Director, Alliance and Channel Sales – Government (Hybrid - D.C. Area)

About The Business

LexisNexis Risk Solutions is the essential partner in the assessment of risk. Within our Government vertical, our solutions assist government agencies and law enforcement to drive insights from complex data sets, improving operation efficiency, increasing program integrity, discovering, and recovering revenue, and making timely and informed decisions to enhance investigations. You can learn more about LexisNexis Risk at the link below. https://risk.lexisnexis.com/government

About The Team

Are you looking to join an industry-leading sales organization? Our Government Alliance and Channel Sales team works with strategic partners to address and solve complex risk problems in the public safety and civilian markets.

About The Job

The Director of Alliance and Channel Sales will be responsible for developing and executing a comprehensive alliance sales strategy, focused on partnerships with system integrators, to drive revenue growth and market penetration within our Government Vertical. This role requires an experienced alliance and channel salesperson with a proven track record of building and managing successful alliance partnerships with system integrators in the public sector. The ideal candidate will have a proven track record of building successful partner ecosystems and alliance programs within the government, professional services, or technology industries.

You'll Be Responsible For

• Executing the strategic alliance sales strategy to achieve revenue targets and expand market share in the assigned markets.
• Identifying, prioritizing, and pursuing potential partners and opportunities, including technology vendors, consulting firms, government associations, and other strategic alliances, while ensuring alignment with company strategy and objectives.
• Strategic account management for assigned partners and ensures the success of the partnership as demonstrated by revenue growth and expansion of the relationship.
• Identifying and adding sales opportunities to the sales pipeline through alliance partners.
• Conducting regular business reviews with alliance partners to assess performance, identify opportunities for growth, and address any challenges.
• Leading complex, strategic negotiations, and delivering on subsequent agreements.
• Addressing challenges and issues arising from partner engagement, minimizing customer impact while balancing stakeholder needs and expectations
• Collaborating with internal teams, including market strategy, marketing, product, legal, and customer support teams, to ensure alliance partners have the tools and information needed to succeed.
• Staying informed about industry trends, competitive landscape, and emerging technologies to inform alliance and channel sales strategies and maintain a competitive edge.
• Representing the company at industry events, conferences, and trade shows to promote our solutions and strengthen partner relationships.
• Providing regular reports and updates to senior leadership on alliance partner performance, market trends, and other metrics.
  
  

Qualifications

• Bachelor’s degree in Business, or a related field; MBA preferred.
• Strong network and relationships within the government industry
• Knowledge and experience in government sales and procurement
• Experience working with government-focused partners, such as system integrators, consultants, or industry influencers.
• 10 years of experience in alliance and channel partners sales or related field. Ideally with Big 4 or GSI's.
• Strong C-suite engagement skills and track record
• Experience working with global systems integrators and consulting firms
• Proven track record of achieving sales targets and driving revenue growth through alliance and channel partnerships.
• Strong understanding of the Federal Government procurement process and partner ecosystem, including key players, trends, and challenges.
• Excellent leadership, communication, and interpersonal skills.
• Ability to think strategically and execute tactically.
• Experience with Salesforce and other sales analytics tools.
• Travel required, up to 60%.
  
  

Learn more about the LexisNexis Risk team and our culture here.

$122,200.00 - $227,100.00

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