Vice President of Partnerships

Company Description

Govini transforms Defense Acquisition from an outdated manual process to a software-driven strategic advantage for the United States. Our flagship product, Ark, supports Supply Chain, Science and Technology, Production, Sustainment, Logistics, and Modernization teams with AI-enabled Applications and best-in-class data to more rapidly imagine, develop, and field the capabilities we need. Today, the national security community and every branch of the military rely on Govini to enable faster and more informed Acquisition decisions.

Govini is seeking a Vice President (VP) overseeing strategic partnerships to join the leadership team and play a pivotal role in driving the company’s next phase of growth. Leveraging your extensive experience selling software and data products to DoD and federal clients and working with channel partners, you will create, implement, and lead a new business development strategy that will accelerate our expansion and penetration in the defense and national security market and contribute meaningfully to revenue goals.

To succeed in this role, you should be entrepreneurial by nature and have a track record of successfully launching new initiatives. You should be a market-facing leader, thrive in a collaborative environment, demonstrate commitment and hard work, and be ruthlessly focused on outcomes. The VP, Partnerships role will report directly to the Chief Strategy Officer. We offer a competitive compensation package, including a long-term equity incentive plan.

The right candidate will shape the future of our company, contribute to the success of national security clients, and be a key driver of our exceptional growth in the industry.

• 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

• U.S. Citizenship is required
• Bachelor’s degree

• 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 with a 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
• Intelligent self-starter with resilience and resourcefulness

• 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

We firmly believe that past performance is the best indicator of future…