Prosum

Design and execute partner engagement strategies with federal system integrators to drive joint business opportunities and embed cybersecurity solutions into federal programs. | 5+ years in alliance management or channel development in cybersecurity or federal tech, experience with federal system integrators, strong communication and negotiation skills, and a relevant bachelor's degree. | The Alliance Manager, Federal System Integrators (FSIs) will design and execute a comprehensive partner engagement strategy that strengthens relationships, drives joint business opportunities, and embeds our cybersecurity solutions into federal programs. The ideal candidate has a strong background in technology partnerships, channel development, or alliance management, combined with a deep understanding of how FSIs operate in the federal market. This individual will serve as the primary point of contact for key partner relationships, advancing collaborative initiatives that expand adoption of our solutions. Key Responsibilities Strategic Relationship Development • Build, maintain, and deepen strategic relationships with leaders and decision-makers within the FSI community. • Serve as the primary liaison for all partnership activities, fostering trust and alignment on shared goals. Partner Evangelism & Influence • Champion the company’s solutions within partner organizations and position them as foundational components of their internal and customer-facing offerings. • Lead efforts to increase solution awareness and adoption across partner ecosystems. Joint Go-to-Market Initiatives • Design and execute co-selling strategies, joint marketing campaigns, and collaborative demand generation programs with FSIs. • Support the development of joint solution offerings and go-to-market assets tailored to federal agencies’ mission needs. Program Strategy & Optimization • Define the vision and structure of the FSI partner program, ensuring it delivers clear value, competitive differentiation, and measurable business outcomes. • Continuously refine program components based on market feedback and partner input. Field Alignment & Revenue Support • Partner closely with internal sales, business development, and channel teams to identify opportunities, accelerate deals, and drive revenue through partner-led engagements. • Coordinate efforts to support field teams with partner insights, resources, and solution expertise. Enablement & Training • Develop and deliver training programs to ensure partner teams are proficient in positioning, selling, and supporting the company’s technology portfolio. • Drive certification initiatives and readiness programs that enhance partner effectiveness. Performance Tracking & Measurement • Define and monitor KPIs to assess program success and partner contribution to revenue goals. • Provide regular reporting on engagement metrics, joint pipeline growth, and co-sell activities. Objectives & Key Results (OKRs) • Pipeline Growth: Increase sales pipeline and qualified opportunities generated or influenced by FSI partnerships. • Engagement Metrics: Meet or exceed key partnership KPIs, including: • Number of joint go-to-market campaigns and field initiatives. • Partner training completion and certification rates. • Frequency of co-selling activities and strategic account engagement. Qualifications • Minimum 5+ years of experience in alliance management, channel development, or strategic partnerships within the cybersecurity, enterprise software, or federal technology sectors. • Proven experience collaborating with Federal System Integrators and navigating their procurement, compliance, and program environments. • Demonstrated success designing and scaling partner programs that deliver measurable business impact. • Exceptional communication, relationship-building, and influencing skills across all organizational levels. • Strong negotiation, strategic thinking, and business development capabilities. • Proven ability to work cross-functionally with sales, marketing, product, and operations teams. • Bachelor’s degree in a relevant field (advanced degree preferred).

Lead pilot programs, design deals and pricing, manage pipeline and forecasting, and build scalable go-to-market systems. | Experience as an early SaaS sales hire scaling ARR, managing multi-year contracts, building pricing models, and working closely with founders. | Why This Role Matters Today, nearly every product starts as a 3D model—but most brands still spend weeks and significant budget converting those models into photography, video, and e-commerce visuals. This company eliminates that bottleneck with a browser-based, real-time studio powered by advanced rendering and AI—enabling creative teams to generate stunning, production-ready visuals in minutes. This role is bigger than just closing deals. You’ll help design the systems and processes that transform early traction into scalable, repeatable revenue. You’ll step into a warm pipeline worth approximately $2M, with strong interest from leading global retail and consumer brands. Working closely with the CEO and technical leadership, you’ll shape pricing strategies, pilot programs, close lighthouse accounts, and architect a go-to-market engine that will drive long-term growth. This isn’t a quota-chasing role—it’s a foundational position where the impact you make on deals and systems will set the company’s commercial direction for years to come. What Success Looks Like (First 12 Months) • First 90 days: Close 1–2 active pilots, refine pilot-to-contract playbook, identify and prioritize top outbound targets, and develop early sales tools—pricing sheets, ROI calculators, and core collateral. • Months 4–8: Launch 3–4 additional pilots, convert pilots into 12-month production contracts, and close the company’s first $500K+ annual license agreement. Start building case studies and customer references to support outbound and expansion. • Months 9–12: Achieve or exceed $1M in new ARR, maintain average sales cycles under 90 days, and deliver a repeatable, documented sales process—accurate forecasts, clear pipeline stages, and reusable sales assets—that can support team scaling. What You’ll Own • Run structured 6–8 week pilot programs, from kickoff through ROI review and commercial conversion. • Lead value-based deal design, pricing discussions, and mutual action planning. • Channel customer feedback into product, marketing, and engineering teams. • Build foundational assets from scratch: pilot plans, CRM workflows, objection-handling docs, case studies, pricing models, and more. • Maintain rigorous forecasting and pipeline management. You Might Be a Fit If You… • Treat pricing and deal structure as strategic levers—not just checkboxes. • Have built foundational GTM assets: sales decks, pricing frameworks, pipeline stages, customer references. • Thrive in fast-moving, ambiguous environments and prefer working closely with founders and cross-functional teams. • Are energized by building from scratch and leaving behind systems that scale. • Turn messy discovery conversations into actionable insights that influence product and messaging. What We’re Looking For You’ve likely been among the first 10 sales hires at an early-stage SaaS or platform company that scaled from $10M ARR. You’ve turned founder-led pilots into multi-year contracts ranging from $100K–$2M in annual value. You’ve written your own pricing model, created sales assets, and managed pipelines end-to-end. You see yourself as a strategist and builder—not a script follower. Bonus if you have: • Sold to creative, technical, or e-commerce teams in retail or consumer goods. • Experience with 3D workflows, rendering pipelines, or content creation tools. Who You’ll Be Selling To You’ll engage with creative leads frustrated by production delays, digital product creation teams looking for an end-to-end 3D-to-commerce pipeline, e-commerce managers focused on meeting tight go-live deadlines, and finance stakeholders seeking predictable costs and clear ROI. This is a multi-stakeholder enterprise sale—but each role has a clear pain point you’ll help solve.