RELX
Director, Government Alliance & Channel Sales (Remote)
RELX, Washington, District of Columbia, us, 20022
About the Business
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 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 to empower agencies to deliver the speed and security today’s citizens expect—while maintaining integrity, accountability, and trust that define effective public service.
We are seeking a dynamic and experienced Director of Alliance and Channel Sales to lead our efforts with alliance and channel partners of our VitalChek and LexisNexis Payment Processing business.
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.
Responsibilities
Executing strategic alliance sales strategy to achieve revenue targets and expand market share.
Staying informed about industry trends, competitive landscape, and emerging technologies.
Representing the company at industry events, conferences, and trade shows.
Identifying, prioritizing, and pursuing potential partners and opportunities.
Conducting regular business reviews with alliance partners.
Providing regular reports and updates to senior leadership.
Strategic account management for assigned partners to drive revenue and expansion.
Meeting revenue targets with partners and managing individual pipeline.
Identifying and adding sales opportunities to the pipeline.
Leading complex, strategic negotiations and delivering agreements.
Providing partners with training, sales enablement tools, and ongoing support.
Addressing challenges and issues arising from partner engagement.
Coordinating with and supporting the direct sales team.
Collaborating with internal teams to ensure ally partners have necessary tools.
Engaging internal and external stakeholders to support partnership objectives.
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 partner 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.
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%; works East Coast hours.
#J-18808-Ljbffr
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 to empower agencies to deliver the speed and security today’s citizens expect—while maintaining integrity, accountability, and trust that define effective public service.
We are seeking a dynamic and experienced Director of Alliance and Channel Sales to lead our efforts with alliance and channel partners of our VitalChek and LexisNexis Payment Processing business.
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.
Responsibilities
Executing strategic alliance sales strategy to achieve revenue targets and expand market share.
Staying informed about industry trends, competitive landscape, and emerging technologies.
Representing the company at industry events, conferences, and trade shows.
Identifying, prioritizing, and pursuing potential partners and opportunities.
Conducting regular business reviews with alliance partners.
Providing regular reports and updates to senior leadership.
Strategic account management for assigned partners to drive revenue and expansion.
Meeting revenue targets with partners and managing individual pipeline.
Identifying and adding sales opportunities to the pipeline.
Leading complex, strategic negotiations and delivering agreements.
Providing partners with training, sales enablement tools, and ongoing support.
Addressing challenges and issues arising from partner engagement.
Coordinating with and supporting the direct sales team.
Collaborating with internal teams to ensure ally partners have necessary tools.
Engaging internal and external stakeholders to support partnership objectives.
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 partner 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.
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%; works East Coast hours.
#J-18808-Ljbffr