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SI Partner Development Executive

4 months ago

Vienna, Virginia, United States InterSystems Full time

In this role, you will be charged with growth initiatives to establish, maintain, and foster relationships with small, mid-size, and large systems integrators (SIs) who wish to support both new and existing InterSystems customers in North America. You will have responsibility for establishing the partner strategy and operational objectives including attaining short and long-term financial and operational goals. This activity includes building a network of credentialed small, minority, woman, and veteran/service-disabled veteran businesses who can serve state and federal customers. You will develop and manage go-to-market relationships with systems integrators that complement InterSystems offerings and market presence and are interested in developing and implementing solutions in ways that benefit our customers. You will identify and foster relationships with public sector partners who currently hold federal and state contracts for software licensing, annual maintenance and services or have the ability to do so through different procurement vehicles. In addition, you will ensure the partners have the necessary government certifications required such as FedRamp, etc.

The SI Partner Development Executive reports into North American Sales and is managed day to day by the Head of Public Sector. However, the SIPDE role will focus on developing deep SI relationships and a robust network of SI partners who can serve all North American market segments including payer, provider, financial services, and non-healthcare markets.

The SIPDE will be responsible identifying sales qualified opportunities with the SI community in all markets being served by North American Sales, developing go-to-market plans that include mutual business development, marketing, and customer success commitments, and then working with InterSystems stakeholders to meet those commitments and objectives. To meet these commitments and objectives, they SIPDE will use their skills to collaborate with InterSystems stakeholders to create specialized collateral, identify SI training and enablement needs including product, sales and marketing, joint selling to customers, co-marketing activities, and working with Account Executives on special pricing or service offers, etc. The SIPDE serves as the liaison and primary advocate for the SI and partner community within InterSystems across internal functions like Sales, Customer Success, Customer Operations, Product Development, Legal, and Marketing.

On a professional level, the ideal candidate is a team-oriented leader who is experienced, creative, dynamic and will thrive in building a successful partner business for InterSystems. On a personal level, we are seeking an individual with passion, energy and an intense level of drive and commitment.

Required Background

  • 10+ years in business development and/or partner management focused on building and curating deep SI and partner relationships in pursuit of new business opportunities.
  • Proven track record of driving success that includes achieving and exceeding financial goals and sales metrics such as new revenue, new logos, pipeline, etc.
  • Understanding of public sector operations that include federal and state procurement and required certifications.
  • Understanding of healthcare and financial services markets
  • Strong technology background, especially as to how integrate COTS solutions into a solution-based sell.
  • Strong knowledge of business processes (Sales, Marketing, Service, Support).
  • Ability to prioritize, multi-task, and perform effectively under pressure.
  • Expertise and experience dealing with large, multi-national accounts at the most senior IT and business levels.
  • Capability as credible and effective VP-level advisor.
  • BA/BS degree or equivalent experience.

Background in the following is a plus:

  • Master's degree in technology, business administration, public administration, or similar credential.
  • Enterprise level solutions consulting experience.

We are an equal-opportunity employer and do not discriminate because of race, color, religion, sex, national origin, ancestry, marital status, veteran status, age, disability, sexual orientation or gender identity or expression or any other legally protected category. InterSystems is an E-Verify Employer in the United States.

About InterSystems

Established in 1978, InterSystems provides innovative data solutions for organizations with critical information needs in the healthcare, finance, and logistics sectors and beyond. Our cloud-first data platforms solve interoperability, speed, and scalability problems for organizations around the globe. InterSystems also develops and supports data management in hospitals through the world's most proven electronic medical record, as well as unified care records for health systems and governments through a powerful suite of healthcare data integration solutions. The company is committed to excellence through its award-winning, 24×7 support for customers and partners in more than 80 countries. Privately held and headquartered in Cambridge, Massachusetts, InterSystems has 25 offices worldwide. For more information, please visit