Vice President of Partnerships

Company Description

Job Description

Scope of 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

Qualifications

• U.S. Citizenship is required


• Bachelor’s degree

• 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 

• 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