Director, Partners and Alliances, Public Sector

Sierra Ventures; Washington (District of Columbia); On-site; USD 180,000 - 260,000; Full time

Job summary

Zimperium is seeking a Director, Partners and Alliances for Public Sector to lead government partner ecosystems across federal, defense, intelligence, and SLED. You will align with sales, marketing, and product teams to position and deliver our mobile security platform to mission-critical customers.

Reporting to the VP, Sales Public Sector, you will oversee partner initiatives, drive revenue growth, and manage high-stakes negotiations with prime contractors and aggregators.

Qualifications

• 10+ years in tech sales, business development, or alliance management with 7+ years in public sector.
• Experience in mobile security, endpoint security, or MTD markets; knowledge of NIST SP 800-124 and CDM programs.
• Experience with government IT aggregators (e.g., Carahsoft) or similar partners.
• Established relationships with federal CISOs, program managers, or contracting officers across DoD, DHS, IC, or civilian agencies.
• Proven success in managing complex partnerships and meeting revenue targets via partner channels.
• Strong understanding of enterprise software, cloud solutions, or emerging tech.
• Exceptional communication, negotiation, and presentation skills.
• Ability to drive cross-functional alignment in a matrixed organization.
• Willingness to travel up to 50% for in-person partner-facing activities.
• Active U.S. security clearance (Secret or above) desired.

Responsibilities

• Develop and manage strategic partnerships with government technology partners and system integrators.
• Collaborate on go-to-market plans with sales, marketing, and product to grow revenue and market share.
• Enable sales through partners by providing training, resources, and compelling pitches and demos.
• Drive partner-sourced sales to exceed pipeline and revenue targets; track progress against KPIs.
• Oversee day-to-day partner initiatives and ensure partner engagement and outcomes.
• Lead negotiations on partner agreements, terms, and mutual KPIs.
• Monitor market trends and opportunities to guide partner strategy and growth.
• Coordinate partner-focused events and joint marketing campaigns.

Skills

Tech sales

Public sector

Partnerships

Negotiation

Sales targets

Communication

Travel

Job description

Zimperium® is the world leader in mobile security, purpose-built to protect the modern mobile enterprise. Trusted by leading organizations and governments, our AI-driven platform delivers real-time, on-device protection for mobile applications and devices. We help organizations stay ahead with proactive defense against evolving threats—including mobile-targeted phishing (mishing), malware, app vulnerabilities, and zero-day exploits. Our mission is to empower organizations to operate securely and confidently in today’s dynamic digital environment.

The Director, Partners and Alliances for Public Sector owns the partner ecosystems that drives scalable, accelerated growth across federal, defense, intelligence, and SLED customer segments.

Reporting to the VP, Sales Public Sector, this individual will serve as the connective tissue between business development representatives, channel partners, sales, and marketing — ensuring Zimperium's differentiated mobile security platform is positioned, packaged, and delivered to mission-critical government customers with speed and precision.

Key Responsibilities:

• Strategic Partnership Development: Build, manage, and grow relationships with global technology partners including government aggregators, VARs, and system integrators (SIs).
• Go-to-Market: Collaborate with internal teams (sales, marketing, product) and external partners to develop joint go-to-market plans, driving revenue growth and expanding market share.
• Sales Enablement: Partner with Zimperium Sales teams to identify opportunities, influence deal cycles, and provide training and resources to optimize selling with/through partners. Ability to deliver an exceptional sales pitch and software demonstration.
• Revenue & Growth Targets: Exceed pipeline and revenue targets by driving partner sourced sales through partnership, tracking progress, and ensuring the achievement of defined metrics.
• Initiative Management: Manage day-to-day operations of partner initiatives, ensuring partners are engaged and supported to deliver optimal outcomes.
• Contract Negotiation & Management: Lead negotiations with partners, including the development of partner agreements, commercial terms, and mutual KPIs.
• Market Insights: Stay informed of market trends, competitive offerings, and emerging technologies to guide partner strategy and identify new opportunities for growth.
• Event & Enablement Coordination: Support the development and execution of partner-focused events, training programs, and joint marketing campaigns to foster stronger relationships.

Qualifications:

• 10 + years of experience in tech sales, business development, or alliance management with at least 7 years in the public sector space.
• Experience in mobile security, endpoint security, or mobile threat defense (MTD) markets and familiarity with mobile-specific compliance standards (NIST SP 800-124, NSA Mobile Device Strategy) and CDM program requirements.
• Prior experience working with or through Carahsoft or similar government IT aggregators.
• Existing relationships with federal CISOs, program managers, or contracting officers across DoD, DHS, IC, or civilian agencies.
• Demonstrated success in managing complex partnerships and alliances within the technology industry.
• Proven track record of meeting or exceeding sales/revenue targets through partner channels.
• Strong understanding of enterprise software, cloud solutions, or emerging technologies.
• Exceptional communication, negotiation, and presentation skills.
• Ability to influence cross-functional teams and drive results in a matrixed environment.
• Travel: Up to 50% of Time (In-Person Partner Facing Role).
• Active U.S. security clearance (Secret or above) desired.

Zimperium is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected veteran status, or any other characteristic protected by applicable federal, state, or local law.