VP of Partnerships and Public Affairs

Northwoods•Dublin, OH

About The Position

This role exists to ensure the company is not simply selling into government markets, but operating credibly, responsibly, and effectively within them. By bringing partnerships, public affairs, and ecosystem leadership together under a single executive, the company can accelerate growth, reduce risk, and strengthen its position as a trusted long-term partner to the human services mission. The Vice President of Partnerships & Public Affairs is a senior executive role responsible for building a high-impact partner ecosystem from near zero while helping shape the company’s public affairs, legislative strategy, and market credibility across federal, state, and county human services markets. This role owns the partner strategy end to end, from recruitment and enablement through joint go-to-market execution, contracting, partner negotiations, attribution, governance, and performance management, and serves as a senior external representative of the company with consulting firms, technology partners, policymakers, associations, and other ecosystem leaders. This leader is accountable for partner-sourced and partner-influenced revenue and plays a critical role in shaping how the company is perceived by government executives, regulators, and industry stakeholders. This is a highly visible, externally facing role operating at the intersection of growth, formal advocacy and legislative strategy, policy awareness, and responsible government engagement, with the opportunity to help define a function that will matter materially to the company’s next stage of growth.

Requirements

Typically 12+ years of significant senior leadership experience in partnerships, alliances, public affairs, government affairs, or business development.
Proven track record of building partner programs with measurable pipeline and revenue impact.
Demonstrated experience engaging state and local government leaders, associations, and regulated markets; adjacent regulated-market experience is also valued.
Strong understanding of government procurement dynamics, public-sector ethics requirements, and the operating realities of regulated markets.
Executive level communication skills with comfort operating in politically and commercially complex environments.
Experience in SaaS, enterprise software, or technology businesses serving public or highly regulated sectors is required.

Nice To Haves

Studies have shown that women and people of color are less likely to apply to jobs unless they meet every qualification. At Northwoods, we are dedicated to building a diverse, inclusive, and authentic workplace, so if you are excited about this role but your experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway.

Responsibilities

Design and implement a structured, tiered partner program spanning channel, referral, technology, and consulting alliances from near zero.
Define partner segmentation, value propositions, and engagement models aligned to the company’s target markets and sales motion.
Identify, recruit, and activate high-impact partners across the human services ecosystem, including advisory firms, system integrators, technology providers, and niche specialists.
Establish clear governance, operating cadence, and rules of engagement to enable scale while protecting sales integrity.
Lead partner contracting and negotiations in close coordination with internal stakeholders, including Legal, Sales, and Finance.
Own partner-sourced and partner-influenced pipeline targets with explicit accountability for revenue impact.
Launch and execute joint go-to-market initiatives, account-based strategies, and campaigns with priority partners.
Partner closely with Sales leadership to originate, advance, and close partner-driven opportunities.
Support strategic pursuits where partners materially affect differentiation, credibility, or deal structure.
Develop and deliver partner onboarding, enablement, certification, and sales training programs.
Lead regular partner QBRs, pipeline reviews, and joint account planning.
Define and manage partner performance metrics and incentives; actively optimize the partner portfolio.
Ensure partner activity reinforces, rather than competes with, the company’s direct sales motion.
Serve as the executive owner of the company’s public affairs posture, formal advocacy, and legislative strategy in federal, state, and county human services markets.
Build and maintain relationships with senior external stakeholders, including: Federal, State and county human services leaders, National and regional associations, Policy influencers, advisory bodies, and ecosystem conveners.
Monitor federal and state policy, regulatory, and procurement developments affecting human services technology.
Translate policy and regulatory signals into strategic insight for Sales, Partnerships, Product, and executive leadership.
Shape and reinforce the company’s positioning as a market-sensing, ecosystem-credible, and responsible voice on modernization, workforce productivity, outcomes, and fiscal stewardship.
Collaborate with Marketing and Sales on thought leadership, conference strategy, and external messaging aligned to policy and market dynamics.
Represent the company in select industry forums, advisory groups, and public discussions where ecosystem credibility supports long term growth.
Align partnership and public affairs strategy with Sales, Marketing, Product, and executive leadership.
Support strategic deals where regulatory context or external stakeholder alignment materially influences outcomes.
Serve as a senior external spokesperson when appropriate, exercising judgment, discipline, and consistency.
Provide clear internal guidance on messaging in politically sensitive or high-visibility engagements.
Build the foundation for, and ultimately lead, a high-performing partnerships and external affairs function as the company scales.

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