Strategic OEM Partnerships Lead (SLED/Commercial)

Iron Bow Technologies; Washington (District of Columbia); Hybrid; USD 130,000 - 160,000; Full time

Benefits offered by this job

Medical, dental, and vision coverage

401(k) plan

Paid time off

Wellness and financial benefits

Job summary

Iron Bow Technologies is seeking an experienced Partner Alliance Manager to lead and grow strategic OEM partnerships across SLED and Commercial sectors in the Washington DC area. You will partner with leadership, sales, and the CTO to align solutions with customer needs and uncover new business opportunities.

The role emphasizes trusted relationships, cross-functional collaboration, and driving joint business plans with OEMs to accelerate growth and market presence.

Qualifications

• 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.
• Must be a U.S. Citizen.

Responsibilities

• Build and strengthen relationships with strategic OEM partners across executive, sales, channel, and technical teams.
• 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.
• 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.

Skills

SLED channel management

OEM partnerships

Relationship building

Executive engagement

Negotiation

Communication skills

US Citizenship

Education

Bachelor's degree in a related field

Job description

Iron Bow Technologies is seeking an experienced Partner Alliance Manager to lead and grow strategic OEM partnerships across SLED and Commercial sectors in the Washington DC area. You will partner with leadership, sales, and the CTO to align solutions with customer needs and uncover new business opportunities.

The role emphasizes trusted relationships, cross-functional collaboration, and driving joint business plans with OEMs to accelerate growth and market presence.