Director of Strategic Partnerships

Northwoods•Dublin, OH

28d•Remote

About The Position

The Director of Strategic Partnerships is a key architect in building a scalable, repeatable partnership program from the ground up. This role owns the strategy, execution, and performance of the partner ecosystem, while collaborating closely with Sales, Marketing, Product, and Delivery to ensure partners are enabled, aligned, and producing measurable results. The Director approaches partnerships and sales consultatively, deeply understands customer and partner needs, and tailors solutions to deliver mutual value. The role carries direct responsibility for leading partner-driven deals and shared responsibility for supporting broader enterprise sales motions. Success requires strong enterprise sales acumen, hands-on experience with demand generation, and the ability to use data and tools to prioritize work and drive outcomes efficiently. The ideal candidate is a self-starter who takes initiative, thrives in ambiguity, and is willing and able to become, or already is, an industry expert in Human Services. A proven track record in partnership leadership, channel management, and cross-functional collaboration is essential to driving measurable business growth in Northwoods’ next phase of expansion.

Requirements

Bachelor’s degree in Business, Marketing, or a related field (or equivalent experience).
7+ years of experience in strategic partnerships, channel sales, business development, or a related field. Strong preference will be given for government sales experience.
Demonstrated success in building and managing partner programs in a B2B or enterprise software environment with measurable quota attainment.
Proven success in outbound prospecting and closing new enterprise accounts.
Willingness and ability to travel up to 50% as required for partner engagement and industry events.
Must be authorized to work in the U.S.

Nice To Haves

Proven ability to build, manage, and scale strategic partnerships and channel programs
Strong strategic thinking and problem-solving skills with demonstrated go-to-market experience
Experience recruiting and activating referral and technology partners to drive revenue growth
Ability to develop and deliver partner enablement, training, and business reviews
Strong cross-functional collaboration with Sales, Marketing, Product, Delivery, and Revenue Operations
Excellent communication, presentation, and relationship-building skills
Experience analyzing market trends, RFPs, and competitive activity to inform strategy
Proficiency using CRM systems (e.g., Salesforce) for pipeline management, forecasting, and reporting
Data-driven approach to measuring partnership performance and program impact
Experience supporting sales efforts, including proposals, RFPs, and deal structuring

Responsibilities

Identify, recruit, and activate strategic channel partners across Human Services program areas to expand market reach and drive revenue growth.
Build, manage, and develop the referral partner base, ensuring strong performance and mutual value creation.
Design, execute, and continuously improve the partnership strategy, including referral, and technology partners, to support organizational objectives.
Develop and launch joint go-to-market initiatives and pipeline campaigns to generate qualified leads and accelerate deal flow.
Collaborate with partners on co-marketing, product demonstrations, and joint sales pursuits to maximize partner-influenced revenue.
Create and deliver partner enablement resources; lead partner business reviews, training sessions, and ongoing engagement.
Implement and scale a structured, tiered partnership program, evolving from a limited set of partners into a robust ecosystem.
Regularly assess partner performance, addressing underperformance, and recognizing top partners to maintain program excellence.
Build and sustain trusted relationships with partners, aligning their efforts with Northwoods’ strategic priorities.
Track and analyze partner participation in deals, measure program impact, and report on key performance metrics to drive accountability and continuous improvement.
Monitor and analyze industry trends, legislative changes, RFPs, and competitive activity; deliver actionable insights to inform product strategy and market positioning.
Represent Northwoods at industry events and partner forums to strengthen relationships, identify new partnership opportunities, and drive joint pipeline growth.
Align partner activities with organizational goals through close collaboration with Sales, Marketing, Product, and Delivery teams.
Drive lead generation and support the sales team in closing partner-influenced deals; track and report on partner-driven funnel metrics.
Leverage CRM systems to manage partner leads, campaigns, pipeline tracking, and forecasting.
Identify and develop outreach strategies for new target customer profiles aligned to Northwoods’ value proposition.
Collaborate with internal teams to develop solutions, structure pricing, and create compelling proposals, RFP responses, and sales contracts.
Collaborate with Revenue Operations to deliver insights on partnership pipeline health, conversion rates, and forecast accuracy.

Benefits

Medical (includes H.S.A. option with employer contribution), dental, and vision insurance
Short- and long-term disability
Company paid basic life insurance
401(k) with 4% company match and immediate vesting
Free financial education and consultation
Wellness program that helps you earn lower premiums
Robust EAP program that includes free therapy sessions, lifestyle coaching, legal/ID theft services, and more
12 weeks fully paid parental leave
Up to $5,000 adoption fee reimbursement
$500 wellness reimbursement after 60 days of employment
Generous PTO policy and 10 company paid holidays
Company paid cell phone plan