12+ years in partnerships & alliances, business development, or related roles at a minimum working for or selling into software/saas companies12+ years of team leadership and management, including executive-level engagementExperience in state, local, and education governments (SLED)Experience in AI and software technology landscape, including current trends and competitive dynamicsExperience working with global systems integrators and global accounting and consulting firmsExperience working with government-focused partners, such as system integrators, consultants, or industry influencersExperience with government procurement processes, such as RFPs, RFIs, and contracting mechanismsExperience in compliance with government regulations, including data privacy, security, and accessibility standards, which are critical in partnershipsExperience in strategic account planning; ability to develop and manage relationships with complex, large global accountsExperience in strategic innovative thinking with strong business acumen and ability to execute tactically and independently drive initiatives to completionExperience in negotiation skills and experience structuring complex partnership agreementsExperience in navigating complex government bureaucracies and building relationships with key stakeholdersExperience in working collaboratively with cross-functional teams, including sales, marketing, and product teams, to develop joint go to market initiativesExperience in adapting to changing government priorities, policies, and regulations, and the ability to adjust partnership strategies accordinglyExperience in proactively identifying, pursuing, and expanding strategic partnership opportunities, including successful management of internal stakeholders to drive changeExperience in problem-solving and analytical skills with a proactive approach to overcoming challenges and achieving goals, effectively engaging internal stakeholders to ensure alignment and support for initiativesExperience in partnership management tools, such as partnership relationship management (PRM) software