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Scale is seeking a Partner Development & Alliance Manager to own a strategic portfolio of partners across the U.S. public sector—Defense, Intelligence Community, and Federal Civilian agencies. Reporting to the Head of Partnerships and Proposals, you will be a self-directed senior individual contributor responsible for end-to-end partner relationship management and pipeline generation.
Key responsibilities include: owning a cohort of managed strategic partners from readiness through active partnership; building and executing joint go-to-market (GTM) plans and account strategies with each partner; cultivating deep relationships with partner executive leadership; sourcing and attaching qualified pipeline in the CRM; running joint pursuit capture activities and co-authoring win themes; operating the channel with rigor around deal registration, partner attribution, and federal compliance guardrails; and representing Scale at major public sector events and executive briefings.
You will partner closely with sales, delivery, and marketing teams to execute co-selling motions and joint campaigns. The role spans the entire public sector landscape, requiring you to prospect and mature relationships with organizations ranging from small businesses to large enterprises.
Required qualifications: 8+ years in public sector partnerships, alliances, channel sales, business development, or capture with a track record of partner-sourced pipeline. Deep expertise in government contracting (FAR/DFARS, contract vehicles like GWAC/IDIQ/BPA/OTA, and the role of systems integrators and primes). Proven ability to take ownership of a portfolio with minimal direction. Hunter mentality for pipeline generation through third-party ecosystems. Strategic and analytical capability to balance partner strategy with granular performance data. Technical literacy in AI/ML and ability to articulate Scale's value to technical, mission, and executive buyers. U.S. citizenship and ability to obtain a security clearance required.
