Senior Director - Strategic Growth, Card Partnerships

Center 1 (19052), United States of America, McLean, Virginia

Senior Director - Strategic Growth, Card Partnerships

This is an exciting time for Capital One Card Partnerships. Our Card Partnerships business has been on an upward trajectory with a vision of driving strategic growth and building a $1B franchise with the strategy of building our existing book by one or two new partners each year.  We have made great progress on this journey over the last two years and are gaining momentum. At the core of enabling this growth lies our ability to deliver market differentiating innovation for our B2B2C business, and our ability to flawlessly launch new partners while reducing cost and building scale.             

We are looking to expand our business aggressively in the partner credit card segment, not only through organic growth in existing programs, but also through acquisitions of new card partners, the focus of this role. The ideal candidate will strongly influence Capital One’s business development strategy for new partnerships, and lead the translation of that strategy into successful identification and recruitment of future partners.

ABOUT THE ROLE:

This is not your typical business development role. Capital One is seeking a unique individual - one who has the requisite business acumen and management experience, but also embodies a passion for driving results, problem solving, and process improvement. Ideally this individual will be energized by operating as a balanced GM and business development leader facilitating tough prioritization decisions. This critical position in an exciting and rapidly changing industry has substantial strategic importance to Capital One.

This executive will manage a cross-functional team while partnering closely with our Credit and Deal teams, Marketing, Corporate Development, the Branded team, as well as the Partnerships Project teams supporting Product, Data and Customer Experience. 

This highly-visible executive will be responsible for proactively building a right to win strategy for Capital One with new partners and managing the relationships from end to end. In this VP role, you will help drive Capital One’s new partner acquisition strategy, including both identification of target businesses and developing the targeted approach and story that helps Capital One win each business we pursue. 

It is important that the successful candidate be a demonstrated transformer who is interested to put their mark on an organization, someone who has the ability to influence at the highest levels across the company, and a leader who brings top notch mentorship, development and followership. This individual must bring partnership skills and a consultative approach to work across business lines, senior leaders, and peers in advocating for card partnerships in support of destination business strategy. 

KEY RESPONSIBILITIES:

• Be an impactful leader of the strategy development by creating a deep understanding of the marketplace, including partnership prospects, competitor offerings, and how Capital One Card Partnerships is positioned to win.

• Drive communication with industry consultants and prospective partners.

• Lead a large cross-functional team to develop and ultimately approve Capital One’s RFP responses.

• Structure and negotiate new deals, renewals and contracts in a competitive environment.

• Take ownership of driving and managing the deal pipeline from engagement, due diligence, negotiation, all the way through signing.

• Seamlessly transition new client relationships to client strategies. 

• Leverage experience to help develop a tailored pitch strategy. Conceptualize and guide the process to create the presentation materials and engagement strategy of key decision-makers.

• Develop, manage and sustain complex internal relationships.

KEY COMPETENCIES:

• Proven success with managing senior client relationships; have the ability to build consultative relationships with senior leaders, and the ability to gain significant credibility, trust and support across all levels of the company. 

• Exhibit the confidence and poise to influence senior leadership teams as well as internal and external stakeholders.

• The desire to be a team player and place the best interests of the organization above personal objectives. 

• The highest ethical standards by demonstrating outstanding personal integrity, accompanied by a balanced ego and unwavering integrity. 

• Ability to develop deep understanding of our technical and servicing capabilities, including ability to autonomously offer grounded views on if / how we can customize our offering to client needs.

• Strong analytical, project