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.
Support strategic pursuits where partners materially affect differentiation, credibility, or deal structure.
Develop and deliver partner onboarding, enablement, certification, and sales training programs.
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.
Collaborate with Marketing and Sales on thought leadership, conference strategy, and external messaging aligned to policy and market dynamics.

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.

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

VP of Partnerships – Public Affairs

Key skills