Partner Development Manager

Responsibilities

• Own a portfolio of strategic public-sector partners from readiness confirmation through active, pipeline-generating partnerships.
• Prospect and mature relationships with organizations ranging from small businesses to large enterprises.
• Build and execute joint go-to-market and account plans with partners.
• Partner with sales, delivery, and marketing on co-selling motions and joint campaigns that generate qualified pipeline.
• Cultivate executive relationships across partners and the broader ecosystem.
• Source and attach pipeline in the CRM, move opportunities from qualification to booking, and report partnership health monthly and quarterly.
• Lead joint pursuits, including early teaming during capture and co-authoring win themes and strategy.
• Use program infrastructure for deal registration, partner attribution, and performance tracking.
• Maintain compliance guardrails for federal partnering.
• Represent Scale Public Sector at public-sector events and executive briefings.

Requirements

• 8+ years of professional experience in public-sector partnerships, alliances, channel sales, business development, or capture.
• Track record of partner-sourced and partner-attached pipeline.
• Ability to independently own a partner portfolio and performance targets.
• Deep understanding of the government contracting landscape, including FAR/DFARS, GWACs, IDIQs, BPAs, OTAs, and the role of systems integrators and prime contractors in federal procurement.
• Experience managing public-sector and/or commercial businesses operating in the public-sector market.
• Hunter mentality and demonstrated ability to source and influence revenue through third-party ecosystems.
• Strategic and analytical ability to track partner health, pipeline, and ROI.
• Technical literacy in AI/ML and ability to articulate the value proposition to technical and mission buyers, partners, and senior executives.
• Ability to hold or obtain a U.S. security clearance.
• U.S. citizenship as required for cleared federal work.

Compensation & Benefits

• Base salary range: $163,200–$204,000 USD for Washington, DC.
• Eligible compensation packages may include base salary, equity, and benefits.
• Benefits include health, dental, and vision coverage; retirement benefits; a learning and development stipend; generous paid time off; and potentially a commuter stipend.
• Salary is determined during the interview process based on location and job-related factors, including skills, experience, qualifications, interview performance, and education or training.