Partner Development Manager

Scaleai · Washington, DCsenior

In short

▸Gestiona una cartera de socios estratégicos en el sector público (defensa, inteligencia, civil federal).
▸Diriges campañas conjuntas, generas pipeline y lideras procesos de captura con socios.
▸Requiere clearance de EE.UU. y experiencia avanzada en contrataciones gubernamentales.

Proficiency in English required

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What they ask for

✓8+ años en alianzas, canal o desarrollo de negocio en sector público.
✓Experiencia comprobada en generación de pipeline a través de socios.
✓Conocimiento profundo del entorno de contrataciones federales (FAR/DFARS, vehículos contractuales).
✓Capacidad para operar con autonomía y tomar decisiones estratégicas.
✓Habilidades de comunicación con ejecutivos y técnicos en entornos de alto nivel.
✓Capacidad para gestionar relaciones con socios grandes y pequeños en el ecosistema público.

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CRMFARDFARSGWACIDIQBPAOTAcaptureGTMproposals

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Scale is at the forefront of the AI revolution, and our Public Sector business is expanding rapidly. As that business scales, our partner ecosystem scales. We are seeking a Partner Development & Alliance Manager (PDAM) to take ownership of a portfolio of our most strategic partners across the full breadth of the public sector - Defense, the Intelligence Community, and Federal Civilian - and turn those relationships into pipeline and joint wins. Reporting to the Head of Partnerships and Proposals , you will own a cohort of managed strategic partners end to end - executing a planning and GTM motion with Scale’s partners. Your mandate spans the entire public sector, not a single segment. This is a senior, self-directed role built for someone we can point at a portfolio and trust to run it: you bring the judgment, the relationships, and the operating discipline, and you own the mission. You will: • Own a Strategic Partner Portfolio: Serve as the named PDAM for a cohort of managed strategic partners. Carry each partner from readiness confirmation through active, pipeline-generating partnership; additionally you will prospect and mature cold-start relationships with organizations ranging in size from small business to large scale enterprises. • Drive Joint GTM Execution: Build and run a joint GTM and account plan for each partner, and partner with sales, delivery, and marketing on co-selling motions and joint campaigns that generate high-quality, qualified pipeline. • Build Strategic Alliances: Cultivate deep relationships with executive leadership across each partner and the wider ecosystem of partners and teammates • Generate and Own Pipeline: Source and attach pipeline in our CRM, move opportunities from qualified to booked, and report the health of partnership and teaming health at monthly and quarterly reporting • Run Joint Pursuits: Pull partners into capture early teaming, help co-author win themes and strategy • Operate the Channel with Rigor: Use the program's infrastructure for deal registration, partner attribution, and performance tracking, and hold the compliance guardrails that govern federal partnering: • Represent Scale: Act as the face of Scale Public Sector at major public sector events and executive briefings across the market We're looking for: • 8+ years of professional experience in Public Sector partnerships, alliances, channel sales, business development, or capture, with a track record of partner-sourced and partner-attached pipeline. • Autonomy: A proven ability to take a portfolio and a set of targets and own the outcome with minimal direction. • Public Sector Expertise: Deep understanding of the government contracting landscape — FAR/DFARS, contract vehicles (GWAC/IDIQ/BPA/OTA), and the role of SIs and primes in the federal procurement process. • Direct Partner Experience: A record of managing public sector and/or private sector businesses operating in the public sector market or commercial market. • Pipeline-Focused Hunter: A hunter mentality toward pipeline generation, with a demonstrated ability to source and influence revenue through third-party ecosystems. • Strategic and Analytical: The ability to move between partner strategy and the granular data needed to track partner health, pipeline, and ROI. • Technical Literacy: Familiarity with the AI/ML landscape and the ability to articulate Scale's value proposition to both technical and mission buyers and partner and end-customer senior executives • Clearance: Ability to hold or obtain a U.S. s

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