Elsevier is hiring a Director, Government Alliance & Channel Sales to lead alliance and channel sales efforts for VitalChek and LexisNexis Payment Processing Solutions within the Government vertical. You will be responsible for the complete partner lifecycle, from recruitment and onboarding to revenue generation.
What You'll Do
- Execute the strategic alliance sales strategy to achieve revenue targets and expand market share.
- Stay informed about industry trends, competitive landscape, and emerging technologies to inform strategies.
- Represent the company at industry events, conferences, and trade shows.
- Identify, prioritize, and pursue potential partners and opportunities, including system integrators and ISVs.
- Conduct regular business reviews with alliance partners to assess performance and identify growth opportunities.
- Provide regular reports and updates to senior leadership on partner performance and market trends.
- Manage strategic accounts for assigned partners to ensure revenue growth and relationship expansion.
- Meet revenue targets with sell to/through/with partners and/or assigned vertical markets.
- Manage individual pipeline and track progress through the sales cycle.
- Identify and add sales opportunities to the sales pipeline through alliance partners.
- Lead complex, strategic negotiations and deliver on subsequent agreements.
- Provide partners with training, sales enablement tools, and ongoing support.
- Address challenges and issues arising from partner engagement.
- Coordinate with and support the direct sales team to help advance their sales strategy through partners.
- Collaborate with internal teams, including market strategy, marketing, product, legal, and customer support.
What We're Looking For
- Bachelor’s degree in business or a related field.
- 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.
- 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.
- 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%. Will need to work east coast hours.
Nice to Have
- MBA preferred.
- Ideally with payments processors.
Benefits & Compensation
- 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.
- U.S. National Base Pay Range: $106,300 - $197,500. Geographic differentials apply.
Work Mode
This is a remote position.
We are an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.
