Strategic Alliance Manager – Defense Tech
Accountabilities: Strategic Partnership Development: Establish, strengthen, and expand strategic relationships with key organizations across the defense technology sector, building partnerships that support long-term mission and commercial objectives.
Partner Lifecycle Ownership: Lead the complete partner lifecycle, from identification and recruitment through mission qualification, solution design, integration, packaging, validation, field activation, monetization, and scaling.
Partner Planning: Develop comprehensive partner plans covering mission objectives, named programs, solution architecture, commercial models, capture strategies, demonstrations, sales plans, and economic considerations.
Execution Roadmap: Drive partnerships against defined milestones, progressing opportunities from mission qualification and design-in through integration, validation, field activation, monetization, and scale.
Go-to-Market Strategy: Design, orchestrate, and facilitate collaborative go-to-market offerings while establishing clear strategies with internal stakeholders and partner organizations.
Commercial Strategy: Develop pricing approaches, deal structures, and associated contractual frameworks that support successful partnership execution and sustainable growth.
Market Development: Build and maintain global anchor-account strategies across U.S. government and intelligence markets, NATO, Five Eyes, Europe, Indo-Pacific, and other approved government and defense markets.
Growth Measurement: Track partnership success through metrics such as attach rates, SKU coverage, program pull-through, qualified pipeline, and replication across allied markets.
Stakeholder Management: Maintain effective relationships with customers, partners, internal teams, and multiple levels of management, aligning business requirements with partner capabilities.
Sales & Business Planning: Participate in pipeline reviews, campaign planning, partner program expansion, sales strategies, and business goal-setting while supporting broader commercial initiatives.
Program Support: Contribute to internal and external collateral, customer engagements, demonstrations, and partnership materials that support sales and program development.
Executive Communication: Provide clear and accurate partner and project updates to senior management at defined milestones and whenever material changes occur.
Problem Solving: Investigate operational and partnership challenges, implement solutions, and facilitate collaboration across teams to maintain momentum and deliver results.
Field Engagement: Travel domestically and internationally to meet partners and customers face-to-face and strengthen strategic relationships.
Requirements
Relevant Experience: Typically 2–4 years of related experience in defense technology, business strategy, partnership management, or a closely related field, with a demonstrated ability to deliver high-impact business strategies.
Defense Technology Expertise: Strong technical and operational familiarity within mission-focused defense environments, with the ability to evaluate opportunities and qualify partnerships for successful launch.
Technical Knowledge: Understanding of cross-domain solutions and CDS technologies, along with familiarity with IaaS, PaaS, SaaS, cybersecurity, cloud deployment models, and C4ISR systems.
Strategic Capability: Proven ability to design strategies, build consensus among diverse stakeholders, translate plans into action, and achieve measurable business outcomes.
Business Acumen: Strong commercial and operational judgment, creativity, follow-through, and a clear bias toward action and execution.
Partnership Skills: Ability to engage effectively with organizations and teams across multiple disciplines, understand partner structures and business priorities, and align capabilities with shared objectives.
Communication: Strong interpersonal and presentation skills, with the ability to communicate clearly with customers, partners, internal teams, and senior leadership.
Security Clearance: Ability to obtain or hold a high-level security clearance.
Travel & Work Authorization: Willingness and ability to travel internationally as required and work in the United States in accordance with applicable requirements.
Benefits
Compensation: Estimated on-target earnings of $195,300–$266,600 USD annually , with the final offer determined by experience, location, and business needs.
Flexible Time Off: Flexible PTO designed to provide flexibility in managing time away from work.
Retirement Benefits: 401(k) matching to support long-term financial planning.
Healthcare: Employer contribution toward healthcare coverage.
Work Arrangement: U.S.-based hybrid position with regular in-person collaboration, typically 2–3 days per week, with specific onsite days determined by the manager.
International Exposure: Opportunities to engage directly with partners and customers across U.S. and international defense markets.
Strategic Impact: High-visibility opportunity to build partnerships and launch solutions supporting mission-critical defense technology environments.
Professional Scope: Broad exposure to defense technology, cybersecurity, cloud, C4ISR, strategic partnerships, commercial strategy, and government markets.
Full-Time Role: Full-time position with significant ownership across partnership strategy, execution, and growth.
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