Accounting Channel Partner Manager
Manage and grow Brex's accounting channel partnerships by building relationships with accounting firms, driving client referrals, and executing go-to-market strategies to fuel revenue growth.
Strategic Partnerships & Growth Lead — COCOM / SOF
Own Cursor's COCOM and SOF channel by building relationships with prime contractors, integrators, and SOF-focused tech companies to embed Cursor into defense software workflows. Requires active TS/SCI and 5+ years of channel/BD experience in the defense industrial base with direct COCOM/SOF exposure.
United StatesPartnershipsRemote5+ YOE
About the role
What You'll Do
Prime Contractor & Channel Partnerships
- Own and grow Cursor's relationships with prime contractors and integrators focused on COCOM and SOF programs: Booz Allen Hamilton, Leidos, CACI, SAIC, L3Harris, PAE, Peraton, and specialized SOF technology companies
- Negotiate and close partnership agreements, reseller arrangements, teaming agreements, and approved vendor designations that embed Cursor into software delivery workflows on COCOM and SOF-supported programs
- Work with prime BD and program management teams to co-sell Cursor into new COCOM and SOF contract awards at the proposal stage
- Identify and develop relationships with SOF-focused commercial technology companies and accelerators (SOFWERX, NavalX, AFWERX portfolio companies) that can serve as channel partners or integration points
COCOM & SOF End-User Pull-Through
- Build relationships inside USSOCOM (MacDill AFB), JSOC (Fort Liberty), AFSOC, MARSOC, NSWC, and the geographic COCOMs (INDOPACOM, EUCOM, CENTCOM) at the J6, J2, and software/innovation lead level
- Engage SOF AT&L, USSOCOM's acquisition community, and command innovation offices to build awareness and preference for Cursor within SOF software development standards and acquisition pipelines
- Represent Cursor at SOF Week, SOFIC, AUSA Global Force Symposium, and AFCEA events; establish Cursor's presence in the SOF technology and acquisition community
- Leverage SOCOM's unique acquisition authority — MFP-11 budget, rapid acquisition vehicles, and OTA mechanisms to move faster than conventional DoD procurement
Revenue & Pipeline
- Own a revenue target for COCOM and SOF channel business
- Build and manage a pipeline of prime contractor partnerships and program-level co-sell opportunities across COCOM and SOF-aligned programs
- Forecast and report on channel pipeline with the same rigor as direct enterprise deals
Cross-Functional
- Partner with Field Engineering on technical evaluations and POCs inside prime contractor and SOF developer environments, including air-gapped and classified network considerations
- Work with Cursor's legal and compliance teams on teaming agreements, vendor qualification, and IL4/IL5/classified environment requirements relevant to COCOM and SOF program needs
- Channel SOF developer feedback and mission-critical product requirements back to Cursor's roadmap team
What We're Looking For
Required
- Active TS/SCI — candidates without an active TS/SCI will not be considered
- 5+ years of channel sales, BD, or partnership management experience inside the defense industrial base with direct exposure to COCOM or SOF-aligned programs
- Existing relationships at one or more prime contractors or technology companies active in the COCOM and SOF market at the BD, program management, or technical leadership level
- Understanding of SOCOM's unique acquisition environment: MFP-11 budget authority, SOF AT&L, SOFWERX rapid prototyping, and OTA mechanisms specific to USSOCOM and the geographic COCOMs
- Track record of standing up or expanding channel and partner relationships that drove material software or technology revenue ($500K+) in the COCOM or SOF ecosystem
- Comfortable navigating both the prime-facing channel layer (BD, program managers, contracting) and the end-user pull-through layer (SOF developers, J6 tech leads, command innovation offices)
Strong Plus
- Polygraph on file
- Prior active duty or civilian service in a SOF unit, JSOC, SOCOM, or geographic COCOM in a software, data, or technology capacity
- Experience selling developer tools, AI/ML platforms, or SDLC tooling through or alongside SOF-focused primes or technology companies
- Existing relationships at USSOCOM (MacDill), JSOC (Fort Liberty), AFSOC (Hurlburt), or a geographic COCOM J6 or innovation office
- Familiarity with SOCOM's technical community: SOFWERX, NavalX portfolio, SOF innovation challenges, and rapid prototyping mechanisms
- Network within the SOF prime ecosystem: Booz Allen BSIM, Leidos National Security Sector, CACI Intelligence & Technology Solutions, L3Harris Communication Systems
Skills
Channel SalesBusiness DevelopmentPartnership ManagementDefense Industrial BaseCocomSofUssocomMfp-11OtaSofwerxTs/SciPrime Contractor RelationshipsTeaming AgreementsReseller AgreementsPipeline Management
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