Systems Integrator Alliances Manager at Opengov

Job description

OpenGov is the leader in AI and ERP solutions for local and state governments in the U.S. More than 2,000 cities, counties, state agencies, school districts, and special districts rely on the OpenGov Public Service Platform to operate efficiently, adapt to change, and strengthen the public trust. Category-leading products include enterprise asset management, procurement and contract management, accounting and budgeting, billing and revenue management, permitting and licensing, and transparency and open data. These solutions come together in the OpenGov ERP, allowing public sector organizations to focus on priorities and deliver maximum ROI with every dollar and decision in sync. Learn about OpenGov’s mission to power more effective and accountable government and the vision of high-performance government for every community at OpenGov.com opengov.com. JOB SUMMARY: 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. Success in this role requires deep govtech expertise, executive presence, and a proven track record of delivering results through partnership-driven business development. RESPONSIBILITIES: - 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—embody OpenGov's core values and foster 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 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) Compensation: Atlanta, GA: $170,000 - $190,000 On target ranges above include base plus a portion of variable compensation that is earned based on company and individual performance. The final compensation will be determined by a number of factors such as qualifications, expertise, and the candidate’s geographical location. WHY OPENGOV? A Mission That Matters. At OpenGov, public service is personal. We are passionate about our mission to power more effective and accountable government. Government that operates efficiently, adapts to change, and strengthens public trust. Some people say this is boring. We think it’s the core of our democracy. Opportunity to Innovate The next great wave of innovation is unfolding with AI, and it will impact everything—from the way we work to the way governments interact with their residents. Join a trusted team with the passion, technology, and expertise to drive innovation and bring AI to local government. We’ve touched 2,000 communities so far, and we’re just getting started. A Team of Passionate, Driven People This isn’t your typical 9-to-5 job; we operate in a fast-paced, results-driven environment where impact matters more than simply clocking in and out. Our global team of 800+ employees is united in our commitment to challenge the status quo. OpenGov is headquartered in San Francisco and has offices in Atlanta, Boston, Chicago, Dubuque, Dallas, and Pune. A Place to Make Your Mark We pride ourselves on our performance-based culture, where every employee is encouraged to jump in head-first and take action to help us improve. If you have a great idea, we want to hear it. Excellent performance is recognized and rewarded, and we love to promote from within. Benefits That Work for You Enjoy an award-winning workplace with the benefits to match, including: - Comprehensive healthcare options for individuals and families - Flexible vacation policy and paid company holidays - 401(k) with company match - Paid parental leave, wellness stipends, and HSA contributions - Professional development and growth opportunities - A collaborative office environment with weekly catered lunches.

Requirements

Must-haves

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—embody OpenGov's core values and foster 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
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%

Nice-to-haves

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)

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Benefits

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401(K)

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