Reports to: Senior Director, Strategy & Enablement
Direct Reports: None
State & Cooperative Contract Strategy
Develop and execute a forward-looking state and cooperative contract strategy aligned to go-to-market priorities; anticipate procurement needs 12-18 months in advance and establish required vehicles ahead of revenue timelines.
Establish, expand, and renew statewide and cooperative contracts to include new products, services, and pricing models that support growth objectives.
Lead negotiations for new and expanded contracts, aligning Legal, Sales, Finance, and external stakeholders to secure favorable commercial and operational terms.
Own strategic relationships with cooperative purchasing organizations and evaluate new vehicles based on revenue potential and market coverage.
Track contract utilization and performance, identifying opportunities to optimize scope, usability, and adoption across priority markets.
Commercial Partner Strategy & Activation
Operationalize new commercial partnerships identified by Corporate Development by designing the revenue activation plan and establishing repeatable pathways to secure the first deals on Axon paper.
Identify priority accounts and use cases where partner products strengthen Axon's solution; align Sales, Product, Marketing, and the partner on positioning, pricing, and enablement readiness.
Build scalable procurement and contracting frameworks that allow Axon to compliantly resell partner products within public sector constraints, tracking early performance and refining activation strategy based on results.
New Product Growth Enablement
Proactively identify and remove procurement, contracting, and regulatory barriers that could delay adoption of new products in state and local markets.
Ensure state-specific requirements and contract inclusion strategies are understood early and addressed in alignment with launch revenue timelines.
Translate complex procurement considerations into actionable guidance for Sales and Enablement teams.
What You Bring
7+ years of experience in public sector strategy, government contracting, channel/partner strategy, business development, or sales operations within a complex, multi-stakeholder environment.
Demonstrated success designing and executing strategies that expanded market access and accelerated revenue growth.
Experience operationalizing commercial partnerships or resell models, translating partnership agreements into executable revenue plans.
Comfortable balancing legal, financial, and commercial considerations in negotiations.
Proven ability to influence senior stakeholders and drive cross-functional alignment without direct authority.
Experience supporting new product launches or commercialization strategies within regulated or procurement-constrained markets.
Analytical mindset with ability to assess performance metrics, identify friction points, and refine strategy based on data.
Strategic thinker with a bias for action and a track record of delivering complex, long-horizon initiatives to completion.
Deep understanding of public sector procurement, including statewide master contracts and cooperative purchasing organizations is a plus.
Experience in Government Technology, SaaS, or Public Safety Technology preferred.
Benefits that Benefit You
Co
Benefits
Remote work options
Additional Information
Join Axon and be a Force for Good.
At Axon, we're on a mission to Protect Life. We're explorers, pursuing society's most critical safety and justice issues with our ecosystem of devices and cloud software. Like our products, we work better together. We connect with candor and care, seeking out diverse perspectives from our customers, communities and each other.
Life at Axon is fast-paced, challenging and meaningful. Here, you'll take ownership and drive real change. Constantly grow as you work hard for a mission that matters at a company where you matter.
Axon · Seattle, WA