Director, Government Alliance & Channel Sales
RELX
full-time
Posted on:
Location Type: Remote
Location: Remote • Maryland, Tennessee, Virginia, Washington • 🇺🇸 United States
Visit company websiteSalary
💰 $106,300 - $197,500 per year
Job Level
Lead
About the role
- Executing the strategic alliance sales strategy to achieve revenue targets and expand market share in the assigned markets
- 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
- Identifying, prioritizing, and pursuing potential partners and opportunities, including system integrators, ISVs, channel partners, government associations, and other strategic alliances
- Conducting regular business reviews with alliance partners to assess performance, identify opportunities for growth, and address any challenges
- Providing regular reports and updates to senior leadership on alliance partner performance, market trends, and other metrics
- Strategic account management for assigned partners and ensures the success of the partnership as demonstrated by revenue growth and expansion of the relationship
- Meeting revenue targets with sell to/through/with partners and/or assigned vertical markets
- Managing individual pipeline and track progress through the sales cycle
- Identifying and adding sales opportunities to the sales pipeline through alliance partners
- Leading complex, strategic negotiations, and deliver on subsequent agreements
- Providing partners with training, sales enablement tools, and ongoing support
- Addressing challenges and issues arising from partner engagement, minimizing customer impact while balancing stakeholder needs and expectations
- Coordinating with and support the direct sales team to help advance their sales strategy through partners
- 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.
- Engaging internal and external resources and stakeholders in support of partnership objectives and sales opportunities
Requirements
- Bachelor’s degree in business, or a related field; MBA preferred
- Strong personal network and relationships within the government payments industry
- Knowledge and experience in government sales and procurement
- Experience working with government-focused partners, such as system integrators, ISVs, or industry influencers
- 10+ years of experience in alliance and channel partners sales or related field
- Ideally with payments processors
- Experience in sourcing, qualifying, and forming business relationships with C-suite executives
- 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
- Comfortable with a high degree of ambiguity and a fast-paced, evolving environment
- Ability to think strategically and execute tactically
- Experience with Salesforce and other sales analytics tools
- Travel required, up to 60%
Benefits
- Comprehensive, multi-carrier program for medical, dental and vision benefits
- 401(k) with match and an Employee Share Purchase Plan
- Wellness platform with incentives, Headspace app subscription, Employee Assistance and Time-off Programs
- Short-and-Long Term Disability, Life and Accidental Death Insurance, Critical Illness, and Hospital Indemnity
- Family Benefits, including bonding and family care leaves, adoption and surrogacy benefits
- Health Savings, Health Care, Dependent Care and Commuter Spending Accounts
- Up to two days of paid leave each to participate in Employee Resource Groups and to volunteer with your charity of choice
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
alliance saleschannel salesstrategic account managementsales pipeline managementnegotiationsales enablementgovernment salesprocurementrevenue growthbusiness relationship management
Soft skills
leadershipcommunicationinterpersonal skillsstrategic thinkingtactical executionadaptabilityproblem-solvingstakeholder managementcollaborationnetworking
Certifications
Bachelor’s degreeMBA