Strategic Partnerships Lead — Federal Tech Ecosystem

Mosaic.tech; 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

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.