Senior Director of Partner Services Business Development
BlueCrest, Danbury, CT, United States
BlueCrest Global Services is the business unit of BlueCrest that provides equipment and software support services, professional services, and aftermarket parts for BlueCrest and third‑party products worldwide. We have ~900 technician and support professionals globally that support our on‑site, on‑call, and parts customers on 24 x 7 x 365 basis.
Position Summary
The Senior Director of Partner Services Business Development is a senior leadership role responsible for driving growth of BlueCrest’s OEM Partner Services business providing third‑party equipment maintenance, repair, installation, and upgrade services. This role leads strategic OEM partner new business acquisition through primary responsibility for customer marketing, prospecting, opportunity development, proposal / deal structuring, and new business capture of OEM Partner service programs.
The Senior Director will serve as the primary commercial and account management interface between OEM partners to ensure partner satisfaction, service delivery performance, contract compliance, scalable program execution, and profitable growth.
Core Position Responsibilities and Expectations
Business Development & OEM Partner Growth
- Develop and execute a business development strategy focused on acquiring and expanding OEM partner relationships, including overflow service, white‑label service, and authorized service programs.
- Identify new OEM partnership opportunities through market analysis, competitive intelligence, and targeted outreach.
- Manage the end‑to‑end partner acquisition lifecycle, including lead generation, qualification, proposal development, contract negotiation, and onboarding.
- Build executive‑level relationships with OEM stakeholders across service, operations, and commercial leadership.
- Drive revenue growth through expansion of service scope, geography, and equipment coverage within existing partner accounts.
Partner Services Marketing & Demand Generation
- Oversee OEM partner services marketing strategy and campaign activities to drive qualified pipeline development.
- Partner with the BlueCrest marketing function to develop and execute:
- Account‑based marketing (ABM) programs
- Thought leadership (case studies, ROI content)
- Ensure alignment between marketing activities and revenue outcomes
- Optimize funnel conversion metrics from lead generation to opportunity development to closed won business
Commercial Negotiation & Contract Management
- Lead the structuring and negotiation of complex, multi‑year SLA and professional service agreements to govern service delivery of our OEM partner services.
- Partner with the VP of Services Strategy and Program Management to define and develop pricing and service agreement models including but not limited to:
- SLA‑based contracts
- Subscription / managed services
- Be the primary BlueCrest opportunity and negotiation owner with current and prospective clients to negotiate commercial terms, SLAs, and partnership agreements.
- Balance deal competitiveness with margin discipline.
Partner Relationship Management & Customer Success
- Act as the voice of the OEM partner internally, ensuring alignment between partner expectations and service delivery execution.
- Lead quarterly business reviews (QBRs), performance scorecards, and strategic planning discussions with OEM partners.
- Drive high levels of partner satisfaction, retention, and long‑term collaboration.
- Resolve escalations related to service quality, responsiveness, or program performance.
Service Leadership & Cross‑Functional Collaboration
- Provide leadership and direction to field service, service operations, program management, and other support resources.
- Build scalable processes for acquiring and expanding OEM service programs and supporting multi‑partner growth.
- Lead with a growth mindset and foster a culture of accountability, operational discipline, and customer‑first execution.
Key Relationships
Reports to Position Title : VP, Services Strategy and Business Development
Key Collaborators : VP of Service Operations and Client Success, VP of Service Engineering and Solution Development
Qualifications (Skills, Experience, Education and Certifications)
Required
- Bachelor’s degree in Business, Engineering, Operations, or related field.
- 10 –15+ years of experience in business development, program management, or service operations within industrial services, OEM service networks, or field service organizations.
- Proven track record of closing strategic B2B partnerships and managing complex service programs.
- Strong understanding of field service delivery models, maintenance and repair operations, and service contract structures.
- Experience working with OEMs, manufacturers, or regulated equipment environments.
Preferred
- MBA or advanced degree.
- Experience with white‑label service partnerships or authorized service provider networks.
- Familiarity with Field Service Management (FSM) platforms, service analytics, and performance reporting systems.
- Background in multi‑site or national service operations.
- Service experience in the mailing or print industry.