Public Sector Partner Manager
$103,900–$186,900 year
On-siteTysons, Virginia, United States
Tysons, Virginia, United StatesOn-siteFull Time$103,900–$186,900 yearSenior LevelTECHEnterprise
Full TimeSenior LevelEnterpriseTECH
Job Summary
Develop the public sector partner ecosystem by identifying, recruiting, and developing strategic systems integrators, resellers, cloud partners, and advisory firms to expand Strategy's federal market presence. Create actionable joint business plans with assigned partners, aligning strategies to federal civilian, Department of Defense, and intelligence community priorities while prioritizing those with the capacity to generate measurable revenue. Generate net-new partner-sourced and partner-influenced pipeline through account mapping, executive introductions, and coordinated business development, working alongside account executives to improve access and close probability. Enable partner teams to position and sell Strategy Mosaic and Mosaic AI by developing joint solutions and providing sales support throughout the sales cycle. Conduct quarterly business reviews, maintain accurate CRM forecasts, and monitor federal procurement trends to advise leadership on market intelligence.
Required Qualifications
- Bachelor's degree or equivalent professional experience
- MBA or other advanced degree preferred
- 7+ years of experience in enterprise software, cloud technology, consulting, systems integration, channel sales, alliances, or partner management
- 5+ years of experience working in or supporting the U.S. Federal Government technology market
- Demonstrated success building relationships with federal systems integrators, value-added resellers, cloud providers, technology partners, and public sector consulting organizations
- Proven record of achieving or exceeding partner-sourced pipeline, revenue, or sales quotas
- Strong understanding of federal procurement processes, contract vehicles, reseller models, cloud marketplaces, and the role of prime and subcontractor relationships
- Experience supporting federal civilian, Department of Defense, intelligence community, or other public sector customers
- Ability to develop joint account plans and convert partner relationships into qualified opportunities and closed business
- Strong executive presence and the ability to engage partner executives, government leaders, sales teams, technical stakeholders, and procurement professionals
- Excellent communication, presentation, negotiation, and relationship-building skills
- Strong business acumen and the ability to develop and manage strategic business plans with partner and company executives
- Highly organized, proactive, and capable of managing multiple partners, accounts, opportunities, and internal stakeholders simultaneously
- Proven ability to work independently while succeeding within a virtual and matrixed organization
- Strong attention to detail, forecasting discipline, and operational follow-through
- Ability to anticipate and interpret public sector market trends and translate them into actionable partner strategies
- Willingness to travel approximately 25% or more based on business requirements
- Existing relationships with leading federal systems integrators, cloud providers, resellers, and technology partners
- Experience working with organizations such as AWS, Microsoft, Google Cloud, Snowflake, Databricks, Carahsoft, Vertosoft, or major federal systems integrators
- Experience with enterprise analytics, business intelligence, data platforms, cloud modernization, artificial intelligence, semantic layers, or generative AI
- Familiarity with public sector security, compliance, and deployment requirements, including FedRAMP, Department of Defense impact levels, and secure or disconnected environments
- Experience developing partner-led solutions, federal go-to-market programs, or agency-specific marketing campaigns
- Direct sales experience within the federal technology market
- Understanding of federal budgeting cycles, appropriations, procurement timelines, and acquisition strategies
- A revenue-first mindset and a strong sense of ownership
- High energy, persistence, and personal accountability
- The ability to create structure and momentum in an evolving environment
- A collaborative approach grounded in mutual respect
- Strong judgment regarding where to invest time and resources
- The confidence to engage senior executives and challenge partners constructively
- A willingness to work directly in the details while maintaining a strategic perspective
- A commitment to integrity, teamwork, customer outcomes, and measurable results
- Strategy headquarters in Tysons Corner, Virginia, at least four days per week (Mon-Thurs)
- Travel of approximately 25% within North America, with an emphasis on Washington, D.C., and other key public sector markets
Desired Qualifications
- MBA or other advanced degree preferred
- Existing relationships with leading federal systems integrators, cloud providers, resellers, and technology partners
- Experience working with organizations such as AWS, Microsoft, Google Cloud, Snowflake, Databricks, Carahsoft, Vertosoft, or major federal systems integrators
- Experience with enterprise analytics, business intelligence, data platforms, cloud modernization, artificial intelligence, semantic layers, or generative AI
- Familiarity with public sector security, compliance, and deployment requirements, including FedRAMP, Department of Defense impact levels, and secure or disconnected environments
- Experience developing partner-led solutions, federal go-to-market programs, or agency-specific marketing campaigns
- Direct sales experience within the federal technology market
- Understanding of federal budgeting cycles, appropriations, procurement timelines, and acquisition strategies
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