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.