Director, Government Alliance Sales

RELX • Home based-Virginia, VA

9d • $108,400 - $356,100 • Remote

About The Position

This role is responsible for developing and executing alliance sales strategy across state and local government markets. It is an individual contributor role focused on identifying, nurturing, and advancing strategic partner opportunities with system integrators, consultancies, and other partner organizations that serve public sector customers. The position involves building and managing relationships with alliance partners, uncovering partner-led opportunities, supporting direct sales teams, and positioning LexisNexis Risk Solutions capabilities within programs serving public education, public pension and retirement, toll authorities, state health and human services, social services agencies, public safety, and local law enforcement markets. The role requires a strong alliance sales mindset, comfort operating in complex partner ecosystems, and the ability to move opportunities from early concept through execution.

Requirements

• 10+ years of experience in alliance sales, partner sales, strategic partnerships, business development, or related public sector sales roles.
• Bachelor’s degree in Business or a related field; MBA preferred.
• Experience working with state and local government markets, system integrators, consultancies, or partner ecosystems serving public sector customers.
• Experience identifying, developing, and advancing partner-led sales opportunities from early-stage concept through pipeline progression and execution.
• Strong understanding of identity verification, authentication, fraud mitigation, biometrics, data management, or adjacent risk and government technology solutions.
• Familiarity with LexisNexis Risk Solutions products, competitor identity solutions, or related public sector technology platforms preferred.
• Experience using Salesforce or other sales analytics, pipeline management, and reporting tools.
• Ability to clearly communicate complex solution value to partners, sales teams, and public sector stakeholders.
• Ability to travel up to 60%, with travel driven by partner meetings, strategic account engagement, opportunity development, and trade show coverage.
• Alliance sales and strategic partner development
• Consultative selling and opportunity creation
• Public sector relationship management
• Strong communication, executive presence, and follow-through
• Ability to operate independently in a fast-moving, matrixed environment
• Strategic thinking with strong tactical execution
• Cross-functional collaboration and influence
• Curiosity, persistence, and comfort navigating ambiguity
• Customer- and partner-centric mindset

Responsibilities

• Develop and execute strategic alliance sales plans to drive revenue growth, expand market penetration, and advance partner-led opportunities across assigned state and local government markets.
• Build, nurture, and manage relationships with alliance partners, system integrators, consultancies, and partner business units aligned to public sector programs and initiatives.
• Identify and develop new partner opportunities, including proof-of-concept programs, funded government initiatives, consortium-led projects, and partner-driven sales motions.
• Position LexisNexis Risk Solutions capabilities within partner conversations, including identity verification, authentication, fraud mitigation, biometrics, threat intelligence, and data management solutions.
• Partner with direct sales directors and account teams to align alliance activity with market priorities, customer needs, and revenue goals.
• Enable direct sales teams by educating them on available partnerships, partner motions, and ways alliance relationships can accelerate closes or improve win probability.
• Represent the company in partner meetings, customer-facing discussions, industry events, conferences, and trade shows to promote solutions and strengthen partner relationships.
• Conduct strategic account management for assigned partners, including annual or biannual onsite engagement, regular business reviews, opportunity planning, and relationship expansion.
• Work cross-functionally with market strategy, marketing, product, legal, customer support, and sales leadership to ensure partners have the tools, information, and support needed to succeed.
• Maintain visibility into industry trends, competitive dynamics, emerging technologies, and government program activity to inform alliance strategy and opportunity development.
• Provide regular updates to leadership on partner activity, pipeline development, market trends, relationship health, and other relevant performance indicators.

Benefits

• Comprehensive, multi-carrier program for medical, dental and vision benefits
• 401(k) with match and an Employee Share Purchase Plan
• Wellness platform with incentives, Headspace app subscription, Employee Assistance and Time-off Programs
• Short-and-Long Term Disability, Life and Accidental Death Insurance, Critical Illness, and Hospital Indemnity
• Family Benefits, including bonding and family care leaves, adoption and surrogacy benefits
• Health Savings, Health Care, Dependent Care and Commuter Spending Accounts
• In addition to annual Paid Time Off, we offer up to two days of paid leave each to participate in Employee Resource Groups and to volunteer with your charity of choice

What This Job Offers

• Job Type: Full-time
• Career Level: Director