Vice President of Channel Sales

As the Vice President of Channel Sales, you will accelerate business growth through partner relationships and strategic business development. In this role, you will generate strategic sales opportunities while collaborating with existing and new partners, key accounts, and teams across the organization. Your mission is to build a fully integrated and highly valued partner ecosystem by establishing deep business and technology relationships and defining a winning go-to-market strategy. This is a high-impact, revenue-generating role that plays an integral part in the overall success of the company.Duties and ResponsibilitiesLead new business development and partner optimization.Build and maintain strong partner relationships to enable co-selling, driving revenue and account penetration.Identify, develop, and implement new partnerships while optimizing a portfolio of existing partners, including mid/large system integrators, technology partners, Tier 1 service providers, and other channels.Architect partnership terms and structures to drive mutual value and success.Collaborate with sales leadership to design and implement channel programs, and manage sales team activities to ensure that revenue goals and channel objectives are achieved.Think strategically about use cases and convey compelling value propositions.Establish key strategic partnerships to build domain expertise in targeted areas, such as Financial Management.Represent the company at industry conferences, trade shows, and demand generation activities.Conduct territory review sessions with each Sales Executive and Renewals Account Manager at least once per quarter to explore strategic business development opportunities and provide channel support.Drive monthly partner alignment sessions to review partner pipelines, conduct win/loss analysis, and develop account penetration strategies to identify and create new sales opportunities.Keep partners up to date on developments and provide ongoing sales coaching and enablement activities.Collaborate across the organization to support initiatives, goals, and sales opportunities (e.g., direct sales, account management, customer success, sales engineers, marketing, delivery, legal, technical support).Work with partners and channel organizations to ensure they complete any required partner training, understand compliance requirements, have access to technical resources, and possess a working knowledge of FedRAMP.Job QualificationsBachelor’s degree required10+ years of demonstrated experience in a similar role with a strong focus on business development, strategic accounts, or channel development within a software company.Strong knowledge of U.S. Federal acquisition practices and contract vehicles in multilevel teaming engagements is essential.Excellent knowledge and experience with systems integrator and consulting ecosystems.Creative and effective problem-solving skills.Self-starter, goal-oriented, and able to work with a high degree of autonomy.Ability to work in a high-energy, dynamic environment.Excellent communication skills with the ability to lead executive-level meetings involving both business and technical aspects.Entrepreneurial spirit with a passion for problem-solving.Growth mentality and a "no limits" mindset.Motivated by solving complex problems through technology.Location: This position is remote. Travel and onsite events are required. Decision Lens headquarters are located in Arlington, VA. Company OverviewDecision Lens develops integrated planning software which modernizes how government prioritizes, plans, and funds. We have been transforming public sector planning since 2005, delivering the people, process and technology which empower agencies to effectively meet the needs of today while delivering the cutting-edge capabilities of tomorrow. Decision Lens is an innovative, tech-driven high growth company, ranked number one Best SaaS for Business Intelligence or Analytics by SaaS Awards and  a certified “Great Place to Work” by the Great Place to Work Institute. Our client list includes the US Department of Defense including Navy, Army, Air Force and numerous other agencies: USDA, GSA, FAA, and USDOT.Apply: Send your resume to View email address on click.appcast.io Lens Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.