Strategic Partnerships Manager

About the Role

NiCE Public Safety is building its partner program from the ground up. Evidencentral is the anchor product — a cloud-native digital evidence management platform already gaining traction in public safety agencies — and it opens the door to the full NiCE portfolio: Inform/911, Investigate, and Real-Time Center. The partner channel is the fastest path to scale, and this hire is the engine that makes it move. Year 1 goal: $750K–$1M+ partner-influenced ARR, built on 50 named target partners across CAD/RMS resellers, case management platforms, and system integrators. This is a pure offense role.

Responsibilities

• Partner Recruitment
  • Own outreach across all 50 named partner targets — CAD/RMS resellers, prosecution and case management platforms, and system integrators
  • Drive 5+ partner conversations per week; log every contact attempt, outcome, and next step in Salesforce same day
  • Lead Tier 1 referral partner onboarding (Magnet Forensics, Flock Safety, Cellebrite, and peers) — fastest relationships to build, lowest friction to activate
  • Own Tier 2 reseller recruitment across the 24 named CAD/RMS and prosecution targets
  • Support Andy McKeever on Tier 3 SI relationships; attend meetings, own follow-up, log all activity
• Partner Activation & Pipeline
  • Drive deal registration from every active partner — every signed partner has at least one registered deal
  • Own the partner check-in cadence: 30/60/90-day check-ins scheduled, prep notes ready, outcomes logged in Salesforce after every call
  • Attend partner QBRs; support Andy commercially, own all follow-up actions
  • Feed partner-sourced and partner-influenced pipeline to Andy weekly; reviewed every Monday
  • Track partner pipeline in Salesforce daily — if it’s not logged, it doesn’t exist
• Program Ramp
  • Shadow Andy on all design partner conversations in the first 60 days — learn the pitch, the objections, the public safety procurement dynamics
  • Fully own the partner prospect list and all 50-target outreach from Day 60 forward
  • Onboard into Salesforce partner tracking, deal registration workflow, and partner portal Day 1

Requirements

• 3+ years in partner/channel sales, business development, or alliances — with a track record of recruiting and activating partners, not just managing existing ones
• Public safety, govtech, or SLED (State, Local, and Education) technology background — you understand how agencies buy, how procurement cycles work, and who the real decision-makers are
• Proficiency in Salesforce — you log every activity same day, build your own reports, and live in the CRM
• Hunter mentality — you open relationships from cold, run your own pipeline, and move without being pushed
• Comfort operating in an early-stage program with no established playbook — you build the process as you go

Qualifications

• Strongly Preferred
  • Experience selling through or alongside CAD/RMS, records management, or digital evidence platforms
  • Familiarity with the public safety procurement cycle — RFP/RFQ processes, cooperative purchasing, CJIS compliance
  • Prior experience at a SaaS company in a channel or alliances role
  • Existing relationships inside the target partner ecosystem (CentralSquare, Tyler Technologies, Mark43, Magnet Forensics, or comparable firms)

What Success Looks Like

• By Day 90:
  • 50 partner targets mapped and outreach begun in Salesforce
  • 20–30 discovery conversations completed and logged
  • 3–5 partners signed into the program
  • Every active partner has at least one registered deal
  • Weekly partner pipeline report running every Monday
• By Month 6:
  • $100–200K+ partner-influenced pipeline visible in Salesforce
  • First partner-sourced close in motion
  • Tier 1 and Tier 2 partner relationships fully owned and advancing independently

About the Team

This role reports directly to Andy McKeever, who leads partner sales for NiCE Public Safety. Program back-office (Salesforce builds, onboarding workflow, cert tracking, partner portal) is owned by a dedicated program coordinator — so the rep is never pulled into admin. You sell. The coordinator makes sure everything behind the sale is clean.

NiCE is a global leader in digital and AI-powered solutions for public safety and justice. Evidencentral is the entry point into a portfolio that includes Inform/911, Investigate, and Real-Time Center. This role is positioned at the start of a market-building moment.

Pay

Competitive base salary + variable compensation tied to partner-sourced and partner-influenced ARR

Benefits

Full benefits package

Schedule

Remote, US-based — travel required for partner meetings, agency events, and industry conferences