Alliance Director – Public Sector, Federal

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🔥 1 minute ago

🇺🇸 United States – Remote

💵 $199.2k - $249k / year

⏰ Full Time

🔴 Lead

👔 Director

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Armada

WebsiteLinkedInAll Job Openings

51 - 200 employees

🏭 Manufacturing

📦 Logistics

💼 Consulting

💰 $47.3M Series A on 2023-12

Manufacturing • Logistics • Consulting

Armada is a company focused on enhancing connectivity and data management in remote environments through advanced technology solutions. With products such as Connect, Edge, and OpsAI, Armada enables seamless connectivity, robust data infrastructure, and real-world AI applications to address critical challenges in industries like oil and gas, public sector, manufacturing, mining, logistics, and telecommunications. The company leverages partnerships and technology like SpaceX/Starlink to bring digital solutions to over 40 countries. Armada's mission is to bridge the digital divide by offering innovative connectivity and compute solutions tailored for the most challenging environments.

📋 Description

• 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.

🎯 Requirements

• 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.

🏖️ Benefits

• 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