Federal Strategic Alliance Manager

Summary

Join PVM, Inc. as a Federal Strategic Alliance Manager and drive growth through strategic partnerships with federal value-added resellers (VARs). You will be responsible for coordinating service delivery initiatives, collaborating with sales, marketing, and engineering teams, and ensuring seamless coordination from sales enablement to post-delivery. This role demands strong leadership, collaboration, and the ability to align multiple teams to meet federal client needs. You will build and maintain partner business plans, leverage marketing and sales enablement, and incentivize partner growth. The position requires 3+ years of relevant experience in federal channel sales and service delivery, a BS/BA or equivalent, and strong communication and leadership skills. PVM offers a competitive salary, remote work options, unlimited PTO, and flexible work schedules.

Requirements

• 3+ years of relevant experience
• Federal Channel Sales & Service Delivery Experience: Proven experience in federal channel sales, including familiarity with the 2-tier (distribution) reseller model. Demonstrated ability to manage and scale service delivery initiatives through VAR partnerships
• This position may potentially require a government clearance up to TS/SCI for future efforts
• Education: BS/BA or equivalent experience
• Working experience with a CRM (preferably Hubspot)
• Familiarity with government forecasting and opportunity search websites and tools
• Proficiency using Microsoft Office Suite (Teams, Office, SharePoint), BambooHR, Harvest
• Cross-Functional Leadership: Strong ability to coordinate across sales, engineering, and marketing teams, leveraging their expertise to meet service delivery and sales goals
• Excellent Interpersonal & Communication Skills: Strong verbal and written communication abilities, with the capacity to work effectively with internal teams, partner organizations, and government clients
• Goal-Oriented with Strong Motivation: Self-motivated, results-driven, and capable of managing complex, multi-stakeholder projects with minimal supervision
• Customer-Focused & Service-Oriented: A keen focus on customer service and relationship building, with a proven track record of fostering long-term partnerships in the federal sector
• Technical Savvy & Ability to Leverage Partner Resources: Familiarity with leveraging VAR partners' engineering and technical capabilities to deliver complex federal service solutions. Ability to understand and communicate technical requirements clearly
• Ability to Travel: Willingness to travel as needed to engage with federal clients and VAR partners, in compliance with company and federal travel policies

Responsibilities

• Build Strategic Partnerships: Identify, engage, and onboard federal reseller partners, leveraging market analysis and key partner ecosystems to expand the pipeline for service delivery opportunities in key government sectors
• Coordinate Cross-Functional Teams: Collaborate with VAR partners' sales, marketing, and engineering teams to align on strategies for market expansion, technical expertise, and service offerings. Ensure that all partner resources are being effectively leveraged to meet delivery goals and client needs
• Coordinate Service Delivery Excellence: Serve as the central coordinator for service delivery efforts, working closely with internal teams and VAR partners to ensure that all service delivery components align with client requirements. Collaborate with VAR engineering teams to integrate technical solutions, ensuring seamless handoffs between sales, implementation, and post-delivery support. Monitor progress to ensure timely execution, escalating any issues or roadblocks to appropriate stakeholders for resolution. Your role is to ensure all teams are aligned and working together efficiently to meet the client’s needs while maintaining high standards of service quality
• Create and Maintain Partner Business Plans: Develop and execute comprehensive quarterly business plans with top partner accounts, ensuring alignment on revenue targets, resource allocation, and service delivery milestones. Identify new opportunities for service expansion within existing accounts
• Leverage Marketing & Sales Enablement: Drive marketing initiatives and demand generation programs in collaboration with VAR partners to generate leads and ensure consistent growth. Work with partner marketing teams to create tailored content, campaigns, and co-branded resources that drive federal customer engagement
• Collaborate on Deal Support & Close Opportunities: Partner with VARs to provide timely and effective support for closing new opportunities, including resource coordination, pricing support, and technical solutions. Ensure all partners are equipped to address customer needs effectively through comprehensive sales enablement
• Incentivize Partner Growth: Develop and implement incentive programs or contests that drive growth within VARs' sales teams, increasing visibility and consideration for your company’s service offerings within their federal client base
• Manage Relationships Across the Ecosystem: Act as the central point of contact for all service delivery activities with VAR partners, ensuring seamless communication and collaboration between sales, engineering, and operational teams
• Feedback & Continuous Improvement: Work closely with sales management and product teams to relay customer feedback and industry trends, helping to refine offerings and ensure that service delivery is always aligned with market demands and evolving federal requirements
• Define and Optimize Channel Programs: Contribute to the development and scaling of a partner program that is designed to optimize both service delivery and sales performance, ensuring that VAR partners are fully equipped to sell, deliver, and support services effectively

Preferred Qualifications

• MBA is a plus
• Familiarity with data structures, storage systems, cloud infrastructure, front-end frameworks, and other technical tools is a plus
• Palantir Technologies (Foundry) experience a plus

Benefits

• Salary: $110,000- $155,000
• Opportunities for growth and advancement
• Tuition/Training reimbursement
• Peer bonus program
• Remote and on-site positions available
• Unlimited PTO
• Flexible work schedule