Public Sector Partner Manager

The Role: Strategy is seeking an experienced execution-focused Public Sector Partner Manager to help build a high-performing partner ecosystem across the public sector with a primary emphasis on the U.S. Federal Government. 

This is not an administrative alliance-management role. It is a field-facing revenue-producing position responsible for identifying the partners that matter building joint business plans aligning partner and Strategy sales teams and creating measurable pipeline. 

The successful candidate will understand the complexities of the federal technology market including agency buying processes procurement pathways contract vehicles cloud marketplaces and the role that systems integrators and resellers play in shaping agency modernization programs. 

Working closely with Strategys Public Sector sales organization partner leadership marketing solution engineering and customer success teams this individual will help insert Strategy Mosaic and Mosaic AI into active agency programs modernization initiatives cloud migrations and enterprise AI opportunities. 

The roles mandate will be to build and execute a high-impact public sector partner strategy that generates net-new pipeline accelerates strategic opportunities and expands Strategys reach across the U.S. Federal Government. 

The Public Sector Partner Manager will develop productive relationships with cloud providers systems integrators resellers advisory firms and technology partners that influence how federal agencies evaluate procure implement and expand enterprise analytics and AI platforms. 

Success will be measured by partner-sourced and partner-influenced pipeline revenue executive relationships joint account activity and the ability to turn strategic partnerships into repeatable field execution. 

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. 

Core Responsibilities 

1. Federal Partner Strategy and Business Development 35% 

• Develop the Partner Ecosystem: Identify recruit and develop strategic systems integrators resellers cloud partners advisory firms and technology partners capable of expanding Strategys federal market presence. 
• Joint Business Planning: Create actionable business plans with assigned partners including target agencies priority accounts executive relationships joint solutions pipeline objectives enablement requirements and revenue commitments. 
• Federal Market Alignment: Align partner strategies to the priorities of federal civilian Department of Defense intelligence community and other public sector organizations. 
• Partner Prioritization: Focus resources on partners with the relationships contract access technical capabilities and delivery capacity required to generate measurable revenue. 
• Executive Engagement: Build strong relationships with senior partner executives public sector practice leaders account leaders solution leaders and government affairs or procurement specialists. 

2. Partner-Sourced Pipeline and Co-Selling Execution 35% 

• Generate Pipeline: Develop net-new partner-sourced and partner-influenced opportunities through account mapping executive introductions joint workshops field events agency-specific campaigns and coordinated business development. 
• Account-Level Co-Selling: Map Strategys priority federal accounts against partner relationships existing programs contract vehicles and agency modernization initiatives. 
• Opportunity Execution: Work alongside Strategy account executives to develop partner strategies for major opportunities establish clear roles and use partner influence to improve access competitive positioning procurement strategy and close probability. 
• Pipeline Governance: Maintain accurate partner opportunity information sourcing attribution next steps forecasts and partner activity within Strategys CRM and partner-management systems. 
• Forecasting: Provide accurate weekly quarterly and annual forecasts for partner-sourced and partner-influenced pipeline and revenue. 
• Quota Achievement: Achieve or exceed assigned pipeline revenue and partner-development objectives. 

3. Partner Enablement and Solution Development 15% 

• Enable Partner Teams: Coordinate with Strategys sales presales product enablement and technical teams to prepare partners to position demonstrate sell and implement Strategy Mosaic and Mosaic AI. 
• Develop Joint Solutions: Create repeatable public sector solutions and use cases that combine Strategys capabilities with partner services cloud platforms data technologies and agency-specific expertise. 
• Federal Positioning: Help partners communicate Strategys value in language that resonates with government stakeholders including mission outcomes modernization cloud adoption data interoperability AI governance security cost reduction and operational efficiency. 
• Sales Support: Assist partners throughout the sales cycle by connecting them with the appropriate Strategy field presales product and leadership resources. 

4. Partner Marketing and Field Engagement 10% 

• Joint Demand Generation: Develop targeted campaigns executive briefings webinars workshops industry events and agency-specific programs with assigned partners. 
• Field Evangelism: Promote the joint value proposition internally and across partner field organizations to increase awareness collaboration and opportunity identification. 
• Partner Communications: Establish a consistent cadence of partner updates pipeline reviews account-planning sessions and field enablement activities. 
• Market Development Funds: Where applicable develop and execute programs that make effective use of partner marketing funds and measure results against pipeline and revenue outcomes. 

5. Operational Governance and Performance Management 5% 

• Quarterly Business Reviews: Conduct structured partner business reviews that measure performance against agreed-upon revenue pipeline enablement marketing and account-development objectives. 
• Partner Accountability: Establish clear expectations and address underperformance when partners are not producing the agreed-upon level of engagement or results. 
• Cross-Functional Coordination: Work effectively within a matrix organization across Public Sector sales partner leadership marketing solution engineering customer success legal finance operations and product teams. 
• Market Intelligence: Monitor changes in federal budgets technology priorities procurement trends contract vehicles agency programs and competitive activity and advise Strategy leadership accordingly. 

Qualifications :

• Bachelors degree or equivalent professional experience required; 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. 

Preferred Experience 

• 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. 

Leadership Attributes 

The successful candidate will demonstrate: 

• 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. 

Performance Measures 

Success in this role will be evaluated based on: 

• Partner-sourced pipeline and revenue. 
• Partner-influenced pipeline and revenue. 
• Number and quality of joint account plans. 
• Executive-level partner and agency relationships. 
• New opportunities generated through partners. 
• Progression and conversion of partner-supported opportunities. 
• Partner enablement and field engagement. 
• Forecast accuracy and CRM discipline. 
• Effectiveness of joint marketing and demand-generation programs. 
• Partner performance against agreed-upon business plans. 

Compensation 

The base salary range for this role is $103900-$186900 and represents a good-faith estimate of the range at the time of posting. 

Strategy maintains broad salary ranges to account for differences in skills experience qualifications internal peer equity market conditions and business needs. Candidates are typically placed within the range based on these factors and it is not common for individuals to be hired at or near the top of the range. 

The posted range reflects base salary only. Eligible employees may also participate in bonus programs sales incentives equity awards and comprehensive benefits as applicable.

Additional Information :

Strategy is an equal opportunity employer. All applicants will receive consideration for employment without regard to race creed color religion national origin gender sex sexual orientation gender identity disability veteran status age genetic information or any other legally-protected basis.

Strategy provides reasonable accommodation for qualified individuals with disabilities in the hiring process.  If you have any difficulty using our online system and you need an accommodation due to a disability you may contact us about your interest in employment at .

Visit Strategys Careers page for additional information.

Remote Work :

No

Employment Type :

Full-time