Director of Implementation Partnerships

BS&A•Lansing, MI

About The Position

The Director of Implementation Partnerships is responsible for establishing, leading, and scaling BS&A’s implementation partnerships function. Reporting to the Chief Customer Officer, this leader takes ownership of the early-stage implementation partnerships BS&A already has in place and builds out a broader network of certified implementation partners that extends BS&A’s implementation capacity to support continued growth and rising customer demand, complementing the internal delivery teams while protecting the service reputation that defines BS&A. This leader is fully accountable for partner-delivered Go-Live ARR, grown through a measured, disciplined ramp. The model is sub-contractor-first, with BS&A remaining prime, and graduates proven partners toward referral engagements over time as they earn the right through certification and demonstrated performance. As the founding leader of this function, the Head of Partnerships is expected to balance strategic direction with hands-on program build-out, drive AI-enabled partner productivity, and establish granular best practices that ensure consistent, high-quality execution as the network grows.

Requirements

Establish, lead, and scale BS&A’s implementation partnerships function.
Build out a broader network of certified implementation partners.
Extend BS&A’s implementation capacity to support continued growth and rising customer demand.
Complement internal delivery teams.
Protect the service reputation that defines BS&A.
Be fully accountable for partner-delivered Go-Live ARR.
Manage a measured, disciplined ramp.
Operate with a sub-contractor-first model, with BS&A remaining prime.
Graduate proven partners toward referral engagements over time.
Earn the right through certification and demonstrated performance.
Balance strategic direction with hands-on program build-out.
Drive AI-enabled partner productivity.
Establish granular best practices for consistent, high-quality execution.
Define and own the strategy, roadmap, and growth trajectory for BS&A’s implementation partnerships function.
Build the function from the ground up into a scalable engine.
Assume ownership of BS&A’s existing, early-stage implementation partnerships.
Bring structure, standards, and active stewardship to mature relationships.
Integrate existing partnerships into the broader partner program.
Identify, recruit, and onboard implementation partners aligned to BS&A’s quality standards, target market segments, and growth priorities.
Govern the pace and mix of partner-delivered work.
Concentrate partner activity in workstreams and market lanes where partner enablement scales best.
Keep service quality as the primary constraint on pacing.
Establish the commercial and engagement framework for partners in collaboration with Sales, Finance, and Legal.
Build and own the partner certification program.
Define gates, tiers, and workstream-level qualifications for partners.
Ensure the quality bar for partner-delivered implementations remains non-negotiable.
Define the graduation model for partners progressing from sub-contractor to referral status.
Engage with the Partner Enablement function to translate BS&A’s methodology into partner-ready curriculum.
Establish performance standards, scorecards, and quality criteria.
Establish granular, task-level best practices for partner recruitment, certification, engagement, and management.
Ensure consistent adoption of best practices as the team and partner network scale.
Serve as the AI and automation champion for the partnerships function.
Ensure partners adopt BS&A’s AI-enabled implementation tools and methodology.
Define the metrics, reporting, and analytics needed to manage partner capacity, delivery quality, ramp pacing, and revenue contribution.
Partner with Sales Operations for tooling and reporting infrastructure.
Continuously refine the partner operating model based on performance data.
Identify gaps in process, documentation, and enablement and implement improvements.
Build, lead, and develop the partnerships team.
Set clear expectations, establish performance standards, and hold the team accountable.
Support hiring, onboarding, talent development, and succession planning.
Foster a culture of accountability, quality, collaboration, and continuous improvement.
Partner with Professional Services delivery leadership.
Coordinate with Sales and Finance on partner contracts, deal registration, and revenue tracking.
Work with Sales Operations on partner tooling, reporting, and analytics.
Work with Marketing on partner and co-marketing programs.
Represent the partnerships function to executive leadership.

Responsibilities

Define and own the strategy, roadmap, and growth trajectory for BS&A’s implementation partnerships function, building it from the ground up into a scalable engine that extends BS&A’s implementation capacity to meet growing customer demand.
Assume ownership of BS&A’s existing, early-stage implementation partnerships, bringing the structure, standards, and active stewardship needed to mature these relationships and integrate them into the broader partner program.
Hold full accountability for partner-delivered Go-Live ARR targets, managing to a measured, disciplined year-over-year ramp.
Identify, recruit, and onboard implementation partners aligned to BS&A’s quality standards, target market segments, and growth priorities.
Govern the pace and mix of partner-delivered work — beginning with a sub-contractor-first model where BS&A remains prime, and graduating proven partners toward referral engagements based on demonstrated performance.
Concentrate partner activity in the workstreams and market lanes where partner enablement scales best, keeping service quality as the primary constraint on pacing.
Establish the commercial and engagement framework for partners in collaboration with Sales, Finance, and Legal, including partner tiers, eligible workstreams, and economic models.
Build and own the partner certification program, defining the gates, tiers, and workstream-level qualifications partners must earn before taking on customer work.
Ensure the quality bar for partner-delivered implementations remains non-negotiable, with certification serving as the primary mechanism that protects BS&A’s service reputation.
Define the graduation model that governs how partners progress from sub-contractor engagements to referral status based on proven performance across multiple engagements.
Engage with the Partner Enablement function to translate BS&A’s implementation methodology, playbooks, and recommended practices into partner-ready certification curriculum.
Establish performance standards, scorecards, and quality criteria that determine partner standing, continued eligibility, and tier advancement.
Establish granular, task-level best practices for how partners are recruited, certified, engaged, and managed, and ensure consistent adoption as the team and partner network scale.
Serve as the AI and automation champion for the partnerships function, ensuring partners adopt BS&A’s AI-enabled implementation tools and methodology so that partner-delivered work benefits from the same per-head productivity gains driving the internal organization.
Define the metrics, reporting, and analytics needed to manage partner capacity, delivery quality, ramp pacing, and revenue contribution, partnering with Sales Operations for tooling and reporting infrastructure.
Continuously refine the partner operating model based on performance data, identifying gaps in process, documentation, and enablement and implementing improvements that drive consistency and scale.
Build, lead, and develop the partnerships team over time, beginning with partner enablement and expanding the team’s structure and roles as the partner network grows and needs evolve.
Set clear expectations, establish performance standards, and hold the team accountable for partner certification, capacity, quality, and revenue outcomes.
Support hiring, onboarding, talent development, and succession planning as the function scales year over year.
Foster a culture of accountability, quality, collaboration, and continuous improvement across the team.
Partner with Professional Services delivery leadership to ensure partner-delivered engagements meet BS&A delivery standards and integrate seamlessly with internal teams.
Coordinate with Sales and Finance on partner contracts, deal registration, and revenue tracking, owning partnership outcomes while leveraging these shared functions for execution.
Work with Sales Operations on partner tooling, reporting, and analytics, and with Marketing on partner and co-marketing programs.
Represent the partnerships function to executive leadership, providing visibility into partner capacity, ramp progress, revenue contribution, and risks.