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Alliance Director, Public Sector & Federal

3 weeks, 2 days ago
United States
Full-time
Lead
Partnerships Manager
Project and Program Management
Apply Now
Armada

Armada

Armada is a full-stack edge infrastructure company that specializes in edge computing and AI solutions tailored for remote and rugged environments. Through its Armada Edge Platform (AEP), the company provides compute, storage, connectivity, and AI/ML capabilities. Armada operates in over 100 countries, addressing operational challenges with thousands of connected assets and active users. The company focuses on simplifying data management and AI deployment in disconnected settings, making it easier for industries to leverage technology. Armada's product lineup includes Atlas, a tool for monitoring IoT devices; Galleon, ruggedized modular data centers for AI inference; Bridge, a platform for managing GPUs; and a Marketplace for hardware and software for remote operations. Armada serves various sectors, including oil and gas, public sector, manufacturing, mining, logistics, and telecommunications, enhancing safety, productivity, and automation in challenging environments.

information technology & services
201-500
Founded 2022
$226M raised
View All Jobs 18

Description

  • Develop and execute strategic business plans across Armada’s public sector and federal partner ecosystem.
  • Own end-to-end partner strategy across co-sell, resale, demand generation, marketing, enablement, and delivery motions.
  • Build executive alignment with strategic partners to establish shared priorities, investment plans, and growth objectives.
  • Generate partner-sourced pipeline and revenue through joint go-to-market initiatives focused on edge AI and infrastructure solutions.
  • Establish a strong partner operating rhythm through business reviews, pipeline inspection, action tracking, and executive engagement.
  • Create scalable partner management processes and workflows that improve consistency, accountability, and execution.
  • Build relationships across partner executive, sales, technical, marketing, and delivery teams, including government-focused distributors.
  • Partner with systems integrators and service providers to develop consulting and implementation practices.
  • Support joint offerings, campaigns, enablement programs, and account strategies aligned to public sector priorities.
  • Use data and market insights to evaluate partner health, identify execution gaps, and recommend corrective actions.

Requirements

  • 10+ years of enterprise technology sales, partnerships, alliances, business development, channel, or related go-to-market experience.
  • 7+ years of experience in partnerships, business development, channel management, or strategic alliance roles preferred.
  • Experience in the government, federal, defense, or SLED market within a technology company, systems integrator, or consulting organization.
  • Proven success building and executing partner ecosystem go-to-market strategies.
  • Experience leading strategic alliance relationships and identifying mutual business interests that drive measurable growth.
  • Deep understanding of federal and SLED contracting, procurement, sales processes, and industry trends.
  • Strong understanding of government integrators, distributors such as Carahsoft, and consulting firms.
  • Technical fluency in AI infrastructure, edge computing, GPU/compute capacity, and connectivity.
  • Experience selling or partnering with C-level executives and senior decision-makers.
  • Demonstrated ability to operate across co-sell, resale, demand generation, marketing, and service-delivery motions.
  • Highly analytical, data-driven, strategic, and pragmatic in execution.
  • Strong program management skills and ability to establish accountability and scalable processes.
  • Executive presence with strong written, verbal, and presentation skills.
  • Ability to influence without direct authority and navigate competing priorities.
  • Ability to thrive in a fast-changing, high-growth environment with autonomy and accountability.
  • Bachelor’s degree, preferably in Business, Computer Science, or a related field.
  • Direct experience working with or through Carahsoft or similar government-focused technology distributors/resellers preferred.
  • Experience at a Global, Federal, or regional Systems Integrator, or consulting organization delivering AI, cloud, or edge solutions to the public sector preferred.
  • Experience transitioning from a systems integrator or consulting organization into an AI, infrastructure, or SaaS company preferred.
  • Familiarity with sovereign AI, disconnected/contested environments, and mission-critical edge use cases preferred.
  • Experience orchestrating complex, multi-departmental solution sales preferred.
  • Experience helping service providers build consulting and implementation practices around AI infrastructure or enterprise technology products preferred.
  • Background in AI infrastructure, edge computing, GPU/compute capacity, cloud, or industrial technology preferred.
  • Demonstrated success building new partner programs, routes to market, or joint solution offerings preferred.

Benefits

  • Competitive base salary of $199,200–$249,000 USD OTE.
  • Competitive base salary and equity.
  • Subsidized medical, dental, and vision insurance.
  • Health savings accounts (HSA), flexible spending accounts (FSA), and dependent care FSAs (DCFSA).
  • Retirement plan options, including 401(k) and Roth 401(k).
  • Unlimited paid time off (PTO).
  • 14 paid company holidays per year.

Interested in this position?

Apply directly on the company website

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