Responsibilities:
Own the reseller and teaming-partner channel recruiting, onboarding, and activating resellers, systems integrators, and prime contractors that extend Filevine's federal reach.
Build and execute joint go-to-market plans with partners developing joint value propositions, co-sell motions, and pipeline targets that align each partner's strengths with Filevine's federal priorities.
Originate partner-sourced pipeline driving teaming opportunities into the sales team, and ensuring qualified opportunities are handed off and worked to close.
Manage Filevine's contract-vehicle and channel relationships maximizing our position on existing vehicles and identifying new reseller and teaming paths to broaden federal access.
Negotiate and execute teaming agreements coordinating with legal and contracts to put the right structures in place for joint pursuits.
Build deep relationships with key decision-makers inside partner organizations becoming the trusted point of contact who keeps joint pursuits moving.
Run partner operating cadences business reviews, joint pipeline reviews, and enablement sessions that keep partners productive and accountable to shared goals.
Coordinate cross-functionally with Sales, Proposal, Product, and Marketing to align technical, commercial, and delivery aspects of partner-driven deals.
Provide market intelligence and partner feedback to internal teams to inform positioning, roadmap, and channel strategy.
Track and forecast partner-sourced pipeline and manage partner activity and relationships with rigor in Salesforce.
Qualifications:
5+ years of federal channel, partnerships, or business-development experience, with a proven track record of building and monetizing reseller, systems-integrator, or teaming relationships.
A strong track record of originating partner-sourced pipeline and driving it to closed federal business.
Deep understanding of how resellers, SIs, and prime contractors operate — their business models, buying processes, and how they win in the federal market.
Fluency in federal contract vehicles and teaming mechanics (GSA MAS, GWAC/IDIQ, NASA SEWP, ITES-SW2, OTAs, and prime/sub teaming structures).
Experience negotiating and executing teaming agreements and channel partnerships.
The ability to balance strategic leadership with hands-on execution — a conceptual thinker who also does the work.
Excellent relationship-building skills across all levels, from partner sales and engineering teams to senior partner leadership.
Strong cross-functional coordination skills, working across sales, proposal, product, and marketing.
The ability to articulate the value of AI-native case management to partners, and the drive to build a channel that multiplies Filevine's reach in a market we are creating.
Skills Required
- 5+ years of federal channel, partnerships, or business-development experience with a proven track record of building and monetizing reseller, systems-integrator, or teaming relationships.
- Proven track record of originating partner-sourced pipeline and driving it to closed federal business.
- Deep understanding of how resellers, SIs, and prime contractors operate, including business models and buying processes.
- Fluency in federal contract vehicles and teaming mechanics (GSA MAS, GWAC/IDIQ, NASA SEWP, ITES-SW2, OTAs, and prime/sub teaming structures).
- Experience negotiating and executing teaming agreements and channel partnerships.
- Ability to balance strategic leadership with hands-on execution.
- Excellent relationship-building skills across partner sales, engineering teams, and senior partner leadership.
- Strong cross-functional coordination skills working across sales, proposal, product, and marketing.
- Ability to articulate the value of AI-native case management to partners and drive channel growth.
Filevine Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Filevine and has not been reviewed or approved by Filevine.
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Healthcare Strength — Health coverage is described as covering the major bases (medical, dental, vision) and is often framed as decent quality. In some cases, premiums and copays are portrayed as relatively favorable, suggesting tangible value from the plans.
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Parental & Family Support — Paid parental leave is positioned as a standard, clearly offered benefit. The presence of parental leave alongside disability coverage signals baseline family-support provisions typical of growth-stage tech employers.
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Fair & Transparent Compensation — Compensation is sometimes framed as fair or reasonable relative to role expectations, with technical roles in particular appearing closer to market-aligned ranges. This creates pockets where pay is perceived as competitive even if not consistently top-of-market across the company.
Filevine Insights
What We Do
Filevine is case management software built for and inspired by real attorneys. As a fully-featured suite of tools, it comes ready to manage every part of a moving case. Assign tasks, upload files or images, monitor staff productivity, and communicate with your client directly from within their case file. Our software is built on the truth that every law firm functions differently. That’s why Filevine is so customizable. Build new case-type templates, design automatic workflows, and receive customized reports on a schedule that fits your needs. Accessing your information is never a problem, because Filevine is hosted on The Cloud. To ensure security, your law firm’s data is protected through state-of-the-art encryption on redundant servers. All you need to get started is an internet connection and your favorite web browser. Learn more at filevine.com.
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