Manager - Channel Expansion & Partnerships, OnStar
General Motors, Warren, Michigan, United States, 48091
The Manager, OnStar Channel Expansion & Strategic Partnerships will lead the development, launch, and scaling of new acquisition and engagement channels for OnStar. This role expands OnStar’s reach into non‑GM franchise dealers and builds strategic partnerships across insurance, rewards and loyalty ecosystems, mobility providers, and other high‑potential sectors.
The role also extends OnStar’s presence across the full used‑vehicle lifecycle by developing partnerships and channel strategies that shrink the disconnected fleet and drive customer activation, reactivation, and sustained engagement.
The ideal candidate brings strong business development, strategic thinking, and program management capabilities, with a proven ability to build programs from ideation through execution and scale them across complex ecosystems. This leader will design incentive structures, develop partner engagement models, and align cross‑functional teams to deliver measurable improvements in awareness, acquisition, engagement, and retention.
Key Responsibilities: Channel Expansion & Business Development
Identify, evaluate, and secure new channel partners, including non‑GM dealers, insurance carriers, telecom providers, rewards and loyalty platforms, mobility networks, and other adjacent industries and marketplaces.
Develop partner acquisition strategies to drive incremental OnStar growth and expand customer reach.
Serve as the primary interface with external partners to advance discussions, ensure alignment, and manage long‑term‑relationships. · Develop partner solutions that connect OnStar to customers at all stages of the used‑vehicle lifecycle, including vehicle acquisition, reconditioning, service, retail, and post‑sale ownership moments.
Pursue partnerships with marketplaces, service providers, and fleet remarketers to meaningfully reduce the size of the disconnected fleet and increase activation opportunities.
Program Design & Execution
Architect partner programs from ideation to launch, including economic models, incentive structures, training plans, and ongoing performance management.
Lead cross functional- workstreams with Product Marketing, Sales, Finance, Analytics, Legal, Operations, and external partner teams to implement programs effectively.
Define KPIs, manage dashboards, and continuously optimize programs to drive higher acquisition, engagement, and retention.
Lead alignment with data, analytics, and performance teams to establish a reporting architecture that powers insights and measurable performance results.
Cross-Functional & Executive Alignment
Influence and collaborate across a highly matrixed organization to align priorities and drive execution.
Engage confidently at all levels—from frontline employees and sales consultants to senior executives within GM and partner organizations.
Prepare and deliver partner strategies, performance updates, and business cases to leadership. · Partner with analytics, data strategy, and field teams to understand the geographic, dealer, and segment‑level distribution of disconnected vehicles, and prioritize high‑impact channels accordingly.
Market Understanding & Opportunity Development
Stay ahead of trends in automotive retail, mobility, insurance, telecom, and digital ecosystems to identify emerging opportunities.
Benchmark partnership models and bring forward new concepts that accelerate OnStar’s channel expansion roadmap.
Map the used‑vehicle customer journey and benchmark emerging lifecycle‑based engagement models to bring forward strategies that capture activation opportunities beyond traditional dealership environments.
Track trends in vehicle remarketing, digital retailing, and service ecosystem integrations that can turn historically offline touchpoints into new activation channels.
Qualifications Required:
5–7+ years’ experience in business development, partnerships, program management, or related roles.
Proven ability to build and scale new programs or channels from ideation through execution.
Strong relationship management, negotiation, and communication skills.
Ability to collaborate across cross functional- teams and influence without authority.
Comfortable working with both frontline teams and senior executives.
Ability to travel up to 25%.
Preferred:
Experience in automotive, mobility, insurance, telecom, or adjacent industries.
Familiarity with dealer operations, incentives, and subscription/recurring-revenue models.
Experience developing channel programs or partnership ecosystems.
What Success Looks Like
New acquisition channels launched and scaling within the first 12–18 months.
Meaningful increases in OnStar awareness, acquisition, engagement, and retention.
Well-structured, repeatable partner programs with clear KPIs and measurable impact.
Strong internal and external relationships that accelerate time-to-market and execution excellence.
Expanded reach into used‑vehicle ecosystems—including independent service centers, digital retailers, wholesalers, mobility operators, and marketplace platforms.
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The role also extends OnStar’s presence across the full used‑vehicle lifecycle by developing partnerships and channel strategies that shrink the disconnected fleet and drive customer activation, reactivation, and sustained engagement.
The ideal candidate brings strong business development, strategic thinking, and program management capabilities, with a proven ability to build programs from ideation through execution and scale them across complex ecosystems. This leader will design incentive structures, develop partner engagement models, and align cross‑functional teams to deliver measurable improvements in awareness, acquisition, engagement, and retention.
Key Responsibilities: Channel Expansion & Business Development
Identify, evaluate, and secure new channel partners, including non‑GM dealers, insurance carriers, telecom providers, rewards and loyalty platforms, mobility networks, and other adjacent industries and marketplaces.
Develop partner acquisition strategies to drive incremental OnStar growth and expand customer reach.
Serve as the primary interface with external partners to advance discussions, ensure alignment, and manage long‑term‑relationships. · Develop partner solutions that connect OnStar to customers at all stages of the used‑vehicle lifecycle, including vehicle acquisition, reconditioning, service, retail, and post‑sale ownership moments.
Pursue partnerships with marketplaces, service providers, and fleet remarketers to meaningfully reduce the size of the disconnected fleet and increase activation opportunities.
Program Design & Execution
Architect partner programs from ideation to launch, including economic models, incentive structures, training plans, and ongoing performance management.
Lead cross functional- workstreams with Product Marketing, Sales, Finance, Analytics, Legal, Operations, and external partner teams to implement programs effectively.
Define KPIs, manage dashboards, and continuously optimize programs to drive higher acquisition, engagement, and retention.
Lead alignment with data, analytics, and performance teams to establish a reporting architecture that powers insights and measurable performance results.
Cross-Functional & Executive Alignment
Influence and collaborate across a highly matrixed organization to align priorities and drive execution.
Engage confidently at all levels—from frontline employees and sales consultants to senior executives within GM and partner organizations.
Prepare and deliver partner strategies, performance updates, and business cases to leadership. · Partner with analytics, data strategy, and field teams to understand the geographic, dealer, and segment‑level distribution of disconnected vehicles, and prioritize high‑impact channels accordingly.
Market Understanding & Opportunity Development
Stay ahead of trends in automotive retail, mobility, insurance, telecom, and digital ecosystems to identify emerging opportunities.
Benchmark partnership models and bring forward new concepts that accelerate OnStar’s channel expansion roadmap.
Map the used‑vehicle customer journey and benchmark emerging lifecycle‑based engagement models to bring forward strategies that capture activation opportunities beyond traditional dealership environments.
Track trends in vehicle remarketing, digital retailing, and service ecosystem integrations that can turn historically offline touchpoints into new activation channels.
Qualifications Required:
5–7+ years’ experience in business development, partnerships, program management, or related roles.
Proven ability to build and scale new programs or channels from ideation through execution.
Strong relationship management, negotiation, and communication skills.
Ability to collaborate across cross functional- teams and influence without authority.
Comfortable working with both frontline teams and senior executives.
Ability to travel up to 25%.
Preferred:
Experience in automotive, mobility, insurance, telecom, or adjacent industries.
Familiarity with dealer operations, incentives, and subscription/recurring-revenue models.
Experience developing channel programs or partnership ecosystems.
What Success Looks Like
New acquisition channels launched and scaling within the first 12–18 months.
Meaningful increases in OnStar awareness, acquisition, engagement, and retention.
Well-structured, repeatable partner programs with clear KPIs and measurable impact.
Strong internal and external relationships that accelerate time-to-market and execution excellence.
Expanded reach into used‑vehicle ecosystems—including independent service centers, digital retailers, wholesalers, mobility operators, and marketplace platforms.
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