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Salary: USD 170,000 - 190,000 / annual
OpenGov is the leader in AI and ERP solutions for local and state governments in the U.S., serving more than 2,000 cities, counties, state agencies, school districts, and special districts. The company offers category-leading products including enterprise asset management, procurement and contract management, accounting and budgeting, billing and revenue management, permitting and licensing, and transparency and open data.
Reporting to the Director of Partnerships, the Systems Integrator Alliances Manager drives revenue growth by identifying, onboarding, and expanding strategic relationships with systems integrator implementation partners. This role owns SI alliance strategy and execution across the organization, serving as the subject matter expert for cross-functional teams, leading joint business planning with partners, and developing initiatives that accelerate OpenGov's footprint in the government sector.
Key responsibilities include:
- Generate pipeline and capture revenue opportunities by identifying and developing implementation partner relationships
- Own implementation partner business development and execution across the organization, serving as the subject matter expert for cross-functional teams
- Coach sales managers and customer-facing teams to maximize revenue potential through implementation partner channels
- Partner with the Director of Partnerships and executive leadership to establish company-wide partner business development strategies aligned with business objectives
- Drive implementation partner value through joint business planning, quarterly business reviews, and strategic initiative ownership
- Track and report on partner business development metrics and performance to executive leadership
- Model accountability and success-oriented thinking, embodying OpenGov's core values and fostering a culture of innovation and results
- Develop and maintain deep expertise in OpenGov's products, the competitive landscape, and government technology sector dynamics to identify growth opportunities
This is a fast-paced, results-driven role requiring executive presence and a proven track record of delivering results through partnership-driven business development. The role involves approximately 20% travel.
REQUIREMENTS:
- Bachelor's degree or equivalent work experience
- 8+ years of experience in partnership management, business development, or enterprise sales
- Demonstrated track record of building and converting relationships into closed revenue—whether through partner channels, direct sales, or business development
- Executive presence with strong relationship-building and negotiation skills; comfortable leading conversations at the VP and C-suite level
- Strong cross-functional communication skills; able to influence without authority across internal teams and external partners
- Ability to travel approximately 20%
PREFERRED EXPERIENCE:
- Experience in SI alliance management or channel partnerships, particularly with large consulting or implementation firms
- Experience on the SI or consulting side managing software vendor relationships
- Knowledge of the government technology industry and how agencies select, procure, and implement software
- Background in govtech SaaS—financial management, permitting, procurement, or civic tech platforms
- Existing relationships within govtech-focused SIs (e.g., Deloitte, Accenture, or regional public sector consultancies)
