Senior Partner Alliance Manager (SLED / Commercial)

Iron Bow Technologies; Herndon (VA); Híbrido; USD 130.000 - 160.000; Jornada completa

Descripción de la vacante

Iron Bow Technologies seeks an experienced Senior Partner Alliance Manager to lead and grow strategic OEM partnerships across SLED and Commercial units. You will collaborate with business leaders, Sales, and the CTO to align technologies with customer needs and generate new business opportunities.

You will build trusted partnerships, drive collaboration, and identify new OEM relationships that support Iron Bow's growth.

Formación

• Bachelor's degree and 8-10 years of combined industry and channel experience, including 3–5 years working directly within the channel.
• Experience in the SLED channel, government and education customers, purchasing processes, and channel partnerships.
• Experience building and managing relationships with established technology OEMs, with a broad understanding of Secure Networking, Data Center & Cloud, AI & Data, and Collaboration & Workspace solutions.
• Familiarity with Cybersecurity and Automation, and the ability to connect partner technologies with broader customer solutions.
• Proven ability to build strong OEM relationships, engage sales teams, create joint business opportunities, and influence results through collaboration.
• Strong communication, negotiation, and relationship-building skills, with the confidence to engage comfortably with both senior executives and sales teams.
• Ability to balance established OEM partnerships with new and emerging relationships, identify opportunities, and prioritize efforts that bring the most value.
• Drive qualified pipeline influence, partner investment reciprocity, seller-to-OEM introductions, and partner-supported customer engagements.
• Must be a U.S. Citizen.

Responsabilidades

• Build and strengthen relationships with strategic OEM partners across executive, sales, channel, and technical teams, serving as Iron Bow's primary relationship leader and trusted partner.
• Work closely with SLED and Commercial leadership and sales teams to understand business priorities, customer needs, and opportunities for growth.
• Develop joint business plans with OEM partners focused on account alignment, seller engagement, co-selling opportunities, and measurable business growth.
• Position Iron Bow as a preferred channel partner by building mutually beneficial relationships, encouraging OEM investment, and ensuring strong collaboration and follow-through.
• Strengthen partner engagement by securing OEM field support, technical resources, training, executive sponsorship, and joint marketing opportunities.
• Lead regular partner business reviews to evaluate relationship health, shared goals, sales engagement, pipeline opportunities, and overall partnership success.
• Serve as Iron Bow’s primary escalation point for assigned strategic OEM partners
• Note that this position does not own routine transactional vendor administration or sales operations scope.
• Partner with our CTO and presales teams to align OEM technologies and solutions with customer needs, support technical education, and introduce new capabilities.
• Serve as a trusted advisor to SLED and Commercial leadership, connecting teams with the right OEM relationships, solutions, and resources to support business priorities.
• Increase collaboration between Iron Bow sellers and OEM teams through account planning, introductions, training, and joint sales opportunities.
• Identify and evaluate emerging and underdeveloped OEM partnerships, recommending where to invest, strengthen relationships, or maintain existing levels of engagement.
• Collaborate with Marketing on partner campaigns and events, and work with Finance, Legal, Contracts, and Purchasing as needed to support partnership programs and agreements.
• Help turn strategic OEM relationships into meaningful customer opportunities, stronger seller engagement, and continued business growth.
• Provide BU leadership with actionable intelligence on OEM coverage gaps, competitive threats, partner investment opportunities, and emerging customer demand.

Conocimientos

Relationship management

Strategic partnerships

SLED channel expertise

Executive communication

Negotiation

Channel sales

Cross-functional collaboration

OEM partnerships

US citizenship

Educación

Bachelor's degree

Descripción del empleo

We’re seeking an experienced, relationship-focused Senior Partner Alliance Manager to lead and grow strategic OEM partnerships supporting Iron Bow’s SLED and Commercial business units. Our Senior Partner Alliance Manager will work closely with business leaders, Sales, and our Chief Technology Office (CTO), to strengthen partner relationships, align technology solutions with customer needs, and create new business opportunities.

This role is all about building trusted partnerships, increasing collaboration and engagement, and helping Iron Bow and our technology partners grow together. You’ll also have the opportunity to identify and develop new OEM relationships that support our business goals.

HOW YOU’LL MAKE AN IMPACT

Strategic OEM Relationship Management & Channel Engagement

• Build and strengthen relationships with strategic OEM partners across executive, sales, channel, and technical teams, serving as Iron Bow's primary relationship leader and trusted partner.
• Work closely with SLED and Commercial leadership and sales teams to understand business priorities, customer needs, and opportunities for growth.
• Develop joint business plans with OEM partners focused on account alignment, seller engagement, co-selling opportunities, and measurable business growth.
• Position Iron Bow as a preferred channel partner by building mutually beneficial relationships, encouraging OEM investment, and ensuring strong collaboration and follow-through.
• Strengthen partner engagement by securing OEM field support, technical resources, training, executive sponsorship, and joint marketing opportunities.
• Lead regular partner business reviews to evaluate relationship health, shared goals, sales engagement, pipeline opportunities, and overall partnership success.
• Serve as Iron Bow’s primary escalation point for assigned strategic OEM partners
• Note that this position does not own routine transactional vendor administration or sales operations scope.

Technology Alignment, Business Unit Enablement & Emerging Partners

• Partner with our CTO and presales teams to align OEM technologies and solutions with customer needs, support technical education, and introduce new capabilities.
• Serve as a trusted advisor to SLED and Commercial leadership, connecting teams with the right OEM relationships, solutions, and resources to support business priorities.
• Increase collaboration between Iron Bow sellers and OEM teams through account planning, introductions, training, and joint sales opportunities.
• Identify and evaluate emerging and underdeveloped OEM partnerships, recommending where to invest, strengthen relationships, or maintain existing levels of engagement.
• Collaborate with Marketing on partner campaigns and events, and work with Finance, Legal, Contracts, and Purchasing as needed to support partnership programs and agreements.
• Help turn strategic OEM relationships into meaningful customer opportunities, stronger seller engagement, and continued business growth.
• Provide BU leadership with actionable intelligence on OEM coverage gaps, competitive threats, partner investment opportunities, and emerging customer demand.

SKILLS THAT DRIVE SUCCESS

• Bachelor's degree and 8-10 years of combined industry and channel experience, including at least 3–5 years working directly within the channel.
• Experience in the SLED channel is strongly preferred, along with an understanding of government and education customers, purchasing processes, and channel partnerships.
• Experience building and managing relationships with established technology OEMs, with a broad understanding of Secure Networking, Data Center & Cloud, AI & Data, and Collaboration & Workspace solutions.
• Familiarity with Cybersecurity and Automation, and the ability to connect partner technologies with broader customer solutions.
• A proven ability to build strong OEM relationships, engage sales teams, create joint business opportunities, and influence results through collaboration.
• Strong communication, negotiation, and relationship-building skills, with the confidence to engage comfortably with both senior executives and sales teams.
• Ability to balance established OEM partnerships with new and emerging relationships, identify opportunities, and prioritize efforts that bring the most value.
• Drive qualified pipeline influence, partner investment reciprocity, seller-to-OEM introductions, and partner-supported customer engagements.
• Must be a U.S. Citizen.

TRAVEL REQUIREMENTS:

This is a hybrid role based in the Washington DC Metro area and requires up to 25% travel.

WHY YOU’LL LOVE IT

You will have the opportunity to play a key role in shaping and growing Iron Bow's strategic technology partnerships, working with leading OEMs across the industry.

You'll work closely with our business leaders, sales teams, and CTO organization, building relationships and connecting the right people, technologies, and opportunities.

This is a highly visible role where your ideas, relationships, and initiative can make a real difference. You'll have the flexibility to develop new partnerships, strengthen existing ones, and directly contribute to Iron Bow's continued growth.

COMPENSATION AND BENEFITS INFORMATION:

The initial base annual salary range for this position is $130,00 – 160,000.In addition to base salary, this role offers management by objective bonus (MBO) tied to individual performance. Our compensation plans are designed to reward success, drive growth, and recognize the impact our sales teams make in the market.

At Iron Bow, we invest in our people and their success. We offer a comprehensive benefits package that may include medical, dental, and vision coverage, a 401(k) plan, paid time off, and additional wellness and financial benefits. An overview of our benefits is available on our careers page.