Strategic Partnerships Manager

The Opportunity

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. The Strategic Partnerships Manager is NiCE’s boots on the ground in the partner ecosystem — recruiting, activating, and growing the relationships that drive partner-sourced and partner-influenced pipeline. Not admin. Not support. In market, building the program.

 

What You’ll Do

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

 

What We’re Looking For

Required

• 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

 

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

 

The Environment

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.

 

Compensation & Location

• Competitive base salary + variable compensation tied to partner-sourced and partner-influenced ARR
• Full benefits package
• Remote, US-based — travel required for partner meetings, agency events, and industry conferences