Responsibilities:
Own the reseller and teaming-partner channel recruiting, onboarding, and activating resellers, systems integrators, and prime contractors that extend Filevine's federal reach.
Build and execute joint go-to-market plans with partners developing joint value propositions, co-sell motions, and pipeline targets that align each partner's strengths with Filevine's federal priorities.
Originate partner-sourced pipeline driving teaming opportunities into the sales team, and ensuring qualified opportunities are handed off and worked to close.
Manage Filevine's contract-vehicle and channel relationships maximizing our position on existing vehicles and identifying new reseller and teaming paths to broaden federal access.
Negotiate and execute teaming agreements coordinating with legal and contracts to put the right structures in place for joint pursuits.
Build deep relationships with key decision-makers inside partner organizations becoming the trusted point of contact who keeps joint pursuits moving.
Run partner operating cadences business reviews, joint pipeline reviews, and enablement sessions that keep partners productive and accountable to shared goals.
Coordinate cross-functionally with Sales, Proposal, Product, and Marketing to align technical, commercial, and delivery aspects of partner-driven deals.
Provide market intelligence and partner feedback to internal teams to inform positioning, roadmap, and channel strategy.
Track and forecast partner-sourced pipeline and manage partner activity and relationships with rigor in Salesforce.
Qualifications:
5+ years of federal channel, partnerships, or business-development experience, with a proven track record of building and monetizing reseller, systems-integrator, or teaming relationships.
A strong track record of originating partner-sourced pipeline and driving it to closed federal business.
Deep understanding of how resellers, SIs, and prime contractors operate — their business models, buying processes, and how they win in the federal market.
Fluency in federal contract vehicles and teaming mechanics (GSA MAS, GWAC/IDIQ, NASA SEWP, ITES-SW2, OTAs, and prime/sub teaming structures).
Experience negotiating and executing teaming agreements and channel partnerships.
The ability to balance strategic leadership with hands-on execution — a conceptual thinker who also does the work.
Excellent relationship-building skills across all levels, from partner sales and engineering teams to senior partner leadership.
Strong cross-functional coordination skills, working across sales, proposal, product, and marketing.
The ability to articulate the value of AI-native case management to partners, and the drive to build a channel that multiplies Filevine's reach in a market we are creating.