Govini · 8 hours ago
Vice President of Partnerships
Arlington, VA
Full-time
Onsite
Director/Executive
10+ years expGovini transforms Defense Acquisition into a software-driven strategic advantage for the United States. They are seeking a Vice President of Partnerships to drive the company’s growth by developing and executing a partner program in the Defense Acquisition market, collaborating across departments, and managing relationships with channel partners.
AnalyticsArtificial Intelligence (AI)Business IntelligenceDatabaseNational SecuritySoftware
No H1B
U.S. Citizen Only
Responsibilities
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
Qualification
Required
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; 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
Intelligence self-starter with resilience and resourcefulness
Preferred
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
Benefits
Competitive compensation package
Long-term equity incentive plan
Company
Govini
Govini is a software company that transforms defense acquisition and national-security decision-making through data, analytics, and AI.
201-500 employees
Funding
Current Stage
Growth StageTotal Funding
$170MKey Investors
Bain Capital
2025-10-10Private Equity· $150M
2015-05-07Series C· $20M
2012-01-01Series A
Leadership Team
Marc Vogtman
Senior Vice President Product Management
Recent News
2025-11-19
Company data provided by crunchbase