Lead Partner Manager

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Take ownership and expand a portfolio of Sentrycs’ key strategic, technology, and channel partnerships.

• Act as the main commercial and relationship manager for designated partners.

• Create and uphold joint business plans with strategic partners, which include revenue goals, target markets, priority clients, product and integration needs, marketing strategies, and quantifiable milestones.

• Spot opportunities to broaden Sentrycs’ market presence via partner platforms, sales channels, customer interactions, and complementary technologies.

• Oversee technology partnerships that involve the integration of Sentrycs’ Counter-UAS capabilities into partner platforms, products, C2 environments, or larger security solutions.

• Collaborate with Product and Technical Integration Specialists to establish integration priorities and partner requirements.

• Manage reseller and channel partnerships, focusing on partner enablement, training, commercial alignment, and opportunity development.

• Build and sustain a partner-generated pipeline, working alongside Sales to advance opportunities through qualification, demonstration, evaluation, proposal, and closure.

• Set expectations regarding opportunity registration, pricing, forecasting, customer ownership, sales engagement, and go-to-market roles.

• Organize joint customer interactions, demonstrations, events, campaigns, product launches, and other marketing initiatives.

• Create opportunities for Sentrycs to become an integral or preferred element within broader partner solutions.

• Conduct regular partner business reviews that address pipeline, revenue, technical progress, joint initiatives, challenges, and future opportunities.

• Maintain precise forecasts and reports for partner-generated opportunities, revenue, and partnership milestones.

• Lead commercial discussions regarding partnership structures, pricing models, reseller frameworks, joint offerings, and go-to-market agreements.

• Proactively address partnership issues by coordinating internal and partner resources.

• Represent strategic partners internally, providing structured feedback on market needs, product capabilities, competitive developments, and opportunities.

• Stay informed about the Counter-UAS market, partner ecosystem, competitive landscape, and requirements across Defense, Homeland Security, Public Safety, and Critical Infrastructure.

⛳️ Requirements

• More than 5 years of experience in strategic partnerships, channel management, business development, enterprise sales, alliances, or a similar commercial role within a technology-focused organization.

• Proven experience managing intricate, high-value relationships with major technology companies, systems integrators, defense firms, resellers, or strategic partners.

• Demonstrated ability to forge partnerships that yield measurable commercial outcomes, including pipeline and revenue growth.

• Experience in developing and implementing joint business plans and go-to-market strategies alongside external partners.

• Strong commercial insight with experience in pricing, margins, commercial agreements, forecasting, and complex sales opportunities.

• Exceptional executive communication and relationship management skills.

• Excellent written and verbal communication abilities, with the capability to effectively engage with senior executives, sales teams, technical teams, and customers.

• Strong organizational and project management skills, with the capacity to manage multiple strategic relationships and initiatives simultaneously.

• Ability to work independently, set priorities, and drive initiatives to completion.

• Willingness to travel frequently within the United States and occasionally internationally to support partners, customers, events, and internal meetings.

• Preferred: Experience managing partnerships in defense, homeland security, public safety, critical infrastructure, or related technology sectors.

• Preferred: Experience collaborating with major defense contractors, systems integrators, public-sector resellers, or large technology platforms.

• Preferred: Experience overseeing both technology/integration partnerships and reseller/channel partnerships.

• Preferred: Familiarity with UAS, Counter-UAS (C-UAS), RF technologies, sensors, C2 platforms, security technologies, or similar systems.

• Preferred: Knowledge of government procurement and the U.S. federal, state, and local public safety markets.

• Preferred: Experience in negotiating and managing reseller, distribution, technology partnerships, or strategic alliance agreements.

🏝️ Benefits

• Flexible remote work arrangement.

• Full-time employment opportunity.