Director of Implementation Partnerships
Position Overview
The Director of Implementation Partnerships is responsible for establishing, leading, and scaling
BS&A’s implementation partnerships function. Reporting to the Chief Customer Officer, this
leader takes ownership of the early-stage implementation partnerships BS&A already has in
place and builds out a broader network of certified implementation partners that extends BS&A’s
implementation capacity to support continued growth and rising customer demand,
complementing the internal delivery teams while protecting the service reputation that defines
BS&A.
This leader is fully accountable for partner-delivered Go-Live ARR, grown through a measured,
disciplined ramp. The model is sub-contractor-first, with BS&A remaining prime, and graduates
proven partners toward referral engagements over time as they earn the right through
certification and demonstrated performance. As the founding leader of this function, the Head of
Partnerships is expected to balance strategic direction with hands-on program build-out, drive
AI-enabled partner productivity, and establish granular best practices that ensure consistent,
high-quality execution as the network grows.
Key Responsibilities
Strategic Leadership & Partner Growth
- Define and own the strategy, roadmap, and growth trajectory for BS&A’s implementation
partnerships function, building it from the ground up into a scalable engine that extends
BS&A’s implementation capacity to meet growing customer demand.
- Assume ownership of BS&A’s existing, early-stage implementation partnerships,
bringing the structure, standards, and active stewardship needed to mature these
relationships and integrate them into the broader partner program.
- 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.
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