OPEXUS · 17 hours ago
Director of Partnerships and Alliances
United States
Full-time
Remote
Director/Executive
$165K/yr - $185K/yr
7+ years expOPEXUS is a leader in government process management software, and they are seeking a Director of Partnerships and Alliances to design and scale a global partner ecosystem. This role involves owning partner strategy, establishing new partnerships, and ensuring operational success within a highly regulated environment.
GovernmentInformation TechnologySoftware
Responsibilities
Design and launch a comprehensive global partner strategy aligned with enterprise, federal, and defense market motions
Evaluate potential partners that are strategic to the Casepoint business and with a strong reputation consistent with our core values
Build a tiered partner program (e.g., referral, reseller, distributor, SI, ISV) with clear value propositions, incentives, enablement paths, and performance expectations
Define partner segmentation, coverage models, and rules of engagement across commercial and public-sector markets
Establish scalable partner governance, contracts, pricing, deal registration, and conflict resolution processes
Assess and rationalize existing partner relationships inherited through the merger of Casepoint, Opexus & mLINQS , identifying strategic, tactical, and sunset candidates
Consolidate overlapping partners and normalize disparate partner agreements, operating models, and expectations
Serve as the central point of accountability for partner alignment across legacy organizations
Onboard each partner into the Casepoint partnership framework
Manage the day to day operations of the partnership program to drive partner satisfaction and new ARR growth objectives
Drive partner-sourced and partner-influenced revenue across federal, defense, and enterprise segments
Build joint go-to-market plans with top partners, including pipeline development, account mapping, and co-selling motions
Partner closely with Casepoint Sales, Customer Success, and Marketing to embed partners into demand generation and capture pursuit strategies
Support complex government procurements, including GSA schedules, IDIQs, BPA structures, and defense contracting vehicles
Develop strategic alliances with complementary providers who can help drive net new ARR bookings for Casepoint
Define integration priorities and partner technical requirements in collaboration with Product and Engineering
Sales & Operational enablement of partners to ensure they can deliver secure, compliant, and scalable integrations aligned with Casepoint’s advanced levels of security including FedRAMP, DoD Impact Levels, and enterprise security standards
Build partner onboarding, certification, training, and enablement frameworks
Implement partner performance metrics, dashboards, and reporting tied to revenue, pipeline, and customer outcomes
Select and operationalize partner tools (PRM, CRM integrations, deal registration workflows)
Recruit, mentor, and scale a high-performing partnerships organization over time
Act as an executive spokesperson for the company’s partner ecosystem
Cultivate C-level relationships across strategic partners
Represent the company at industry events, partner summits, and government-focused forums
Qualification
Required
7+ years of experience in partnerships, alliances, or channel leadership within enterprise SaaS
Proven experience building a partner program from scratch in a complex, multi-segment environment
Strong background working with Federal Government, DoD, and/or regulated enterprise customers
Deep understanding of reseller, distributor, SI, ISV, and services partner models
Experience operating in post-merger environments with fragmented partner ecosystems
Demonstrated success driving material partner-sourced and partner-influenced revenue
Strong executive presence and ability to influence across Sales, Product, Legal, Finance, and Security
Preferred
Experience in eDiscovery, legal tech, FOIA, compliance, data governance, or cybersecurity
Familiarity with government procurement vehicles and compliance frameworks (e.g., FedRAMP, GSA, IDIQs)
Experience partnering with large GSIs and federal systems integrators
Prior leadership at a $100M+ ARR enterprise SaaS company
Company
OPEXUS
OPEXUS designs, develops and delivers government process management software.
501-1000 employees
Funding
Current Stage
Late StageTotal Funding
unknown2025-01-27Acquired
Leadership Team
Howard Langsam
Chief Executive Officer
Moe Goswami
President, CEO, and Founder
Recent News
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