Senior Alliance Manager - Federal Systems Integrators(FSI)

Infoblox; Virginia (IL); On-site; USD 125,000 - 175,000; Full time

Job summary

Infoblox seeks a Senior Alliance Manager for Federal Systems Integrators to lead the partner program in the U.S. Public Sector. You will manage top primes, drive joint plans, and shape pre-RFP activities across DoD, IC, and civilian agencies.

You will collaborate with Sales, Solution Architects, Carahsoft, and other primes to build a scalable GTM focused on Zero Trust, DNS security, and cloud-enabled DDI. A strong federal background and travel are expected.

Qualifications

• 7+ years of technology sales, alliances, or capture experience in the U.S. Public Sector with quota or influenced bookings targets.
• 3+ years working directly with Federal Systems Integrators or Global Systems Integrators (RTX, GDIT, Leidos, Lockheed Martin, Accenture Federal)
• Strong understanding of federal procurement processes, funding cycles, GWACs/IDIQs, and security clearance requirements
• Ability to obtain and maintain a U.S. security clearance (TS/SCI a plus)
• Bachelor's degree required; located in the DC/MD/VA area with travel to facilities and agencies

Responsibilities

• Own end-to-end relationship with a named portfolio of Federal Systems Integrators, anchored on the Top 5 primes.
• Build and execute joint business plans per prime, aligned to agency footprint and program mix.
• Drive pre-RFP capture and proposal shaping for bids on Army, Navy, DHS, DoD, IC networks.
• Maintain a pursuit calendar tied to recompetes and vehicle paths; prepare forecasts.
• Coordinate with Carahsoft for capture, teaming, and co-marketing; enablement and governance.

Skills

Technology sales

Alliances

Capture experience

FSI expertise

Federal programs understanding

U.S. security clearance

DNS/DDI understanding

Education

Bachelor's degree

Job description

Job Description

At Infoblox, every breakthrough begins with a bold “what if.” What if your ideas could ignite global innovation? What if your curiosity could redefine the future? We invite you to step into the next exciting chapter of your career journey. Bring your creativity, drive, your daring spirit, and feel what it’s like to thrive on a team big enough to make an impact, yet small enough to make a difference. Our cloud-first networking and security solutions already protect 70% of the Fortune 500, and we’re looking for creative thinkers ready to push that influence even further. Join us and discover how far your bold “what if” can take the world, your community, and your career. Here, how we empower our people is extraordinary: Glassdoor Best Places to Work 2025 & 2026, Great Place to Work-Certified in five countries, and Cigna Healthy Workforce honors three years running — and what we build is world-class: recognized as CybersecAsia’s Best in Critical Infrastructure 2024 — evidence that when first-class technology meets empowered talent, remarkable careers take shape. So, what if the next big idea, and the next great career story, comes from you? Become the force that turns every “what if” into “what’s next”. In a world where you can be anything, Be Infoblox.

Senior Alliance Manager, Federal Systems Integrators (FSI)

We have an opportunity for a Sr. Alliance Manager, Federal Systems Integrators (FSI) to join our Partner Sales and U.S. Public Sector teams, reporting to the Vice President, Partner Sales – Americas with a dotted-line reporting relationship to the Vice President, U.S. Public Sector. This is a foundational role. Infoblox has delivered solutions to the federal government since 2000 and operates at every classification level, yet we are too often treated as a commodity line item on a prime’s bill of materials rather than as a strategic teaming partner. You will change that. You will build and own Infoblox’s Federal Systems Integrator practice — a sell-with and sell-through motion focused on our Top 5 federal primes (RTX, GDIT, Leidos, Lockheed Martin, and Accenture Federal Services) — and make Infoblox the pre-wired assumption inside their network, Zero Trust, and cyber program architectures. While the Top 5 anchor the practice, you will opportunistically engage additional primes and mid-tier integrators — including SAIC, Booz Allen Hamilton, CACI, Peraton, and Northrop Grumman — wherever Infoblox solutions have a natural fit or where a teaming relationship is required to reach an agency program. End customers span the full U.S. Public Sector, with the center of gravity on federal agencies across Defense, the Intelligence Community, and Federal Civilian. Where a prime holds state, local, education, or public healthcare work that fits Infoblox, you will pursue it in coordination with our SLED teams — federal is the priority, but the practice is not federal-only. Success in this role is measured in influenced bookings and programmatic wins, not in transactional volume. You are credited on the pipeline and revenue you shape through the primes. Our successful sellers have an entrepreneurial spirit while acting ethically and transparently.

Be a Contributor — What You’ll Do

• Own the end-to-end relationship with a named portfolio of Federal Systems Integrators — anchored on the Top 5 primes and extending to additional integrators as program opportunities warrant — serving as the single accountable Infoblox point of contact for each


• Build and execute joint business plans and goal sheets per prime, aligned to agency footprint, active program mix, and procurement vehicle access; prioritize primes based on adjacency to Infoblox's existing installed base


• Continuously assess the broader integrator landscape and recommend when to elevate an additional prime or mid-tier integrator into the named portfolio based on agency presence, program relevance, vehicle access, and managed-services ambition


• Drive pre-RFP capture and proposal shaping — be in the room when primes are architecting bids that touch Army, Navy, DHS, DoD, DoS, and IC networks, as well as qualifying SLED programs. If Infoblox is not in the architecture by the time the RFP drops, we are in a price fight we may lose


• Maintain a pursuit calendar tied to recompetes and technology refresh cycles; align each FSI by agency and vehicle path so pursuits are worked ahead of solicitation, not after


• Build a proposal module library of ready-to-paste Infoblox technical sections for major proposal themes (Zero Trust DNS enforcement, FedRAMP-compliant cloud DDI, PDNS/CISA alignment, UDDI modernization) that make it frictionless for any FSI solution architect to include Infoblox in a bid


• Orchestrate the Carahsoft relationship for FSI capture, teaming, and co-marketing — manage a single intake workflow, drive SEWP V utilization with Carahsoft and Immix Technology, and leverage Carahsoft's cleared delivery capability to fill gaps without expanding internal professional services


• Own FSI enablement under the Skilled to Secure program: certification tracks for prime sales, pre-sales, and professional services engineers; NFR and demo allocations; deal registration discipline; and Elite Partner Rewards / SPIFF alignment to named pursuits


• Plan and deliver FSI Days and co-branded capture workshops (roadmaps, demos, hands-on labs, partner packages) and represent Infoblox at prime and agency events, including the U.S. Public Sector Innovation Summit


• Position Infoblox as the intelligence layer rather than a hardware line item — translate DDI telemetry, Infoblox Threat Defense, and Universal DDI into prime-facing narratives tied to Zero Trust, cloud migration, network modernization, and managed security/MSSP practices the primes are building


• Navigate public sector contract vehicles with fluency — SEWP V, OASIS+, CIO-SP4, NETCENTS-2, GSA Schedule, agency-specific IDIQs, and state and cooperative vehicles where applicable — and drive Infoblox onto prime approved vendor lists quickly


• Partner tightly with Federal and SLED Account Managers, Solution Architects, Channel, Marketing, Legal, and Product to align prime pursuits with direct agency account plans across the Public Sector and avoid channel conflict


• Maintain the FSI scoreboard and governance cadence: pursuits by program, agency, and vehicle; FSI owner; stage and value; coverage multiple; deal-registration status; enablement status; NFR usage; risks and next steps. Deliver monthly capture reviews with Carahsoft and FSI executive sponsors, and quarterly updates against plan


• Prepare and present accurate forecasts and maintain current opportunity, deal-registration, and partner data in Salesforce


• Leverage AI-powered tools and insights to accelerate business planning, identify patterns in pipeline and partner performance, and refine joint GTM plays


• Maintain accurate partner account plans and marketplace records ensuring alignment and data quality for effective reporting

Be Prepared — What You Bring

• 7+ years of successful technology sales, alliances, or capture experience in the U.S. Public Sector market with a predominantly federal focus, and a proven track record of attaining quota or influenced-bookings targets using solution selling / target account selling methodology


• 3+ years working directly with Federal Systems Integrators or Global Systems Integrators (RTX, GDIT, Leidos, Lockheed Martin, Accenture Federal Services, or peers such as SAIC, Booz Allen Hamilton, CACI, Peraton, and Northrop Grumman) in a sell-with or sell-through capacity


• Demonstrated success getting a technology embedded into a prime's solution architecture pre-RFP, and existing relationships with prime capture managers, solution architects, and program leadership


• In-depth understanding of federal procurement processes, compliance standards, and funding cycles, including GWACs, IDIQs, BPAs, GSA Schedule, SEWP V, OASIS+, CIO-SP4, and NETCENTS-2


• Working knowledge of the federal program landscape and drivers — CDM, Zero Trust (OMB M-22-09), event logging (M-21-31), TIC 3.0, IPv6 transition, FedRAMP and OMB M-24-15, EO 14028, and NIST SP 800-81; awareness of how these standards carry into SLED buying decisions is a plus


• Experience with distributor and aggregator-led motions; familiarity with Carahsoft's capture and teaming model is a strong advantage


• Experience with long sales cycles, complex teaming and deal structures, and multi-stakeholder environments spanning prime business development, capture, engineering, and contracts organizations


• Ability to understand complex technical problems in the networking and security industry at a business level, and to present technical concepts and business solutions clearly through demonstrations, briefings, and proposal content


• Experience selling at the executive level; excellent written, presentation, negotiation, and interpersonal skills


• Self-motivated and able to problem solve with limited direction; comfortable building a practice from the ground up with a “roll up your sleeves” mindset


• Comfortable operating in a matrixed reporting structure across Partner Sales and Public Sector leadership


• Experience in DNS, DHCP, and IPAM (DDI) puts you at the front of the line; cloud and/or security knowledge is highly desirable


• Professionals with superior people skills and a can-do attitude highly desired


• Ability to obtain and maintain a U.S. security clearance; active TS/SCI a plus


• Bachelor's degree


• Located in the DC/MD/VA area with willingness to travel to prime facilities, agency sites, and industry events

Be Successful — Your Path

First 90 Days

Immerse in our culture and connect with mentors. Finalize the Top 5 FSI target list with executive sponsors and named target programs, establish the criteria and watch list for additional integrators, lock the Carahsoft engagement workflow, deliver an Infoblox FSI Day, and publish the first partner packages covering PDNS adoption, UDDI modernization, and Zero Trust DNS.

Six Months

Co-sell on six or more named pursuits with registered deals, certify two priority FSIs to the Sapphire track, run three agency capture workshops, and stand up the FSI scoreboard and monthly governance cadence with measurable pipeline coverage against plan.

One Year

Deliver two or more programmatic wins influenced by FSI primes, 10+ certified FSI practitioners, and a measurable lift in FSI-influenced ACV and cycle time — contributing to the FY27 target of $10.2M in FSI-influenced bookings on $35.6M of pipeline at 3.5x coverage, weighted toward federal with selective SLED influence. Throughout, all revenue is realized through the primes and through Carahsoft — this is a sell-with and sell-through practice, not a direct-sales territory.

Belong— Your Community

Our culture thrives on inclusion, rewarding the bold ideas, curiosity, and creativity that move us forward. In a community where every voice counts, continuous learning is the norm. So, whether you code, create, sell, or care for customers, you’ll grow and belong here.

Be Rewarded — Benefits That Help You Grow, Thrive, Belong

• Comprehensive health coverage, generous PTO, and flexible work options


• Learning opportunities, career-mobility programs, and leadership workshops


• Sixteen paid volunteer hours each year, global employee resource groups, and a “No Jerks” policy that keeps collaboration healthy


• Modern offices with EV charging, healthy snacks (and the occasional cupcake), plus hackathons, game nights, and culture celebrations, where available


• Charitable Giving Program supported by Company Match


• We practice pay transparency and reward performance. Offers reflect role location, internal equity, experience, skills, education, and certifications. Base salary for this position: $125K - $175K, plus bonus or commissions

Ready to Be the Difference?

Infoblox is an affirmative action and equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.