Job Description
Job Description
Title: Director of Partnerships & Alliances
Department: Sales - Quota
Reports To: Chief Revenue Officer
The Head of Partnerships will be responsible for designing, building, and scaling a world-class global partner ecosystem from the ground up for a market-leading enterprise SaaS company delivering mission-critical eDiscovery and FOIA solutions to the U.S. Federal Government, Department of Defense, and Fortune-class North American enterprises.
This role is ideal for a strategic operator who thrives in ambiguity and complexity—someone who can unify loosely connected partner relationships with various partner types inherited through mergers into a cohesive, scalable, and revenue-driving partner program.
You will own partner strategy end-to-end, spanning:
- Technology & integration partners
- Go-to-market resellers and distributors
- Systems integrators and service providers
You will establish new partnerships and imagine & transform the existing Casepoint, Opexus & mLINQS partnerships into a single defined system that delivers a predictable growth engine while maintaining compliance with government procurement requirements, internal rules of engagement and the rigor expected in highly regulated environments. This role also owns the ongoing operational activities with each partner to ensure the highest level of success and partner satisfaction.
What You’ll Do (Key Responsibilities):
Partner Strategy & Program Build-Out
- Design and launch a comprehensive global partner strategy aligned with enterprise, federal, and defense market motions.
- Evaluate potential partners that are strategic to the Casepoint business and with a strong reputation consistent with our core values.
- Build a tiered partner program (e.g., referral, reseller, distributor, SI, ISV) with clear value propositions, incentives, enablement paths, and performance expectations.
- Define partner segmentation, coverage models, and rules of engagement across commercial and public-sector markets.
- Establish scalable partner governance, contracts, pricing, deal registration, and conflict resolution processes.
Existing Partner Rationalization
- Assess and rationalize existing partner relationships inherited through the merger of Casepoint, Opexus & mLINQS , identifying strategic, tactical, and sunset candidates.
- Consolidate overlapping partners and normalize disparate partner agreements, operating models, and expectations.
- Serve as the central point of accountability for partner alignment across legacy organizations.
Go-To-Market Execution
- Onboard each partner into the Casepoint partnership framework.
- Manage the day to day operations of the partnership program to drive partner satisfaction and new ARR growth objectives.
- Drive partner-sourced and partner-influenced revenue across federal, defense, and enterprise segments.
- Build joint go-to-market plans with top partners, including pipeline development, account mapping, and co-selling motions.
- Partner closely with Casepoint Sales, Customer Success, and Marketing to embed partners into demand generation and capture pursuit strategies.
- Support complex government procurements, including GSA schedules, IDIQs, BPA structures, and defense contracting vehicles.
Technology & Integration Ecosystem
- Develop strategic alliances with complementary providers who can help drive net new ARR bookings for Casepoint.
- Define integration priorities and partner technical requirements in collaboration with Product and Engineering.
- Sales & Operational enablement of partners to ensure they can deliver secure, compliant, and scalable integrations aligned with Casepoint’s advanced levels of security including FedRAMP, DoD Impact Levels, and enterprise security standards.
Enablement, Operations & Scale
- Build partner onboarding, certification, training, and enablement frameworks.
- Implement partner performance metrics, dashboards, and reporting tied to revenue, pipeline, and customer outcomes.
- Select and operationalize partner tools (PRM, CRM integrations, deal registration workflows).
- Recruit, mentor, and scale a high-performing partnerships organization over time.
Executive Leadership & External Representation
- Act as an executive spokesperson for the company’s partner ecosystem.
- Cultivate C-level relationships across strategic partners.
- Represent the company at industry events, partner summits, and government-focused forums.
What You Bring to the Team:
- 7+ years of experience in partnerships, alliances, or channel leadership within enterprise SaaS.
- Proven experience building a partner program from scratch in a complex, multi-segment environment.
- Strong background working with Federal Government, DoD, and/or regulated enterprise customers.
- Deep understanding of reseller, distributor, SI, ISV, and services partner models.
- Experience operating in post-merger environments with fragmented partner ecosystems.
- Demonstrated success driving material partner-sourced and partner-influenced revenue.
- Strong executive presence and ability to influence across Sales, Product, Legal, Finance, and Security.
Preferred:
- Experience in eDiscovery, legal tech, FOIA, compliance, data governance, or cybersecurity.
- Familiarity with government procurement vehicles and compliance frameworks (e.g., FedRAMP, GSA, IDIQs).
- Experience partnering with large GSIs and federal systems integrators.
- Prior leadership at a $100M+ ARR enterprise SaaS company.
Key Success Metrics:
- New ARR bookings quota that is Partner-sourced and partner-influenced
- Number and quality of strategic partners onboarded and activated
- Partner contribution to federal and enterprise pipeline
- Time-to-productivity for new partners
- Partner satisfaction and retention
- Integration adoption and co-sell effectiveness
Why This Role Matters:
This is a foundational leadership role with direct impact on revenue growth, market expansion, and long-term platform strategy. You will have the autonomy to define the future of partnerships at a company operating at the intersection of technology, national security, compliance, and enterprise scale.
Work Location & Flexibility:
We are headquartered in Washington, D.C., and this role is eligible for remote work from the following states: AR, AZ, CA, CO, CT, DC, DE, FL, GA, IL, IN, KS, KY, LA, MA, MD, MI, MN, NC, NH, NJ, NM, NV, NY, OH, OK, OR, PA, TX, VA, WA, WI, WV, WY. If you live outside these states, unfortunately we’re not able to consider your application at this time.
About Casepoint:
OPEXUS, a leader in government process management software, and Casepoint, a top provider of data discovery technology for litigation, investigations, and compliance, merged in January 2025, with a majority investment from Thoma Bravo. The merger combines OPEXUS' expertise in government process management and Casepoint's advanced data discovery technology to create a scalable platform that meets growing demands for efficient, secure data management in the public and regulated sectors. This collaboration enhances workflows for government and enterprise clients, focusing on data discovery, litigation, and compliance.
The Washington Post, which named OPEXUS + Casepoint as the best place to work, solidifies the company's commitment to fostering a supportive, innovative, and inclusive work environment. Our dedicated team has created a culture grounded by our shared values that encourage everyone to speak up, join in, and celebrate together. From our hybrid work schedules to our prime downtown D.C. location, working at OPEXUS + Casepoint offers the best of all worlds.
OPEXUS + Casepoint is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.