Primary Purpose and Function:

The SVP of Federal Sales is responsible defining the strategic sales leadership, while overseeing all government business relationships, partnerships and alliances for the organization. Primary responsibilities include documenting relationship planning and strategy, partnership progress among many various facets of the business, and forecasting of financial impact due to these partnerships and alliances. For instance, the SVP of Sales will lead all referral, agent, and federal reseller relationships of the business, as well as all technical, co-sell, and cross sell relationship with partner companies.

Under the direction of the Chief Commercial Officer, our Senior Vice President of Federal Sales is responsible for defining the strategic vision, thought leadership, and robust federal account management. This leader will oversee engagement with Finance, Marketing, Business Development, Technical Sales, Customer Support, Product, and clients in the development of new growth, and will be responsible for total federal sales performance in the respective sales regions, with a focus on growing enterprise sales.

This role will directly lead and manage all relationships with both technical and software development partnerships (for instance, Cerner and DMLSS). Furthermore, this role will lead responses to customer requests (including Federal solicitations) and for business to business partnerships. This role will work closely with Marketing on developing, maintaining and executing on Federal centric marketing campaigns.

Reporting directly to the CCO, the SVP of Federal Sales will also work closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the sales organization.

Essential Functions and Responsibilities:

• Identify, develop, organize and manage the government partnership, business development, and alliances opportunities and efforts of multiple SYFT product lines and service offerings.
• Create a strategy for all indirect selling channels including co-sell, resell, cross-sell, or referral/agency programs.
• Manage all technical integration relationships with the manufacturers of those solutions. Proactively assesses, clarifies, and validates technology partner needs on an ongoing basis.
• Works collaboratively with Sales, Marketing, and Product Management as it relates to all partnerships, alliances, and business development relationships.
• Drives adoption of company programs among assigned partners.
• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement by leveraging select partnerships.
• Over time, forecasts commercial impact of partnerships and alliances.
• Ensures partner compliance with partner agreements.
• Implements and administers enabling technologies and partnerships to expand Sales bookings.
• Works closely with sales management to optimize the effectiveness of the firm's technology investments such as technical integrations with partner companies.
• Works closely with customers on requests for relationships such as technical integrations.
• Leads all contracting, MOU and other business relationship definition and terms for all technical and commercial partnerships.
• Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners' expectations.
• Responsible for driving net new bookings via the Sales team, on all partnerships and alliances.

Key Contacts/Relationships:

• Business partner-level relationships with Sales, Marketing, Engineering, Product Management, and Professional Services.
• Trusted advisory relationships with US government customers.