Strategic Alliances Lead - Consulting & SI

Default Brand; Herndon, Cincinnati (VA, OH); Remote; USD 150,000 - 170,000; Full time

Benefits offered by this job

Health insurance

401(k) matching

Flexible time off

Sick leave

Job summary

Exostar is seeking a Senior Consulting Alliances Manager to curate consulting, advisory and SI alliances across defense sectors. You will build joint offerings, drive pipeline and executive sponsorship, and convert opportunities into recurring revenue.

You will recruit and enable partners, map markets, and shape the go-to-market with product, sales and customer success teams, traveling as needed across the US.

Qualifications

• Eight+ years in strategic alliances, partner business development, enterprise software sales or consulting, including direct responsibility for consulting/SI relationships.
• Proven record creating partner-sourced or partner-influenced enterprise pipeline and revenue; distinguish relationship activity from outcomes.
• Experience building joint offerings and mobilizing partner teams across sales, solutions and delivery.
• Working knowledge of aerospace and defense, Federal, manufacturing, supply chain, cybersecurity or other highly regulated industries.
• Executive presence with senior partner leaders and customer executives; strong written and negotiation skills.
• Ability to lead cross-functional work without direct authority in a fast-paced environment.
• Bachelor’s degree or equivalent experience; ability to travel and meet access requirements.

Responsibilities

• Partner strategy and recruitment: assess market whitespace, prioritize partners by access, credibility and potential.
• Joint business planning: create annual partner plans with targets, offerings, enablement and governance.
• Solution and offering development: package Exostar into consulting-led offerings with product and sales.
• Co-sell execution: run account mapping, originate opportunities and align on shared pursuit strategies.
• Partner enablement: equip partner sellers with messaging, guides, architectures and evidence.
• Executive relationships: develop sponsorship across partner practices and customer connections.
• Commercial and operating model: define referral, co-sell, resale motions with Finance and Legal.
• Performance management: maintain a partner scorecard for pipeline, bookings and outcomes.
• Market intelligence: translate insights into product priorities and GTM strategies.

Skills

Strategic alliances

Partner development

Enterprise software sales

Consulting relationships

Education

Bachelor’s degree or equivalent

Job description

Exostar is seeking a Senior Consulting Alliances Manager to curate consulting, advisory and SI alliances across defense sectors. You will build joint offerings, drive pipeline and executive sponsorship, and convert opportunities into recurring revenue.

You will recruit and enable partners, map markets, and shape the go-to-market with product, sales and customer success teams, traveling as needed across the US.