Director of Implementation Partnerships

Key Responsibilities

• Strategic Leadership & Partner Growth
  • Define and own the strategy, roadmap, and growth trajectory for BS&A’s implementation partnerships function.
  • Assume ownership of BS&A’s existing, early-stage implementation partnerships.
  • Hold full accountability for partner-delivered Go-Live ARR targets, managing to a measured, disciplined year-over-year ramp.
  • Identify, recruit, and onboard implementation partners aligned to BS&A’s quality standards, target market segments, and growth priorities.
  • Govern the pace and mix of partner-delivered work — beginning with a sub-contractor-first model where BS&A remains prime, and graduating proven partners toward referral engagements based on demonstrated performance.
  • Concentrate partner activity in the workstreams and market lanes where partner enablement scales best, keeping service quality as the primary constraint on pacing.
  • Establish the commercial and engagement framework for partners in collaboration with Sales, Finance, and Legal, including partner tiers, eligible workstreams, and economic models.
• Partner Program & Certification
  • Build and own the partner certification program, defining the gates, tiers, and workstream-level qualifications partners must earn before taking on customer work.
  • Ensure the quality bar for partner-delivered implementations remains non-negotiable, with certification serving as the primary mechanism that protects BS&A’s service reputation.
  • Define the graduation model that governs how partners progress from sub-contractor engagements to referral status based on proven performance across multiple engagements.
  • Engage with the Partner Enablement function to translate BS&A’s implementation methodology, playbooks, and recommended practices into partner-ready certification curriculum.
  • Establish performance standards, scorecards, and quality criteria that determine partner standing, continued eligibility, and tier advancement.
• Operational Excellence & AI Enablement
  • Establish granular, task-level best practices for how partners are recruited, certified, engaged, and managed, and ensure consistent adoption as the team and partner network scale.
  • Serve as the AI and automation champion for the partnerships function, ensuring partners adopt BS&A’s AI-enabled implementation tools and methodology so that partner-delivered work benefits from the same per-head productivity gains driving the internal organization.
  • Define the metrics, reporting, and analytics needed to manage partner capacity, delivery quality, ramp pacing, and revenue contribution, partnering with Sales Operations for tooling and reporting infrastructure.
  • Continuously refine the partner operating model based on performance data, identifying gaps in process, documentation, and enablement and implementing improvements that drive consistency and scale.
• People Leadership
  • Build, lead, and develop the partnerships team over time, beginning with partner enablement and expanding the team’s structure and roles as the partner network grows and needs evolve.
  • Set clear expectations, establish performance standards, and hold the team accountable for partner certification, capacity, quality, and revenue outcomes.
  • Support hiring, onboarding, talent development, and succession planning as the function scales year over year.
  • Foster a culture of accountability, quality, collaboration, and continuous improvement across the team.
• Cross-Functional Collaboration
  • Partner with Professional Services delivery leadership to ensure partner-delivered engagements meet BS&A delivery standards and integrate seamlessly with internal teams.
  • Coordinate with Sales and Finance on partner contracts, deal registration, and revenue tracking, owning partnership outcomes while leveraging these shared functions for execution.
  • Work with Sales Operations on partner tooling, reporting, and analytics, and with Marketing on partner and co-marketing programs.
  • Represent the partnerships function to executive leadership, providing visibility into partner capacity, ramp progress, revenue contribution, and risks.

Requirements

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