Director, GSI Partnerships
Own and scale ClickHouse's global GSI partnerships by building co-sell motions, practice enablement programs, and executive relationships that drive revenue through named strategic partners.
Director of Business Development, Federal
Leads federal systems integrator partner strategy to build executive relationships, drive pipeline and revenue growth through co-sell efforts, and shape solutions for U.S. government programs. Requires deep federal market expertise, strong SI networks, and cross-functional collaboration skills.
285k – 350kWashington, DCPartnershipsOnsite
About the role
What You’ll Do
- Own and expand strategic SI partnerships: Build and manage executive-level relationships across top-tier federal systems integrators to drive pipeline, program access, and long-term growth
- Drive federal opportunity strategy: Partner with the VP of Federal and sales leadership to identify, prioritize, and pursue high-value federal opportunities
- Enable and activate partners: Lead co-sell efforts with SI partners, including training, joint value propositions, ROI messaging, and go-to-market execution
- Shape winning solutions: Collaborate with product, engineering, and technical SMEs to develop customer-centric solutions aligned to federal mission needs
- Lead partner performance management: Forecast partner-driven pipeline, track performance, and provide actionable feedback to improve outcomes
- Align on federal bids and pursuits: Monitor federal solicitations and ensure optimal SI alignment and positioning for competitive bids
- Surface market intelligence: Identify trends across the federal landscape and provide insights to inform product, marketing, and sales strategy
- Represent Censys externally: Act as a key ambassador at industry events, conferences, and partner engagements
- Deliver results: Meet or exceed quarterly and annual pipeline and revenue targets
What We’re Looking For
- Proven track record of building and scaling partnerships with federal systems integrators
- Strong network of executive relationships across leading SIs (e.g., Booz Allen, Leidos, SAIC, etc.)
- Experience driving pipeline and revenue through partner-led motions in federal markets
- Deep understanding of federal procurement, contracting vehicles, and go-to-market dynamics
- Ability to operate strategically while executing tactically in a fast-paced environment
- Strong cross-functional collaboration skills, particularly with sales, product, and technical teams
- Exceptional communication and executive presence
Compensation: Expected salary range $285,000-$350,000 USD on target earnings. Competitive benefits including equity, health/dental/vision, retirement, parental leave, flexible PTO, professional development stipend, sales incentives.
Skills
Federal SalesSystems IntegratorsPartnership ManagementFederal ProcurementGo-to-Market StrategyPipeline ManagementRevenue GrowthCo-SellFederal BidsMarket Intelligence
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