Federal Alliances Director - High Growth, Ai/Data Platform (100% YoY Growth)
About the Role
We are seeking an experienced Federal Alliances Director to lead and grow our client's partnerships within the U.S. federal government ecosystem. This strategic leadership role is responsible for building and managing relationships with federal agencies, systems integrators, government contractors, and channel partners to drive adoption of our client's AI platform across the public sector. The ideal candidate brings deep knowledge of federal procurement, a strong existing network in the government technology space, and a passion for demonstrating how AI can transform government operations.
Key Responsibilities
Partnership Strategy & Development
- Define and execute a comprehensive federal alliances strategy aligned with the company's overall go-to-market objectives
- Identify, recruit, and onboard new federal channel partners, including large and mid-tier systems integrators (SIs), government-focused resellers, and independent software vendors (ISVs)
- Develop and manage joint business plans with strategic partners, including revenue targets, co-selling motions, and enablement milestones
Partner Enablement & Activation
- Collaborate with sales, marketing, and product teams to develop federal-specific partner enablement programs, certifications, and co-marketing materials
- Drive active pipeline generation and deal progression with and through partners
- Serve as the primary executive sponsor for key federal partner relationships, ensuring alignment and mutual success
Government & Agency Engagement
- Build relationships with federal agency technology leaders (CIOs, CTOs, CDOs) to influence AI adoption and platform preference
- Support and coordinate with federal sales teams on strategic opportunities involving alliance partners
- Represent the company at federal industry events, conferences (e.g., AFCEA, ACT-IAC, AWS re:Invent Public Sector), and government briefings
Cross-Functional Leadership
- Work closely with product and engineering to surface federal customer requirements and ensure compliance with government standards (FedRAMP, IL2/IL4/IL5, CMMC, etc.)
- Partner with legal, contracts, and finance teams to structure partner agreements, OTA vehicles, and contract mechanisms
- Provide executive leadership with regular reporting on federal alliance pipeline, partner performance, and market intelligence
Qualifications
Required
- 10+ years of experience in enterprise technology sales, business development, or alliances, with at least 5 years focused on the U.S. federal government market
- Demonstrated success building and managing strategic partnerships with federal systems integrators (e.g., Leidos, SAIC, Booz Allen Hamilton, Accenture Federal Services, Deloitte Government & Public Services)
- Deep understanding of federal procurement processes, contract vehicles (GWACs, IDIQs, BPAs), and budget cycles
- Strong existing relationships within the federal technology ecosystem
- Proven ability to develop and execute partnership strategies that generate measurable revenue impact
- Excellent executive communication, negotiation, and presentation skills
- Ability to obtain and maintain a U.S. security clearance (or existing clearance preferred)
Preferred
- Experience selling or partnering around AI, machine learning, data analytics, or cloud platforms in a federal context
- Familiarity with FedRAMP authorization processes and federal security compliance frameworks
- Experience working with or within a federal agency or DoD organization
- MBA or advanced degree in a relevant field