DoD Government Partner Growth Lead

SMX

Pierre (SD)

On-site

USD 173,000 - 272,000

Full time

4 days ago

Be an early applicant

A complete application in a minute

Tailored resume and cover letter, ready to send.

Get past ATS filters

Benefits offered by this job

Health insurance

Paid leave

Retirement

Job summary

SMX is seeking a growth-focused leader to drive net-new B2G revenue with ISV partners across government customers. You will build repeatable partner motions, align capture, technical, and delivery teams, and own the co-sell expansion with cloud marketplaces and distributors.

You will advance a qualified partner-sourced pipeline while enabling sales and delivery teams to surface growth signals within existing engagements.

Qualifications

Clearance: Ability to obtain and hold a U.S. Government security clearance; active Secret preferred given DoW pursuits, with Top Secret / SCI eligibility a plus for IC growth vectors.
Education: Bachelor’s degree in business, a technical discipline, or commensurate work experience.
Experience: At least eight (8) years in business development, capture, partner/channel sales, or technical sales in a federal solutions environment, including time personally carrying and closing a quota.
Partner / ISV growth: Demonstrated success building sell-with or co-sell business with ISV or technology partners — ideally running more than one partner motion at once.
Account expansion: Track record of land-and-expand growth, and of enabling customer-facing teams to surface and convert expansion within existing engagements.
Federal co-sell fluency: Experience with federal distributor and cloud marketplace co-sell motions, and with partner-neutrality and OCI dynamics.
Authorization literacy: Working familiarity with federal authorization pathways (FedRAMP, IL4/IL5/IL6, ATO) — enough to sell the value proposition and orchestrate the SMEs who own the detail, without needing to build it yourself.
Cross-functional orchestration: Proven ability to align capture, technical, delivery, and partner teams toward a joint pursuit without owning those functions.
Excellent verbal, written, and visual communication, including the ability to build business cases and present to executives, partners, and customers.
Ability to create structure and repeatable motion under ambiguity.

Responsibilities

Build sell-with business across the partner portfolio. Package priority ISV partners with SMX into buyable solutions for government customers, and grow each account from the first win outward.
Carry the number. Own a quota tied to net-new B2G partner business, and build and manage the pipeline that feeds it.
Build the business case and account plans. Develop the joint value proposition and account plans that turn a partnership into durable, long-term revenue rather than a single transaction.
Enable partner technology and co-sell. Work cross-functionally to onboard partner technology and drive the co-sell motion between SMX and its partners.
Align the pursuit team. Bring capture, technical, and sales resources together with partners to shape and expand joint business.
Run partner co-sell responsibly. Drive co-sell with cloud marketplaces, distributors, and technology partners, navigating partner-neutrality and organizational-conflict-of-interest considerations, and confirming resource commitments before reaffirming them to customers or partners.
Own the growth narrative. Articulate how a partner’s technology combined with SMX’s authorization platform reaches ATO across FedRAMP High, IL5, and IL6 — enough to sell the path credibly and pull in technical SMEs to prove it.
Build the pipeline. Advance a qualified, partner-sourced pipeline of DoW opportunities, with Federal Civilian and IC pursuits as growth vectors.
Coach delivery and account teams. Equip customer-facing teams to identify and surface growth signals within existing engagements through consultative selling.
Run expansion playbooks. Partner with those teams to convert growth signals into scoped, qualified opportunities.
Be the single point of accountability. Serve as the cross-functional partner executive who builds trust, drives retention, and owns escalations across both the partner relationship and SMX. This is an enablement role, not a people-management role.
Represent SMX externally in partner briefings, customer meetings, and industry settings, and stay current on the partner technology and modern software delivery landscape.