Director – Government Alliance Sales

This is a fully remote position, open to applicants in Virginia.

📋 Description

• Formulate and implement strategic alliance sales strategies aimed at enhancing revenue growth, increasing market presence, and fostering partner-led opportunities across designated state and local government sectors.

• Cultivate, sustain, and oversee relationships with alliance partners, system integrators, consultancies, and partner business units that align with public sector programs and initiatives.

• Discover and cultivate new partnership opportunities, including proof-of-concept initiatives, funded government projects, consortium-led endeavors, and partner-driven sales activities.

• Advocate for LexisNexis Risk Solutions capabilities during partner discussions, encompassing identity verification, authentication, fraud prevention, biometrics, threat intelligence, and data management solutions.

• Collaborate with direct sales directors and account teams to synchronize alliance activities with market priorities, customer requirements, and revenue objectives.

• Empower direct sales teams by informing them about available partnerships, partner strategies, and how alliance relationships can accelerate deal closures or enhance win probabilities.

• Represent the organization in partner meetings, customer discussions, industry events, conferences, and trade shows to showcase solutions and strengthen partner collaborations.

• Execute strategic account management for assigned partners, which includes annual or biannual onsite engagements, regular business evaluations, opportunity planning, and relationship development.

• Collaborate across various functions, including market strategy, marketing, product development, legal, customer support, and sales leadership, to ensure partners receive the necessary tools, information, and support for success.

• Stay informed about industry trends, competitive shifts, emerging technologies, and government program activities to guide alliance strategies and opportunity creation.

• Provide consistent updates to leadership concerning partner activities, pipeline advancement, market trends, relationship health, and other significant performance metrics.

⛳️ Requirements

• Over 10 years of experience in alliance sales, partner sales, strategic partnerships, business development, or similar roles within the public sector.

• Bachelor’s degree in Business or a related discipline; an MBA is preferred.

• Proven experience working with state and local government markets, system integrators, consultancies, or partner ecosystems catering to public sector clients.

• Expertise in identifying, developing, and advancing partner-led sales opportunities from initial concept through pipeline progression and execution.

• Strong comprehension of identity verification, authentication, fraud prevention, biometrics, data management, or related risk and government technology solutions.

• Familiarity with LexisNexis Risk Solutions products, competitor identity solutions, or related public sector technology platforms is preferred.

• Proficient in using Salesforce or other sales analytics, pipeline management, and reporting tools.

• Capable of conveying complex solution value to partners, sales teams, and public sector stakeholders in a clear manner.

• Willingness to travel up to 60%, driven by partner meetings, strategic account engagements, opportunity development, and trade show attendance.

🏝️ Benefits

• Health Benefits: Comprehensive, multi-carrier program for medical, dental, and vision coverage.

• Retirement Benefits: 401(k) plan with matching contributions and an Employee Share Purchase Plan.

• Wellbeing: Access to a wellness platform with incentives, a Headspace app subscription, Employee Assistance, and Time-off Programs.

• Disability and Insurance: Short-and-Long Term Disability, Life and Accidental Death Insurance, Critical Illness, and Hospital Indemnity coverage.

• Family Benefits: Includes bonding and family care leaves, adoption, and surrogacy assistance.

• Health Savings: Health Savings, Health Care, Dependent Care, and Commuter Spending Accounts available.

• In addition to annual Paid Time Off, employees are offered up to two days of paid leave each to engage in Employee Resource Groups and to volunteer for charities of their choice.