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Dir/VP, Partnerships

1255 Union St NE 7th Floor, Washington, DC 20002

About Cobalt Service Partners

Cobalt Service Partners buys and builds leading access solutions businesses that install and maintain essentials like commercial doors, overhead doors, security gates, access control systems, video surveillance systems, and more. Through its commitment to people, technology, and unwavering stewardship, Cobalt offers founders a long-term home for their business that they can feel proud of. Securing Legacies, Unlocking Possibility.

Cobalt is backed by Alpine Investors, an investment firm committed to building enduring businesses by investing in and developing exceptional people.

Role Overview

The Dir/VP Partnerships will establish Cobalt as the premier OEM partner of choice within the commercial access control industry.This role is a key member of Cobalt’s national holding company, reporting directly to the EVP, Operations and working closely with executives across Cobalt’s finance, integration, and growth programs.  This is a specialist role with an emphasis on navigating our market’s complex OEM and distributor landscape. Success in this role results in Cobalt being seen as a trusted, national account by our largest OEM partners, as evidenced by:

  • Preferred participation in OEM-driven sales channels (e.g., lead sharing, co-marketing, select participation in registered deals)
  • Increased discounting and more favorable terms, reflecting Cobalt’s rapidly growing scale

This leader should expect to spend ~70% of their time developing and managing OEM- and distributor-driven sales channels, and ~30% of their time negotiating purchasing benefits. In both cases, communication with our portfolio leaders and executive team is critical.

This is an exciting opportunity to enter Private Equity operations with the support of a mature, values-driven team who are sponsored by one of the most successful middle-market PE firms.

Key Responsibilities

The Dir/VP Partnerships will establish and grow Cobalt’s relationships with OEMs and distributors in order to drive organic growth through (a) unlocking additional sales channels and (b) accessing more favorable discounts and purchasing terms.  This leader will have the following responsibilities:

  • Position Cobalt as a national player: Expand upon existing OEM relationships and establish the Cobalt portfolio in aggregate as a national player.
  • Open new sales channels: Unlock Cobalt’s access to OEM- and distributor-driven sales channels, including lead-sharing, registered, deals, co-marketing, etc. Ensure new channels are managed appropriately and that leads are funneled to the correct Cobalt portfolio company.
  • Increase material discounts: Leverage Cobalt’s scale to unlock higher discount tiers and more advantageous purchasing terms. Ensure discounts are fully captured across the Cobalt portfolio.
  • Directly support portfolio sales teams: As needed, directly support individual portfolio companies in registering for and managing OEM programs. Ensure any negotiated benefits are fully captured by the portfolio.
  • Support the Sales Academy training program: Foster OEM knowledge across Cobalt’s operators by assisting in content development and training.

Success in this role will be measured by the volume of channel-based leads that are generated, the magnitude of discounting negotiated, and fully capturing these OEM benefits in the portfolio companies.

Candidate Requirements

  • 5+ years experience in the commercial security integration market required, either in a mature security integrator or an OEM/distributor
  • Of that SI experience, at least 2+ years experience managing channel partnerships and/or sales program(s)
  • Fluent knowledge of the security integrator OEM and distributor landscape required (e.g., Axis, Milestone, Verkada); also, familiarity with the door OEM landscape preferred (e.g., Horton, Stanley, Record)
  • Bachelor’s Degree required; STEM or Business field preferred
  • Master’s Degree preferred, MBA or STEM field
  • Strong communications skills and an ability to influence others outside of direct reporting lines
  • Solutions-oriented analytical thinker; able to convert analysis to action in a blue-collar organization
  • Bias for action and independent actor
  • Travel is required 

Location
The ideal candidate is based out of Washington, DC to be collocated with Cobalt’s Operations team.
In-person engagement with OEMs and the Cobalt portfolio is critical for this role.  As such, travel is required.

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