Director – Partners and Alliances

This is a fully remote position, open to applicants in District of Columbia.

📋 Description

• Take ownership of the partner ecosystems that facilitate scalable and accelerated growth in federal, defense, intelligence, and SLED customer segments.

• Report directly to the VP of Sales for the Public Sector.

• Establish, manage, and enhance relationships with global technology partners, government aggregators, VARs, and system integrators.

• Collaborate with sales, marketing, product teams, and external partners to create joint go-to-market strategies.

• Propel revenue growth and increase market share.

• Identify opportunities, influence deal cycles, and offer sales training and resources to support partner-led sales initiatives.

• Conduct sales presentations and software demonstrations.

• Foster partner-sourced sales and surpass pipeline and revenue objectives.

• Monitor progress and ensure the achievement of established metrics.

• Oversee daily partner initiatives and facilitate partner engagement.

• Lead negotiations on partner contracts, agreements, commercial terms, and mutual KPIs.

• Keep abreast of market trends, competitive offerings, and emerging technologies.

• Assist in organizing partner-focused events, training sessions, and joint marketing campaigns.

⛳️ Requirements

• A minimum of 10 years of experience in technology sales, business development, or alliance management.

• At least 7 years of experience in the public sector domain.

• Experience in the mobile security, endpoint security, or mobile threat defense (MTD) sectors.

• Knowledge of mobile-specific compliance standards, such as NIST SP 800-124 and the NSA Mobile Device Strategy.

• Understanding of CDM program requirements.

• Previous experience collaborating with or through Carahsoft or similar government IT aggregators.

• Established relationships with federal CISOs, program managers, or contracting officers across DoD, DHS, IC, or civilian agencies.

• Proven ability to manage complex technology partnerships and alliances successfully.

• Demonstrated history of meeting or exceeding sales/revenue targets through partner channels.

• Strong knowledge of enterprise software, cloud solutions, or emerging technologies.

• Excellent communication, negotiation, and presentation abilities.

• Capability to influence cross-functional teams and achieve results in a matrixed environment.

• Willingness to travel up to 50% of the time.

• An active U.S. security clearance (Secret or above) is preferred.

🏝️ Benefits

• Equal Opportunity employment consideration as per applicable federal, state, and local laws.

• Flexible remote work arrangement.

• Engagement in partner-focused events, training sessions, and joint marketing initiatives.