Develop and execute a federal partner alliance strategy aligned to company growth objectives
Manage and grow our Carahsoft partnership
Identify, recruit, and onboard strategic partners, including GSIs, SIs, VARs, and Distributors.
Own partner business planning, joint value propositions, and go-to-market strategies
Drive partner-sourced and partner-influenced pipeline within Civilian, DoD, and IC accounts
Collaborate with federal sales and capture teams to support opportunities from pre-RFP through award
Track, measure, and report partner performance against pipeline and revenue goals
Enable partners on product capabilities, federal use cases, compliance requirements, and differentiation
Support joint marketing activities, including events, webinars, solution briefs, and federal campaigns
Act as the partner voice internally, providing feedback to product, engineering, and leadership teams
Align closely with marketing, sales operations, and legal on partner agreements and programs
Ensure partner compliance with federal regulations and security requirements

7+ years of experience in partner alliances, channel management, or business development
3+ years supporting the U.S. Federal Government market
Proven success driving partner-led pipeline and revenue in federal accounts
Strong understanding of federal procurement processes and contracting vehicles
Experience working with large SIs and federal integrators
Excellent executive communication and relationship-building skills
Be based in Washington, DC or the surrounding areas

Partner Alliance Manager – Federal

Key skills