and compliance implications before signature.

• Build the channel so partners sell, implement, and support smaller FIs over time, with Blossom as second tier; take strategic opportunities off the CEO's plate.

Partner and sales enablement

• Co-own with marketing, the content for the website and for all sales enablement materials: what each page and piece says, for whom, and why Blossom is different and the story that ties software, payments, and hardware together.

• Co-own with marketing, launch readiness for every software release and revenue product: at least two months before go-live, define who it is sold to, dependencies, pricing and packaging, sales process, and collateral.

• Build the training and certification path for partners, salespeople, and new employees, with Implementation on the LMS.

• Select, with Marketing, the partner and community portal integrated with HubSpot and own its structure and content; coordinate with the hardware role so both lines follow one format.

• Coach Sales on how credit unions buy; participate in sales and partner calls; enable partners to sell and demo on their own.

Partner collateral

• Create, with Marketing, all collateral behind every partner initiative: partner manual, welcome kit, product sheets and decks, co-branded templates, App Store and developer guides, training curriculum. Own the substance; Marketing owns design, production, and publishing.

Market voice and differentiation content

• Own the substance of "why we are different" by product and by persona, packaged as a buyer's guide, web pages, blog posts, and champion kits; keep every channel on the vision and answer the "all or nothing" misconception.

• Specify audience, persona, and delivery before anything is written; write or co-write articles and thought leadership with the CEO and Marketing in Blossom's restrained, fact-led voice.

Events, sponsorships, and industry relationships

• Own sponsorship sales and partner participation for the Blossom Collective, partner meetups, the investor meeting, and Blossom Builder (2028).

• Manage reciprocal sponsorship and referral relationships (Aptys, Corporate One, AWS. etc).

Strategic investors, market intelligence, executive leadership

• Identify and cultivate strategic investors among partners and credit unions and support the CEO in those conversations.

• Stay in direct contact with customers, prospects, partners, and consultants on why credit unions pick or hesitate on Blossom, what competitors do, and what the market is paying — competitor pricing, packaging, and discounting by product and by credit union size, kept current for the pricing committee; bring it back to Product, Sales, Marketing, and the CEO on a regular cadence.

• Participate in executive planning on major customers, partnerships, investor priorities, and product direction; carry cross-functional initiatives from concept to execution.

Performs other related duties as assigned.

REQUIRED SKILLS/ ABILITIES:

• Deep knowledge of credit unions: how they buy, how committees decide, the roles of CUSOs, corporates, leagues, and consultants, and the core and digital vendor landscape.

• Demonstrated success building partner channels, reseller programs, or developer ecosystems in financial services technology.

• Strong commercial and contract acumen, including negotiating reseller, referral, and technology agreements with outside counsel.

• Ability to translate product capabilities into business value by persona and to write credibly for a credit union executive audience.

• Strong network across credit union executives, consultants, corporates, and fintech partners; recognized industry presence on stage and in media.

• Proven ability to work across Sales, Marketing, Product, Implementation, and external partners without direct reports.

• Comfortable operating with a high degree of ownership in a fast-moving, AI-enabled environment, and fluent in using AI tools to draft, edit, and pressure-test content.

• Proficiency with Google Workspace and quick to learn new marketing and enterprise applications.

EDUCATION AND EXPERIENCE:

• Bachelor’s degree in Business, Marketing, Finance, or related field (MBA preferred).

• 15+ years of progressive experience in sales leadership and product strategy roles.

• Executive-level experience in financial technology strongly preferred.

PHYSICAL REQUIREMENTS:

• Prolonged periods of sitting at a desk and working on a computer.

• Frequent travel required for client meetings, industry conferences, and business development activities.

• Must be able to lift up to 15 pounds at times.

WHAT WE OFFER:

• Health, fully covered: Company-paid medical, dental, and vision insurance for employees.
• Life & AD&D: Company-paid life and accidental death & dismemberment coverage.
• Income protection: Company-paid short- and long-term disability.
• 401(k) with match: Save for the long run, and we’ll match.
• Remote allowance: Cell phone and internet connectivity expenses support.
• Flexible spending: FSA and Dependent Care (DCSA) accounts to stretch your pre-tax dollars.
• Unlimited PTO: Take the time you actually need.
• Employee Assistance Program (EAP): Confidential support for life’s harder moments.
• Supplemental benefits coverage: Voluntary insurance options to round out your plan.