Vice President of Partnerships

Govini•Arlington, VA

30d

About The Position

Govini transforms Defense Acquisition from an outdated manual process to a software-driven strategic advantage for the United States. Our flagship product, Ark, supports Supply Chain, Science and Technology, Production, Sustainment, Logistics, and Modernization teams with AI-enabled Applications and best-in-class data to more rapidly imagine, develop, and field the capabilities we need. Today, the national security community and every branch of the military rely on Govini to enable faster and more informed Acquisition decisions. Govini is seeking a Vice President (VP) overseeing strategic partnerships to join the leadership team and play a pivotal role in driving the company’s next phase of growth. Leveraging your extensive experience selling software and data products to DoD and federal clients and working with channel partners, you will create, implement, and lead a new business development strategy that will accelerate our expansion and penetration in the defense and national security market and contribute meaningfully to revenue goals. To succeed in this role, you should be entrepreneurial by nature and have a track record of successfully launching new initiatives. You should be a market-facing leader, thrive in a collaborative environment, prefer to work in teams; demonstrate commitment and hard work; and be ruthlessly focused on outcomes. The VP, Partnerships role will report directly to the Chief Strategy Officer. We offer a competitive compensation package, including a long-term equity incentive plan. The right candidate will have the opportunity to shape the future of our company, contribute to the success of national security clients, and be a key driver of our exceptional growth in the industry.

Requirements

US Citizenship is required
10 years experience in business development or sales of commercial technology products to the U.S. federal government, preferably defense and/or national security
Experience managing channel partners for commercial SaaS sales to DoD and other federal agencies
Exceptional analytical and problem-solving skills
Strong stakeholder management; ability to work well across multiple teams such as sales, product, capture, finance, etc.
Strong influencer; track record of influencing decisions and opinions of diverse stakeholders internally and externally to the organization
Excellent written and verbal communication skills, including experience with executive-level leadership and/or Board engagement
Ability to articulate concepts and complex ideas in a clear, impactful manner
Passionate about driving change. Have a curious mind to challenge the status quo and provide innovative solutions and different perspectives
Intelligence self-starter with resilience and resourcefulness
Bachelor’s degree required

Nice To Haves

Current possession of a U.S. security clearance preferred
Experience in or exposure to the nuances of a startup or other entrepreneurial environment
Master’s degree in business, international affairs, public policy or related preferred

Responsibilities

Drive revenue growth through the successful development and execution of a partner program designed for Ark in the Defense Acquisition market
Collaborate with leadership across the company (Finance, Marketing, Product/Engineering) and the Account Leads to develop a comprehensive strategic roadmap and corresponding execution plans for partnerships aligned with the company’s objectives and the national security market landscape
Take ownership of existing channel and execution partners, including ongoing client meetings, solutioning, work share negotiations, and expansion discussions
Identify new partners across the defense industrial base, including management consulting firms, defense contractors, and non-traditional partners who are complementary to Govini’s offering within the defense acquisition space
Refine onboarding processes and support for new partners to ensure successful integration
Oversee channel management contracting processes, including task order development
Collaborate with internal teams to develop partnership opportunities that complement existing go-to-market strategies and product plans
Lead negotiations and deal structuring for partnership agreements, collaborations, and joint efforts
Initiate and cultivate relationships with key decision-makers and influencers in the defense industrial base sector
Serve as the primary point of contact for partners and foster relationships with current and potential future partners
Monitor and track key performance indicators relating to partner-generated revenue and partnership performance
Address partner concerns, resolve conflicts, and ensure the successful execution of partnership initiatives
Stay current on industry trends, policy changes, and contracting dynamics affecting the defense and national security sector
Leverage industry insights to inform customer engagements and partner relationships