Strategic Partnerships Lead

XYZ Venture Capital; Maryland; On-site; USD 174,000 - 210,000; Full time

Benefits offered by this job

Medical/Dental/Vision

Life Insurance

Flexible Work Hours

Unlimited PTO with federal holidays

Competitive Compensation

401k

Company Stock Options

Home Office Setup Budget

Training & subscriptions reimbursement

Conferences travel

Job summary

Istari is seeking a Strategic Partnerships Lead to build and operationalize a federal-focused network of engineering tool providers, channel, and prime partners. You will shape joint value propositions and support capture efforts across large government programs.

Success requires credibility in federal teaming, deep technical fluency in engineering software ecosystems, and a proven ability to translate partnerships into capture advantages.

Qualifications

• 6–10+ years in engagement management, strategic partnerships, federal BD, or ecosystem roles
• Experience in DoD or federal civilian markets with formal teaming and capture processes
• Background working with engineering software, data platforms, and infra tools
• Proven track record translating partnerships into capture or revenue outcomes
• Strong understanding of federal teaming dynamics, partner incentives, and capture mechanics
• Ability to engage credibly with technical, product, and business stakeholders across organizations
• Excellent written and verbal communication; comfortable with capture artifacts and exec discussions
• Strategic mindset with execution bias in a fast-moving environment
• High ownership and autonomy; comfortable with ambiguity
• U.S. citizenship or permanent residency required

Responsibilities

• Identify, evaluate, and establish strategic relationships with engineering tool providers, data platforms, and adjacent technology partners
• Develop teaming strategies aligned to programs, agencies, and mission needs to support capture
• Define partner models including teaming agreements, joint solutions, and GTM alignment; track joint revenue impact
• Collaborate with product, engineering, and solution architects to translate partner tech into mission outcomes and platform value
• Work with Federal Account Execs, BD, and Sales to align partnerships with pursuits and pipeline
• Provide market, partner, and competitive insights to inform roadmap priorities and partner messaging

Job description

Strategic Partnerships Lead

The Strategic Partnerships Lead is responsible for building, managing, and operationalizing Istari’s ecosystem of strategic technology partners—particularly engineering tool providers, channel partners and prime partners pursuing large federal captures—to support capture efforts and long‑term market expansion.

This role sits at the intersection of partnerships, sales, and technical strategy. You will develop teaming relationships, shape joint value propositions, and support capture teams by positioning Istari and its partners as differentiated, mission‑aligned solutions for complex government programs.

Successful candidates bring credibility across federal teaming environments, strong technical fluency in engineering software ecosystems, and the ability to translate partnerships into concrete capture advantages.

Key Responsibilities

• Strategic Partnership Development: Identify, evaluate, and establish strategic relationships with engineering tool providers, data platforms, and adjacent technology partners (e.g., CAD/CAE, digital engineering, security, observability, data infrastructure). Build executive and working‑level relationships across partner organizations, including BD, product, and technical leadership. Define partnership models spanning teaming agreements, joint solutions, go‑to‑market alignment, and long‑term platform integration. Define metrics for joint‑GTM motions and track contribution to revenue growth.
• Federal Teaming & Capture Support: Support Federal capture teams by developing teaming strategies aligned to specific programs, agencies, and mission needs. Shape partner‑inclusive value propositions that clearly articulate Istari’s differentiated role within broader solution stacks. Contribute to capture planning, whitepapers, RFI/RFP responses, and oral strategies where partner alignment is critical. Help identify incumbents, competitors, and ecosystem gaps within target programs and advise on optimal teaming configurations.
• Joint Value Proposition & Solution Strategy: Collaborate with Product, Engineering, and Solution Architects to define how partner technologies integrate with Istari’s platform. Translate technical integrations into compelling narratives around mission impact, program risk reduction, and operational outcomes. Ensure partner positioning reinforces Istari as foundational digital engineering infrastructure—not a point solution.
• Cross‑Functional Collaboration: Partner closely with Federal Account Executives, BD, and Sales Leadership to align partnerships with active pursuits and pipeline. Provide market, partner, and competitive insights to Product and Engineering to inform roadmap priorities. Coordinate with Marketing and Sales Enablement on partner messaging, collateral, and field readiness (as needed).

Required Qualifications

• 6–10+ years of experience in engagement management, strategic partnerships, federal BD, capture support, or ecosystem‑focused roles.
• Experience operating in DoD, federal civilian, or national security markets with exposure to formal teaming and capture processes.
• Background working with engineering software, data platforms, infrastructure tools, or highly technical B2B solutions.
• Demonstrated success translating partnerships into tangible capture or revenue outcomes.
• Strong understanding of federal teaming dynamics, partner incentives, and capture mechanics.
• Ability to engage credibly with technical, product, and business stakeholders across multiple organizations.
• Excellent written and verbal communication skills; comfortable contributing to capture artifacts and executive‑level discussions.
• Strategic mindset paired with a bias toward execution in a fast‑moving, early‑stage environment.
• High ownership, autonomy, and comfort operating with ambiguity.
• Team Player.
• U.S. citizenship or permanent residency required.

Preferred Qualifications

• Experience partnering with or selling alongside engineering tool vendors (CAD/CAE, PLM, digital engineering, security, data infrastructure).
• Familiarity with digital engineering, model‑based systems engineering (MBSE), or engineering data workflows.
• Prior experience supporting major defense primes, system integrators, or large federal programs.
• Background in aerospace, defense, or national security technology ecosystems.

Benefits

• Medical/Dental/Vision (Employee Premiums are 100% Company Paid)
• Life Insurance
• Flexible Work Hours
• Unlimited Paid Time Off (PTO) with federal government holidays
• Competitive Compensation
• 401k
• Company Stock Options
• Home Office Setup Budget
• Reimbursement for approved trainings and subscriptions
• Conferences (travel, lodging, and fees)
• Note – some benefits are not available to interns or contractors.

Compensation

174 000 – 210 000 USD a year.

The anticipated compensation range for this position may vary based on experience, skills, qualifications, location, and business needs. In addition to base salary, this role may be eligible for bonuses, equity, and a comprehensive benefits package.

Equal Opportunity

Istari is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status.