Job Description

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for an Associate Director, Government Partnerships based in the United States. This is an opportunity for an experienced government partnerships professional to help expand access to effective, technology-enabled public services. In this remote leadership role, you will manage a portfolio of state and local government relationships, guiding opportunities from initial discovery through negotiation and signed agreements. You will collaborate with cross-functional teams to shape service offerings, develop compelling proposals, and align partner needs with practical solutions. Your work will help public agencies improve the delivery of essential services and better serve their communities. You will also strengthen partnership processes, maintain a reliable opportunity pipeline, and share market insights that inform strategic priorities. Working in a collaborative, mission-driven environment, you will combine relationship management, strategic thinking, and hands-on execution to build partnerships with lasting public impact. Accountabilities - Government Account Management: Own a portfolio of state and local government agency accounts, cultivating trusted relationships with agency leaders and program staff. Develop account plans that identify partner needs, strategic priorities, and opportunities to establish or expand partnerships. - Partnership Development & Deal Execution: Lead discovery meetings, pitch presentations, scoping discussions, and follow-up. Develop tailored proposals, statements of work (SOWs), memorandums of understanding (MOUs), and presentation materials, guiding opportunities from initial conversations through signed agreements. - Cross-Functional Agreement Management: Coordinate the path to signature with Legal, Privacy, Security, and delivery teams.

Partner with business development colleagues when opportunities involve procurement, and ensure agreements are completed accurately and efficiently. - Partner Handoffs & Ongoing Relationships: Facilitate clear transitions to delivery teams by communicating partner context, agreed commitments, and outstanding risks. Remain engaged as the primary account lead after launch to support relationship development and identify future opportunities. - Offering & Pitch Development: Collaborate with program, product, and engineering teams to shape services for government partners, including defining scope, value propositions, and the most effective approaches for presenting solutions. Identify promising agencies and share account-level insights to inform organizational offerings and priorities. - Pitch Materials & Partnership Infrastructure: Maintain and improve partnership decks, case studies, one-pagers, proposal language, and other reusable resources. Collaborate with Marketing and Communications to develop supporting materials that clearly demonstrate program value and results. - Pipeline & Process Improvement: Keep account records and opportunity data accurate and up to date, provide regular updates to leadership, and improve templates and processes that move opportunities from initial engagement to signed agreement. - Internal Collaboration & Ecosystem Engagement: Represent government partner perspectives in product decisions and communicate product strategy and priorities back to agency stakeholders. Support Development with proposals and grant reporting related to assigned accounts, and build relationships with civic technology organizations, advocates, and intermediaries. - Team Development & Strategic Support: Mentor colleagues on partnership best practices, test new approaches to engagement and pitching, and share successful methods across the Strategic Partnerships team. Contribute to additional projects and initiatives as organizational needs evolve.

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