Vice President of Partnerships
Arlington, VAFull-TimeDirectorCustomer Acquisition
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
- 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
- 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
