Director, Government Alliance & Channel Sales (Remote)
LexisNexis Risk Solutions, Nashville, Tennessee, United States
LexisNexis Risk Solutions is the essential partner in the assessment of risk. Within our Government vertical, our solutions assist government agencies and law enforcement to drive insights from complex data sets, improving operation efficiency, increasing program integrity, discovering, and recovering revenue, and making timely and informed decisions to enhance investigations. You can learn more about LexisNexis Risk at the link below. https://risk.lexisnexis.com/government
About the Team: VitalChek® and LexisNexis® Payment Processing Solutions work together to make government services faster, safer, and more convenient for citizens. VitalChek is the nation’s trusted online ordering network for official vital records, providing secure access to certified birth, death, marriage, and divorce certificates directly from government agencies. LexisNexis Payment Processing Solutions extend that trust to financial transactions—offering agencies PCI-compliant, fraud-resistant tools to collect, reconcile, and distribute funds efficiently. Together, these solutions combine proven identity verification, advanced analytics, and secure payment infrastructure, that empower agencies to deliver the speed and security today’s citizens expect—while maintaining the integrity, accountability, and trust that define effective public service.
About the Job: The Director of Alliance and Channel Sales will be responsible for developing and executing a comprehensive alliance sales strategy, focused on partnerships with system integrators, ISVs, and other channel partners to drive revenue growth and market penetration of VitalChek and LexisNexis Payment Processing Solutions within the Government.
This role is responsible for the complete partner lifecycle – new partner recruitment, partner onboarding, and partner revenue generation and growth. The ideal candidate is an experienced alliance and channel salesperson with a proven track record of building and managing successful alliance partnerships with system integrators and ISVs in the public sector, preferably with an emphasis in payments processing. Additionally, they should have extensive knowledge of the payments industry and the payment processing requirements of government agencies.
You'll Be Responsible for: Strategic Planning and Execution
Executing the strategic alliance sales strategy to achieve revenue targets and expand market share in the assigned markets.
Staying informed about industry trends, competitive landscape, and emerging technologies to inform alliance and channel sales strategies and maintain a competitive edge.
Representing the company at industry events, conferences, and trade shows to promote our solutions and strengthen partner relationships.
Partner Management
Identifying, prioritizing, and pursuing potential partners and opportunities, including system integrators, ISVs, channel partners, government associations, and other strategic alliances, while ensuring alignment with company strategy and objectives.
Conducting regular business reviews with alliance partners to assess performance, identify opportunities for growth, and address any challenges.
Providing regular reports and updates to senior leadership on alliance partner performance, market trends, and other metrics.
Strategic account management for assigned partners and ensures the success of the partnership as demonstrated by revenue growth and expansion of the relationship.
Revenue Generation
Meeting revenue targets with sell to/through/with partners and/or assigned vertical markets.
Managing individual pipeline and track progress through the sales cycle.
Identifying and adding sales opportunities to the sales pipeline through alliance partners.
Leading complex, strategic negotiations, and deliver on subsequent agreements.
Partner Enablement
Providing partners with training, sales enablement tools, and ongoing support.
Addressing challenges and issues arising from partner engagement, minimizing customer impact while balancing stakeholder needs and expectations.
Relationship Building
Coordinating with and support the direct sales team to help advance their sales strategy through partners.
Collaborating with internal teams, including market strategy, marketing, product, legal, and customer support teams, to ensure alliance partners have the tools and information needed to succeed.
Engaging internal and external resources and stakeholders in support of partnership objectives and sales opportunities.
Qualifications:
Bachelor’s degree in business, or a related field; MBA preferred
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. Ideally with payments processors
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, including key players, trends, and challenges
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.
Additional location(s): Tennessee; Virginia; Maryland; Remote - USA - Nationwide
U.S. National Base Pay Range: $108,400 - $201,500. Total Target Cash Range: $166,800 - $309,700. Geographic differentials may apply in some locations to better reflect local market rates. Base Pay Range for CO is $108,400 - $201,500. Total Target Cash Range for CO is $166,800 - $309,700. Base Pay Range for IL is $113,800 - $211,500. Total Target Cash Range for IL is $175,100 - $325,200. Base Pay Range for Chicago, IL is $119,200 - $221,600. Total Target Cash Range for Chicago, IL is $183,500 - $340,700. Base Pay Range for MD is $113,800 - $211,500. Total Target Cash Range for MD is $175,100 - $325,200. Base Pay Range for NY is $119,200 - $221,600. Total Target Cash Range for NY is $183,500 - $340,700. Base Pay Range for New York City is $124,600 - $231,600. Total Target Cash Range for New York City is $191,800 - $356,100. Base Pay Range for Rochester, NY is $103,000 - $191,400. Total Target Cash Range for Rochester, NY is $158,400 - $294,200. Base Pay Range for OH is $103,000 - $191,400. Total Target Cash Range for OH is $158,400 - $294,200. Base Pay Range for NJ is $131,131 - $209,469. Total Target Cash Range for NJ is $201,740 - $322,260. Pay mix between base and variable pay varies based on sales role; please discuss with the recruiter.
We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. Click here to access benefits specific to your location. We are committed to providing a fair and accessible hiring process. If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form or please contact 1-855-833-5120.
Criminals may pose as recruiters asking for money or personal information. We never request money or banking details from job applicants. Learn more about spotting and avoiding scams here. 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.
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About the Team: VitalChek® and LexisNexis® Payment Processing Solutions work together to make government services faster, safer, and more convenient for citizens. VitalChek is the nation’s trusted online ordering network for official vital records, providing secure access to certified birth, death, marriage, and divorce certificates directly from government agencies. LexisNexis Payment Processing Solutions extend that trust to financial transactions—offering agencies PCI-compliant, fraud-resistant tools to collect, reconcile, and distribute funds efficiently. Together, these solutions combine proven identity verification, advanced analytics, and secure payment infrastructure, that empower agencies to deliver the speed and security today’s citizens expect—while maintaining the integrity, accountability, and trust that define effective public service.
About the Job: The Director of Alliance and Channel Sales will be responsible for developing and executing a comprehensive alliance sales strategy, focused on partnerships with system integrators, ISVs, and other channel partners to drive revenue growth and market penetration of VitalChek and LexisNexis Payment Processing Solutions within the Government.
This role is responsible for the complete partner lifecycle – new partner recruitment, partner onboarding, and partner revenue generation and growth. The ideal candidate is an experienced alliance and channel salesperson with a proven track record of building and managing successful alliance partnerships with system integrators and ISVs in the public sector, preferably with an emphasis in payments processing. Additionally, they should have extensive knowledge of the payments industry and the payment processing requirements of government agencies.
You'll Be Responsible for: Strategic Planning and Execution
Executing the strategic alliance sales strategy to achieve revenue targets and expand market share in the assigned markets.
Staying informed about industry trends, competitive landscape, and emerging technologies to inform alliance and channel sales strategies and maintain a competitive edge.
Representing the company at industry events, conferences, and trade shows to promote our solutions and strengthen partner relationships.
Partner Management
Identifying, prioritizing, and pursuing potential partners and opportunities, including system integrators, ISVs, channel partners, government associations, and other strategic alliances, while ensuring alignment with company strategy and objectives.
Conducting regular business reviews with alliance partners to assess performance, identify opportunities for growth, and address any challenges.
Providing regular reports and updates to senior leadership on alliance partner performance, market trends, and other metrics.
Strategic account management for assigned partners and ensures the success of the partnership as demonstrated by revenue growth and expansion of the relationship.
Revenue Generation
Meeting revenue targets with sell to/through/with partners and/or assigned vertical markets.
Managing individual pipeline and track progress through the sales cycle.
Identifying and adding sales opportunities to the sales pipeline through alliance partners.
Leading complex, strategic negotiations, and deliver on subsequent agreements.
Partner Enablement
Providing partners with training, sales enablement tools, and ongoing support.
Addressing challenges and issues arising from partner engagement, minimizing customer impact while balancing stakeholder needs and expectations.
Relationship Building
Coordinating with and support the direct sales team to help advance their sales strategy through partners.
Collaborating with internal teams, including market strategy, marketing, product, legal, and customer support teams, to ensure alliance partners have the tools and information needed to succeed.
Engaging internal and external resources and stakeholders in support of partnership objectives and sales opportunities.
Qualifications:
Bachelor’s degree in business, or a related field; MBA preferred
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. Ideally with payments processors
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, including key players, trends, and challenges
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.
Additional location(s): Tennessee; Virginia; Maryland; Remote - USA - Nationwide
U.S. National Base Pay Range: $108,400 - $201,500. Total Target Cash Range: $166,800 - $309,700. Geographic differentials may apply in some locations to better reflect local market rates. Base Pay Range for CO is $108,400 - $201,500. Total Target Cash Range for CO is $166,800 - $309,700. Base Pay Range for IL is $113,800 - $211,500. Total Target Cash Range for IL is $175,100 - $325,200. Base Pay Range for Chicago, IL is $119,200 - $221,600. Total Target Cash Range for Chicago, IL is $183,500 - $340,700. Base Pay Range for MD is $113,800 - $211,500. Total Target Cash Range for MD is $175,100 - $325,200. Base Pay Range for NY is $119,200 - $221,600. Total Target Cash Range for NY is $183,500 - $340,700. Base Pay Range for New York City is $124,600 - $231,600. Total Target Cash Range for New York City is $191,800 - $356,100. Base Pay Range for Rochester, NY is $103,000 - $191,400. Total Target Cash Range for Rochester, NY is $158,400 - $294,200. Base Pay Range for OH is $103,000 - $191,400. Total Target Cash Range for OH is $158,400 - $294,200. Base Pay Range for NJ is $131,131 - $209,469. Total Target Cash Range for NJ is $201,740 - $322,260. Pay mix between base and variable pay varies based on sales role; please discuss with the recruiter.
We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. Click here to access benefits specific to your location. We are committed to providing a fair and accessible hiring process. If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form or please contact 1-855-833-5120.
Criminals may pose as recruiters asking for money or personal information. We never request money or banking details from job applicants. Learn more about spotting and avoiding scams here. 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.
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