Prosum

Compensation

Full Description

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).