[Hiring] Partner Alliance Manager @Spacelift

Role Description

We are seeking a Partner Alliance Manager to build, manage, and scale strategic partnerships with a focus on the U.S. Federal Government ecosystem. This role will be responsible for developing and executing partner strategies with systems integrators, resellers, and distributors that drive pipeline growth, accelerate federal adoption, and support mission-critical outcomes for both commercial and government customers.

The ideal candidate brings deep experience in federal partner programs, understands government acquisition and contracting vehicles, and can work cross-functionally with sales, capture, product, and marketing teams.

Key Responsibilities

• Partner Strategy & Execution:
  • Develop and execute a federal partner alliance strategy aligned to company growth objectives.
  • Manage and grow our Carahsoft partnership.
  • Identify, recruit, and onboard strategic partners, including GSIs, SIs, VARs, and Distributors. Own partner business planning, joint value propositions, and go-to-market strategies.
• Pipeline & Revenue Impact:
  • Drive partner-sourced and partner-influenced pipeline within Civilian, DoD, and IC accounts.
  • Collaborate with federal sales and capture teams to support opportunities from pre-RFP through award.
  • Track, measure, and report partner performance against pipeline and revenue goals.
• Federal Market Enablement:
  • Enable partners on product capabilities, federal use cases, compliance requirements, and differentiation.
  • Support joint marketing activities, including events, webinars, solution briefs, and federal campaigns.
• Cross-Functional Collaboration:
  • Act as the partner voice internally, providing feedback to product, engineering, and leadership teams.
  • Align closely with marketing, sales operations, and legal on partner agreements and programs.
  • Ensure partner compliance with federal regulations and security requirements.

Qualifications

• 7+ years of experience in partner alliances, channel management, or business development.
• 3+ years supporting the U.S. Federal Government market.
• Proven success driving partner-led pipeline and revenue in federal accounts.
• Strong understanding of federal procurement processes and contracting vehicles.
• Experience working with large SIs and federal integrators.
• Excellent executive communication and relationship-building skills.
• Be based in Washington, DC or the surrounding areas.

Preferred Qualifications

• Existing relationships with top federal SIs and GSIs.
• Experience in software, SaaS, cloud, cybersecurity, data, or infrastructure solutions.
• Familiarity with FedRAMP, FISMA, DoD SRG, or IC compliance environments.
• Bachelor’s degree required; MBA or equivalent experience preferred.
• Active or previous U.S. Government Security Clearance is a plus.

Success Metrics

• Partner-sourced and partner-influenced pipeline growth.
• Revenue contribution through federal partners.
• Number and quality of active, enabled partners.
• Joint solutions and GTM initiatives launched.
• Partner satisfaction and executive alignment.

Benefits

• Competitive salary and equity package.
• Medical, dental and vision plans for employees and any dependents.
• 401k Pension Plan.
• 26 days of paid time off annually + local bank holidays.
• Flexible working hours and a healthy 40-hour workweek.
• Learning & education budget.
• Company offsites.
• We are a full-remote company.
• Work in an international, diverse, dynamic, and passionate team with a friendly and supportive company culture.

Our Values

• We build for CUSTOMERS.
• We RESPECT each other.
• We take OWNERSHIP seriously.
• We succeed through COLLABORATION.
• We embrace SPARK & WONDER.

Join Us! At Spacelift, you won’t just be working on a technical product - you’ll be part of a team shaping the future of DevOps. Apply to contribute to a platform loved by its users and take your career to the next level!