GovCon Partner Growth Architect

SMX; Bismarck (ND); In loco; USD 173.000 - 272.000; Tempo pieno

Vantaggi offerti da questo lavoro

Health insurance

Paid leave

Retirement

Descrizione del lavoro

SMX is seeking a Sr. Partner Growth leader to drive net-new B2G revenue with ISV partners, shaping joint opportunities across DoD and Federal Civilian accounts. You will align capture, technical, delivery, and sales teams to build scalable partner motions and co-sell with cloud marketplaces and distributors.

You will own a quota, manage a partner-driven pipeline, and articulate the value of SMX’s authorization platform with FedRAMP and IL4/IL5/IL6 concepts to win technical SMEs and customers.

Competenze

• Clearance: Ability to obtain and hold a U.S. Government security clearance; active Secret preferred.
• 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).
• 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.

Mansioni

• 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.

Conoscenze

Clearance

Eight years of federal sales

Partner growth

Account expansion

Federal co-sell

Authorization literacy

Cross-functional orchestration

Executive communication

Structure under ambiguity

DoD/FedDoW familiarity

Formazione

Bachelor's degree in business / technical field

Descrizione del lavoro

SMX is seeking a Sr. Partner Growth leader to drive net-new B2G revenue with ISV partners, shaping joint opportunities across DoD and Federal Civilian accounts. You will align capture, technical, delivery, and sales teams to build scalable partner motions and co-sell with cloud marketplaces and distributors.

You will own a quota, manage a partner-driven pipeline, and articulate the value of SMX’s authorization platform with FedRAMP and IL4/IL5/IL6 concepts to win technical SMEs and customers.