Alliance Director – Public Sector, Federal

🕒 Julho 27

🇺🇸 Estados Unidos – Remoto (EUA)

💵 $199.200 - $249.000 / ano

⏰ Tempo Integral

🔴 Especialista

👔 Diretor

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Armada

SiteLinkedInTodas as Vagas

51 - 200 funcionários

🏭 Manufatura

📦 Logística

💼 Consultoria

💰 $47.300.000 Series A em 2023-12

Manufacturing • Logistics • Consulting

A Armada é uma empresa focada em aprimorar a conectividade e o gerenciamento de dados em ambientes remotos por meio de soluções tecnológicas avançadas. Com produtos como Connect, Edge e OpsAI, a Armada possibilita conectividade sem falhas, infraestrutura de dados robusta e aplicações reais de IA para enfrentar desafios críticos em indústrias como óleo e gás, setor público, manufatura, mineração, logística e telecomunicações. A empresa aproveita parcerias e tecnologias como SpaceX/Starlink para oferecer soluções digitais em mais de 40 países. A missão da Armada é reduzir a desigualdade digital oferecendo soluções inovadoras de conectividade e computação adaptadas para os ambientes mais desafiadores.

Descrição

• Develop and execute strategic business plans across Armada's public sector and federal partner ecosystem for Armada's edge AI and infrastructure platform. • Build executive alignment between Armada and strategic partners to establish shared priorities, investment plans, and growth objectives. • Drive end-to-end partner strategy across co-sell, resale, demand generation, marketing, enablement, and delivery motions. • Generate consistent incremental partner-sourced pipeline and revenue through joint go-to-market initiatives centered on edge AI, GPU capacity, and industrial/defense-grade infrastructure use cases. • Establish a strong operating rhythm with partners, including business reviews, pipeline inspection, action tracking, and executive engagement. • Create scalable partner management processes and workflows that improve consistency, accountability, and execution. • Build relationships across partner executive, sales, technical, marketing, and delivery organizations, including government-focused channel and distribution partners such as Carahsoft. • Identify customer, partner, and marketplace trends that create opportunities for joint AI infrastructure and edge computing solutions, and new routes to market within federal and SLED accounts. • Partner with systems integrators and service providers to develop compelling consulting and implementation practices around Armada's AI infrastructure and edge computing platform. • Support the development of joint offerings, campaigns, enablement programs, and account strategies aligned to public sector priorities, including sovereign AI, disconnected/contested environments, and mission-critical edge deployments. • Collaborate with Armada's Sales, Marketing, Customer Success, Product, and Services teams to ensure coordinated execution across partner initiatives. • Navigate competing internal and external priorities while maintaining accountability for partner outcomes. • Use data, market insights, and performance metrics to evaluate partner health, identify execution gaps, and recommend corrective actions. • Present partnership strategy, business impact, pipeline performance, and growth recommendations to senior internal and external stakeholders.

🎯 Requisitos

• 10+ years of enterprise technology sales, partnerships, alliances, business development, channel, or related go-to-market experience. • 7+ years of experience in partnerships, business development, channel management, or strategic alliance roles strongly preferred. • Demonstrated experience in the government, federal, defense, or SLED market within a technology company, systems integrator, or consulting organization. • Proven success building and executing partner ecosystem go-to-market strategies. • Experience leading strategic alliance relationships and identifying mutual business interests that create measurable growth. • Deep understanding of federal and SLED contracting, procurement, sales processes, and industry trends. • Strong understanding of how government integrators, distributors (such as Carahsoft), and consulting firms operate, and how AI/edge infrastructure companies can help accelerate their growth. • Technical fluency in AI infrastructure, edge computing, GPU/compute capacity, and connectivity, enough to engage credibly with technical partner stakeholders and translate value to both technical and non-technical audiences. • Experience selling or partnering with C-level executives and senior decision-makers. • Demonstrated ability to operate across co-sell, resale, demand generation, marketing, and service-delivery motions. • Highly analytical and data-driven, with a strategic mindset and a pragmatic approach to execution. • Strong program management skills with the ability to establish accountability and scalable partner management processes. • Executive presence and strong written, verbal, and presentation skills. • Proven ability to influence without direct authority and navigate competing priorities across diverse stakeholders. • Ability to thrive in a fast-changing, high-growth environment while operating with autonomy and clear accountability for results. • Bachelor's degree, preferably in Business, Computer Science, or a related field.

🏖️ Benefícios

• Competitive base salary and equity • Medical, dental, and vision (subsidized cost) • Health savings accounts (HSA), flexible spending accounts (FSA), and dependent care FSAs (DCFSA) • Retirement plan options, including 401(k) and Roth 401(k) • Unlimited paid time off (PTO) • 14 paid company holidays per year