Director of Technology Partnerships

Category Sales, Executive Location Mountain View, California Job ID 21989

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Company Overview

Job Overview

Intuit's Global Business Solutions Group (GBSG) is seeking a strategic, results-oriented Director of Technology Partnerships to lead and grow relationships with our top Independent Software Vendors (ISVs) across the QuickBooks and Mailchimp ecosystems. This executive role sits at the intersection of product, engineering, and go-to-market, and is responsible for shaping how Intuit's most strategic platform partners integrate, scale, and co-innovate within our connected small business ecosystem.

You will own a portfolio of high-impact ISV relationships, drive joint business outcomes, and serve as the internal champion for partner needs across product, engineering, and commercial teams. This role reports to the VP of Platform Partnerships and works cross-functionally with GBSG's product, platform, sales, and marketing organizations. This is a rare opportunity to shape the partner ecosystem strategy for two of the most widely used small business platforms in the world — QuickBooks and Mailchimp — at a company that serves over 100 million customers globally. You'll work at the forefront of Intuit's platform evolution, helping to build the connective tissue between Intuit's core products and the broader ISV ecosystem that small businesses depend on every day.

Responsibilities

What You'll Do

Partner Strategy & Portfolio Management

• Define and execute the ISV partnership strategy across QuickBooks and Mailchimp, aligning to GBSG's broader platform and ecosystem goals.

• Own and manage a portfolio of Tier-1 ISV relationships, serving as the primary executive point of contact for strategic partners.

• Develop partner segmentation and tiering frameworks to prioritize investment, enablement, and co-development resources.

• Identify and recruit net-new ISVs that expand Intuit's platform capabilities and address critical small business workflow gaps.

Revenue & Business Development

• Set and own partner-influenced and partner-sourced revenue targets in collaboration with GBSG commercial sales and finance leadership.

• Drive commercial negotiations and partnership agreements with top ISVs.

• Build joint business plans with key partners that include integration roadmaps, GTM milestones, and revenue commitments.

• Identify monetization models (revenue share, referral, fintech, API licensing)

Product & Platform Collaboration

• Act as the voice of the ISV partner ecosystem into Intuit's platform and API product teams, surfacing partner needs and advocating for roadmap investments.

• Partner with platform engineering to improve developer experience, API capabilities, and integration standards that accelerate ISV time-to-value.

• Collaborate with QuickBooks and Mailchimp product teams to ensure deep, differentiated integrations that drive mutual customer value.

• Evaluate partner integration quality and maturity; define standards and certifications for strategic ISV partners.

• Develop and report on ecosystem KPIs including integration adoption, joint customer penetration, partner NPS, and revenue contribution.

Leadership & Organizational Impact

• Lead and develop a team of senior partner managers

• Establish operational cadences, tools, and frameworks for tracking partner health, escalation management, and executive reviews.

• Influence cross-functional stakeholders — including Product, Engineering, Legal, Finance, and Sales — to move partnership priorities forward.

• Represent GBSG's ISV ecosystem interests in executive-level planning and investment discussions.

Qualifications

What We're Looking For

Required Experience

• 10+ years of experience in technology partnerships, business development, or platform/ecosystem strategy at a SaaS or platform company.

• 5+ years in a leadership or management role, with experience building and scaling partner teams.

• Demonstrated track record of managing and growing ISV or technology partner ecosystems at scale.

• Deep experience with SaaS platforms, APIs, and developer/ISV ecosystems — familiarity with SMB or fintech/martech platforms a strong plus.

• Experience owning partner-influenced revenue targets and executing co-sell and co-marketing motions with ISVs.

• Prior experience working with or within platforms such as QuickBooks, Salesforce, HubSpot, Shopify, Stripe, or similar ecosystems is highly desirable.

Preferred Experience

• Experience in both fintech/accounting and marketing technology ecosystems (aligning to QuickBooks + Mailchimp).

• Familiarity with SMB software buying behaviors and the ISV landscape serving small and mid-market businesses.

• Background working in a large, matrixed technology organization with cross-functional influence at the VP and C-suite level.

• Experience with Intuit's product portfolio or direct experience as an ISV building on Intuit's platform is a plus.

Core Competencies & Skills

Strategic Thinking

• Ability to design and evolve a multi-year ISV ecosystem strategy that advances Intuit's platform vision and GBSG revenue goals.

• Skilled at synthesizing market trends, competitive dynamics, and partner feedback into actionable strategic plans.

• Comfortable operating at both the strategic and tactical level — from setting direction to resolving partner escalations.

Executive Relationship Management

• Proven ability to build and sustain C-level and VP-level relationships with external partners over multi-year horizons.

• Trusted advisor presence with partners, capable of navigating complex commercial, technical, and strategic conversations.

• Experience managing high-stakes negotiations and structuring win-win partnership agreements.

Cross-Functional Influence

• Strong track record of influencing product roadmaps, engineering priorities, and go-to-market plans without direct authority.

• Skilled at building alignment across diverse stakeholders including Product, Engineering, Legal, Finance, and Sales.

• Ability to represent partner perspectives internally in a way that drives prioritization and organizational action.

Technical Fluency

• Sufficient technical depth to engage meaningfully with engineering and product partners on API design, integration architecture, and platform capabilities.

• Ability to evaluate integration quality and partner technical maturity, and guide partners toward best-practice implementations.

• Comfortable translating technical concepts into business value for non-technical stakeholders.

Data-Driven Decision Making

• Fluency with partnership metrics and ecosystem analytics: integration adoption rates, joint customer overlap, revenue attribution, partner health scores.

• Ability to build and present executive-level business cases grounded in data.

• Experience using CRM and partner management platforms (Salesforce, Crossbeam, PartnerStack, or similar) to manage and report on partner portfolios.

People Leadership

• Proven ability to recruit, develop, and retain high-performing partnership and business development talent.

• Creates a culture of accountability, partner-centricity, and continuous learning within the team.

• Skilled at setting clear goals, delegating effectively, and coaching team members through complex partner situations.

Communication & Executive Presence

• Exceptional written and verbal communication skills; able to present clearly and persuasively to executive audiences.

• Comfortable representing Intuit externally as an ecosystem spokesperson at industry events and partner QBRs.

• Ability to distill complex partnership dynamics into clear narratives for internal leadership.

Intuit provides a competitive compensation package with a strong pay for performance rewards approach. This position may be eligible for a cash bonus, equity rewards and benefits, in accordance with our applicable plans and programs (see more about our compensation and benefits at Intuit®: Careers | Benefits). Pay offered is based on factors such as job-related knowledge, skills, experience, and work location. To drive ongoing fair pay for employees, Intuit conducts regular comparisons across categories of ethnicity and gender. The expected base pay range for this position in Mountain View, CA is: $278,500 - $377,000.

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