• Builder — able to take something informal and create durable structure: partner programs, co-sell and referral models, reciprocity frameworks, and governance
• Closer — able to convert relationships into pipeline now, not in eighteen months, with the credibility to engage partner and client leadership directly
• Relationship-driven — understands that the best alliances are mutual, and instinctively looks for the give as much as the get

Build the Alliance Function

• Design and stand up ContinuServe’s alliances and partnerships function, transforming today’s informal, distributed relationships into a deliberate, repeatable capability
• Develop the partnership operating model — partner segmentation and prioritization, engagement and co-sell motions, referral and revenue-share structures, and joint go-to-market playbooks
• Define and codify the reciprocity model: how ContinuServe creates value for partners (e.g., executing the strategies advisory firms design, serving the mid-market on behalf of larger firms) and how that value is returned
• Establish partnership governance — success metrics, pipeline and relationship tracking, joint business planning, and regular partner reviews
• Build internal alignment, consolidating relationships and partner knowledge that currently sit in pockets across the organization into a single, coordinated motion
• Create the foundation to scale the function over time, including the case for future hires as the program matures

Cultivate & Grow Strategic Partnerships

• Identify, prioritize, and develop high-potential partnerships across complementary services ecosystems, including:
• Advisory and consulting firms that need an execution partner to deliver the strategies they design, or a partner to serve the mid-market on their behalf
• Providers of complementary offerings (e.g., payroll and benefits administration services) where combined capabilities better serve shared clients
• Technology and platform partners whose ecosystems align with ContinuServe’s service offerings
• Build deep, trusted relationships with partner leadership and key stakeholders to drive introductions, co-selling, and reciprocal referrals
• Develop tailored, partner-specific strategies aligned to each partner’s priorities and shared client objectives

Generate Pipeline & Execute Deals

• Source and develop new client opportunities through alliance and partner relationships, with a clear focus on near-term pipeline inflow
• Collaborate with partners on joint go-to-market strategies and co-sell opportunities
• Lead the sales lifecycle on partner-sourced opportunities from initial engagement through contracting, partnering with internal delivery and solution teams to scope, price, and position offerings across:
• Back-office functions: accounting, finance, FP&A
• Technology: IT infrastructure, enterprise applications, custom development
• Outsourcing and managed services for scalability
• Negotiate complex deals and close new-logo business with C-suite executives

Market Engagement

• Represent ContinuServe at industry events, conferences, and partner networking forums
• Engage actively within alliance partner communities and ecosystems
• Monitor market trends and partner strategies to inform proactive outreach
• Provide feedback to marketing and solution teams to refine messaging and offerings

• A defined alliance operating model and reciprocity framework in place, with prioritized partners and active joint plans
• Several existing informal partnerships formalized and producing measurable, reciprocal pipeline
• A growing book of qualified, partner-sourced opportunities and closed new-logo business
• A clear, evidence-backed plan for scaling the function

Required

• Bachelor’s degree in Business, Finance, Accounting, Marketing, or a related field
• 10+ years of experience in business development, alliances, or partnerships, including building or substantially scaling a partner or alliance capability
• Demonstrated success selling consulting, outsourcing, or managed services through partner-led and co-sell channels
• Track record of structuring partnerships and partner programs — not just working existing ones — including referral, co-sell, and reciprocity models
• Strong understanding of partner-led go-to-market strategy and partnership economics
• Working knowledge of back-office operations (accounting, finance, IT) and the mid-market
• Proven ability to access decision-makers and close complex deals with C-suite executives
• Builder’s mindset combined with a hunter’s drive; comfortable creating structure where little exists while delivering near-term results

Preferred

• MBA or advanced degree
• Established network within relevant partner ecosystems (advisory, consulting, technology, or complementary services firms)
• Experience in or selling to mid-market enterprises, multi-unit consumer, not-for-profit, or managed service provider segments

• Shape something new — own the design and growth of a strategic capability with executive visibility and real runway
• High-impact team — join a team with a strong track record of delivering client value through partnerships
• Competitive rewards — competitive compensation, performance-based incentives, and potential equity participation

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