Alliance Director – Public Sector, Federal

This is a fully remote position, open to applicants in United States.

📋 Description

• Formulate and implement strategic business initiatives across Armada's public sector and federal partner ecosystem for the company's edge AI and infrastructure platform.

• Foster executive alignment between Armada and strategic partners to define shared priorities, investment strategies, and growth targets.

• Lead comprehensive partner strategies encompassing co-selling, reselling, demand generation, marketing, enablement, and delivery operations.

• Consistently generate incremental partner-sourced pipeline and revenue through collaborative go-to-market efforts focused on edge AI, GPU capacity, and industrial/defense-grade infrastructure applications.

• Establish a robust operating rhythm with partners, including business reviews, pipeline assessments, action item tracking, and executive involvement.

• Develop scalable partner management processes and workflows that enhance consistency, accountability, and execution efficiency.

• Cultivate relationships across partner executive, sales, technical, marketing, and delivery teams, including government-focused channel and distribution partners like Carahsoft.

• Recognize customer, partner, and market trends that present opportunities for collaborative AI infrastructure and edge computing solutions, as well as new market access within federal and SLED accounts.

• Collaborate with systems integrators and service providers to create compelling consulting and implementation practices surrounding Armada's AI infrastructure and edge computing platform.

• Aid in the development of joint offerings, campaigns, enablement programs, and account strategies that align with public sector priorities, including sovereign AI, disconnected/contested environments, and mission-critical edge deployments.

• Work in partnership with Armada's Sales, Marketing, Customer Success, Product, and Services teams to ensure unified execution of partner initiatives.

• Manage competing internal and external priorities while ensuring accountability for partner results.

• Utilize data, market insights, and performance metrics to assess partner health, identify execution gaps, and propose corrective measures.

• Present partnership strategies, business impacts, pipeline performance, and growth recommendations to senior internal and external stakeholders.

⛳️ Requirements

• Over 10 years of experience in enterprise technology sales, partnerships, alliances, business development, channel management, or related go-to-market roles.

• A minimum of 7 years in partnerships, business development, channel management, or strategic alliance positions is strongly preferred.

• Proven experience in the government, federal, defense, or SLED sectors within a technology firm, systems integrator, or consulting agency.

• Successful track record in building and implementing partner ecosystem go-to-market strategies.

• Experience in managing strategic alliance relationships and identifying mutual business interests that foster measurable growth.

• Comprehensive knowledge of federal and SLED contracting, procurement, sales processes, and industry trends.

• Strong understanding of the operations of government integrators, distributors (such as Carahsoft), and consulting firms, as well as how AI/edge infrastructure companies can enhance their growth.

• Technical proficiency in AI infrastructure, edge computing, GPU/compute capacity, and connectivity, enabling credible engagement with technical partner stakeholders and effective communication of value to both technical and non-technical audiences.

• Experience in selling or partnering with C-level executives and senior decision-makers.

• Proven capability to operate across co-selling, reselling, demand generation, marketing, and service delivery activities.

• Highly analytical and data-driven, with a strategic mindset and a practical approach to execution.

• Strong program management abilities with the capacity to establish accountability and scalable partner management processes.

• Executive presence accompanied by excellent written, verbal, and presentation skills.

• Proven ability to influence without direct authority and manage competing priorities among diverse stakeholders.

• Capacity to thrive in a fast-paced, high-growth environment while maintaining autonomy and clear accountability for outcomes.

• Bachelor’s degree, preferably in Business, Computer Science, or a related field.

🏝️ Benefits

• Competitive base salary and equity

• Medical, dental, and vision coverage (subsidized cost)

• Health savings accounts (HSA), flexible spending accounts (FSA), and dependent care FSAs (DCFSA)

• Retirement plan options, including 401(k) and Roth 401(k)

• Unlimited paid time off (PTO)

• 14 paid company holidays each year