Director, Government Alliance & Channel Sales (Remote)
About The Position
The Director of Alliance and Channel Sales will be responsible for developing and executing a comprehensive alliance sales strategy, focused on partnerships with system integrators, ISVs, and other channel partners to drive revenue growth and market penetration of VitalChek and LexisNexis Payment Processing Solutions within the Government. This role is responsible for the complete partner lifecycle – new partner recruitment, partner onboarding, and partner revenue generation and growth. The ideal candidate is an experienced alliance and channel salesperson with a proven track record of building and managing successful alliance partnerships with system integrators and ISVs in the public sector, preferably with an emphasis in payments processing. Additionally, they should have extensive knowledge of the payments industry and the payment processing requirements of government agencies.
Requirements
- Bachelor’s degree in business, or a related field; MBA preferred
- Strong personal network and relationships within the government payments industry
- Knowledge and experience in government sales and procurement
- Experience working with government-focused partners, such as system integrators, ISVs, or industry influencers
- 10+ years of experience in alliance and channel partners sales or related field. Ideally with payments processors
- Experience in sourcing, qualifying, and forming business relationships with C-suite executives
- Proven track record of achieving sales targets and driving revenue growth through alliance and channel partnerships
- Strong understanding of the Federal Government procurement process and partner ecosystem, including key players, trends, and challenges
- Excellent leadership, communication, and interpersonal skills
- Comfortable with a high degree of ambiguity and a fast-paced, evolving environment
- Ability to think strategically and execute tactically
- Experience with Salesforce and other sales analytics tools
- Travel required, up to 60%. Will need to work east coast hours.
Responsibilities
- Strategic Planning and Execution: Executing the strategic alliance sales strategy to achieve revenue targets and expand market share in the assigned markets.
- Staying informed about industry trends, competitive landscape, and emerging technologies to inform alliance and channel sales strategies and maintain a competitive edge.
- Representing the company at industry events, conferences, and trade shows to promote our solutions and strengthen partner relationships.
- Partner Management: Identifying, prioritizing, and pursuing potential partners and opportunities, including system integrators, ISVs, channel partners, government associations, and other strategic alliances, while ensuring alignment with company strategy and objectives.
- Conducting regular business reviews with alliance partners to assess performance, identify opportunities for growth, and address any challenges.
- Providing regular reports and updates to senior leadership on alliance partner performance, market trends, and other metrics.
- Strategic account management for assigned partners and ensures the success of the partnership as demonstrated by revenue growth and expansion of the relationship.
- Revenue Generation: Meeting revenue targets with sell to/through/with partners and/or assigned vertical markets.
- Managing individual pipeline and track progress through the sales cycle.
- Identifying and adding sales opportunities to the sales pipeline through alliance partners.
- Leading complex, strategic negotiations, and deliver on subsequent agreements.
- Partner Enablement: Providing partners with training, sales enablement tools, and ongoing support.
- Addressing challenges and issues arising from partner engagement, minimizing customer impact while balancing stakeholder needs and expectations.
- Relationship Building: Coordinating with and support the direct sales team to help advance their sales strategy through partners.
- Collaborating with internal teams, including market strategy, marketing, product, legal, and customer support teams, to ensure alliance partners have the tools and information needed to succeed.
- Engaging internal and external resources and stakeholders in support of partnership objectives and sales opportunities.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Number of Employees
5,001-10,000 employees
