AVP, Alliances & Partnerships

Nelnet

AVP leading partnerships at CampusGuard, including strategy, onboarding, and performance management. Drive measurable outcomes through partner ecosystem development.

Posted 5/22/2026full-timeLincoln • Colorado, New York, Wisconsin • 🇺🇸 United StatesLead💰 $100,000 - $162,800 per yearWebsite

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Partner strategy & portfolio ownership
Define the partner strategy and operating model (which partners, which motions, where to focus) aligned to CampusGuard’s growth and profitability objectives.
Build and manage a prioritized partner portfolio across consulting, tech vendors, channel/resellers, marketplaces, and associations; recruit, tier, develop, and exit partners as needed.
Build a scalable partner program
Design and implement partner program mechanics: segmentation/tiering, onboarding, enablement, partner-facing assets, internal playbooks, and an execution cadence (e.g., pipeline reviews, joint plans, QBRs, etc.).
Establish clear rules of engagement for attribution, deal governance, and handoffs (partner-sourced vs partner-influenced vs resell/marketplace), and drive internal adherence.
Operationalize with Sales, Marketing, and Delivery
Partner with Sales to identify partner-generated, partner-influenced, and partner-enabled opportunities; ensure qualified opportunities are routed to the appropriate sales owners for follow-up.
Support Sales through partner account mapping, joint pipeline creation, opportunity qualification, sales playbooks, talk tracks, pricing/packaging guidance, and deal support.
Partner with Marketing to plan and execute partner-related campaigns, webinars, events, thought leadership, sponsorships, marketplace promotions, and lead-generation activities.
Activate co-sell and sell-with motions with partner sales teams, including joint account planning, pipeline reviews, opportunity mapping, and field enablement.
Manage partner-sourced and partner-influenced motions, including lead intake, routing, attribution, follow-up expectations, reporting, and continuous improvement.
Manage marketplace distribution and resell motions, including listings, packaging, pricing guardrails, partner economics, enablement, renewals, and expansion.
Establish services co-delivery and subcontractor standards, including delivery handoffs, quality assurance, scope control, margin management, escalation paths, and customer experience expectations.
Commercials, contracting, and governance
Lead partnership business planning and negotiation (rev share, referral fees, reseller terms, delivery subcontract terms) in collaboration with Finance/Legal, including compliance/security requirements where applicable.
Influence internal commercial policies and processes to support successful indirect motions (e.g., discounting/approvals, packaging, attribution, delivery handoff).
Manage the partnerships budget (e.g., sponsorships, marketplace fees, MDF, enablement investments, etc.) and track ROI.
Partner relationship management
Serve as the primary business owner for strategic partner relationships and maintain regular communication with partner stakeholders.
Develop and manage joint business plans with priority partners, including shared goals, target accounts, planned campaigns, enablement needs, pipeline expectations, and success metrics.
Coordinate executive alignment with key partners, including leadership touchpoints, QBRs, issue resolution, renewal/expansion discussions, and strategic roadmap conversations.
Monitor partner health and engagement, including responsiveness, activity levels, pipeline contribution, delivery performance, customer feedback, and continued strategic fit.
Measurement & executive visibility
Build a partner performance system and executive reporting: partner-sourced pipeline, partner-influenced bookings, conversion rates, velocity, marketplace revenue, margin impact, and time-to-first-value by partner/motion.
Represent CampusGuard externally with partners and at industry events to elevate ecosystem visibility and accelerate strategic relationships.

Requirements

What you’ll need

10+ years leading alliances/partnerships/channel initiatives, with a track record of building and scaling partner programs that produce measurable outcomes.
Demonstrated results driving partner-sourced and partner-influenced pipeline/revenue through repeatable co-sell and co-marketing motions.
Experience working with consulting firms/SIs/GSIs and executing co-sell and/or co-delivery motions across complex stakeholder groups.
Background in negotiating and structuring partnership commercials (e.g., rev share, referral fees, marketplace/resell economics, subcontract delivery models).
Preferred: cybersecurity and/or IT services experience.
Preferred: familiarity selling into higher education and/or public sector.

Benefits

Comp & perks

medical
dental
vision
HSA and FSA
generous earned time off
401K/student loan repayment
life insurance & AD&D insurance
employee assistance program
employee stock purchase program
tuition reimbursement
performance-based incentive pay
short- and long-term disability
robust wellness program

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

partner strategypartner program mechanicspipeline reviewsjoint business plansnegotiationcontractingbudget managementperformance measurementco-sell motionsco-marketing motions

Soft Skills

relationship managementcommunicationcollaborationstrategic planninginfluenceproblem-solvingleadershiporganizational skillsexecutive alignmentcustomer experience management