AVP of Alliances & Partnerships

Nelnet is a diversified and innovative company committed to enriching lives through the power of service as a student loan servicer professional services company consumer loan originator and servicer payments processor renewable energy solutions and K-12 and higher education expert. For over 40 years Nelnet has been serving its customers associates and communities.

The perks of working at Nelnet go beyond our benefits package. When you join the Nelnet team youre part of a community invested in the success of each individual. That support comes through in our work as we are united by our mission of creating opportunities for people where they live learn and work.

The AVP of Alliances & Partnerships owns CampusGuards partner ecosystem end-to-end: strategy prioritization onboarding enablement relationship management performance management and expansion. This role identifies business needs and capability gaps sources and evaluates potential partners coordinates legal and commercial onboarding develops sales playbooks and rollout plans maintains active partner relationships and ensures partnerships produce measurable pipeline revenue margin delivery capacity and market visibility outcomes.

JOB RESPONSIBILITIES:

• Partner strategy & portfolio ownership
  • Define the partner strategy and operating model (which partners which motions where to focus) aligned to CampusGuards growth and profitability objectives.
  • Build and manage a prioritized partner portfolio across consulting tech vendors channel/resellers marketplaces and associations; recruit tier develop and exit partners as needed.
• Build a scalable partner program
  • Design and implement partner program mechanics: segmentation/tiering onboarding enablement partner-facing assets internal playbooks and an execution cadence (e.g. pipeline reviews joint plans QBRs etc.).
  • Establish clear rules of engagement for attribution deal governance and handoffs (partner-sourced vs partner-influenced vs resell/marketplace) and drive internal adherence.
• Operationalize with Sales Marketing and Delivery
  • Partner with Sales to identify partner-generated partner-influenced and partner-enabled opportunities; ensure qualified opportunities are routed to the appropriate sales owners for follow-up.
  • Support Sales through partner account mapping joint pipeline creation opportunity qualification sales playbooks talk tracks pricing/packaging guidance and deal support.
  • Partner with Marketing to plan and execute partner-related campaigns webinars events thought leadership sponsorships marketplace promotions and lead-generation activities.
  • Activate co-sell and sell-with motions with partner sales teams including joint account planning pipeline reviews opportunity mapping and field enablement.
  • Manage partner-sourced and partner-influenced motions including lead intake routing attribution follow-up expectations reporting and continuous improvement.
  • Manage marketplace distribution and resell motions including listings packaging pricing guardrails partner economics enablement renewals and expansion.
  • Establish services co-delivery and subcontractor standards including delivery handoffs quality assurance scope control margin management escalation paths and customer experience expectations.
• Commercials contracting and governance
  • Lead partnership business planning and negotiation (rev share referral fees reseller terms delivery subcontract terms) in collaboration with Finance/Legal including compliance/security requirements where applicable.
  • Influence internal commercial policies and processes to support successful indirect motions (e.g. discounting/approvals packaging attribution delivery handoff).
  • Manage the partnerships budget (e.g. sponsorships marketplace fees MDF enablement investments etc.) and track ROI.
• Partner relationship management
  • Serve as the primary business owner for strategic partner relationships and maintain regular communication with partner stakeholders.
  • Develop and manage joint business plans with priority partners including shared goals target accounts planned campaigns enablement needs pipeline expectations and success metrics.
  • Coordinate executive alignment with key partners including leadership touchpoints QBRs issue resolution renewal/expansion discussions and strategic roadmap conversations.
  • Monitor partner health and engagement including responsiveness activity levels pipeline contribution delivery performance customer feedback and continued strategic fit.
• Measurement & executive visibility
  • Build a partner performance system and executive reporting: partner-sourced pipeline partner-influenced bookings conversion rates velocity marketplace revenue margin impact and time-to-first-value by partner/motion.
  • Represent CampusGuard externally with partners and at industry events to elevate ecosystem visibility and accelerate strategic relationships.

Salary range for this role is: $100000-$162000

Please note that we are unable to provide visa sponsorship for this position. To be considered candidates must already be authorized to work in the United States without the need for current or future sponsorship.

EDUCATION:

• Degree not required. We value relevant experience and a track record of outcomes over formal education.

EXPERIENCE:

• 10 years leading alliances/partnerships/channel initiatives with a track record of building and scaling partner programs that produce measurable outcomes.
• Demonstrated results driving partner-sourced and partner-influenced pipeline/revenue through repeatable co-sell and co-marketing motions.
• Experience working with consulting firms/SIs/GSIs and executing co-sell and/or co-delivery motions across complex stakeholder groups.
• Background in negotiating and structuring partnership commercials (e.g. rev share referral fees marketplace/resell economics subcontract delivery models).
• Preferred: cybersecurity and/or IT services experience
• Preferred: familiarity selling into higher education and/or public sector.

COMPETENCIES SKILLS/KNOWLEDGE/ABILITIES:

• Ability to set partner strategy prioritize a partner portfolio and establish clear governance and operating cadence.
• Ability to build scalable partner enablement and internal processes (playbooks rules of engagement handoffs escalation paths).
• Strong analytical skills to define KPIs build performance reporting and manage pipeline attribution and forecasting.
• Strong cross-functional leadership and influence across Sales Marketing Product/Engineering Delivery/Operations and Finance/Legal.
• Excellent verbal and written communication skills including executive presence with partners and internal leadership.
• Strong judgment in ambiguity: prioritizes effectively drives decisions and executes through others.

Compensation range for this position is $100000 to $162.800 depending on experience.

Our benefits package includes medical dental vision HSA and FSA generous earned time off 401K/student loan repayment life insurance & AD&D insurance employee assistance program employee stock purchase program tuition reimbursement performance-based incentive pay short- and long-term disability and a robust wellness program. Click here to learn more about our benefits: LINK.

Nelnet is committed to providing a welcoming and respectful workplace where all associates have the opportunity to succeed. As an Equal Opportunity Employer we ensure that all qualified applicants are considered for employment. Employment decisions are made without regard to race color religion/creed national origin gender sex marital status age disability use of a guide dog or service animal sexual orientation military/veteran status or any other status protected by federal state or local law. We value the unique contributions of every team member and believe that a positive work environment benefits everyone.

Qualified individuals with disabilities who require reasonable accommodations in order to apply or compete for positions at Nelnet may request such accommodations by contacting Corporate Recruiting at or.

Nelnet is a Drug Free and Tobacco Free Workplace.