Partner Development Manager
Core
Own a portfolio of strategic public sector partners (Defense, Intelligence, Federal Civilian) to generate pipeline and joint wins through end-to-end relationship management and GTM execution.
Role type
Senior Partner Development & Alliance Manager (Public Sector)
Builds
Joint GTM plans, co-selling motions, and qualified pipeline for Scale's AI solutions in the public sector.
Domain
Public Sector (Defense, Intelligence, Federal Civilian) + AI/ML
Deliverable
production ML models | client delivery
Required skills
Public sector partnerships, alliance management, channel sales, business development, capture management, government contracting landscape (FAR/DFARS), contract vehicles (GWAC/IDIQ/BPA/OTA), SIs and primes dynamics, pipeline generation, strategic planning, data analysis, technical literacy in AI/ML
Preferred skills
None explicitly stated
Technologies
CRM systems, program infrastructure for deal registration and attribution
Responsibilities
Own strategic partner portfolio from readiness to active pipeline, drive joint GTM execution with sales/marketing, cultivate executive relationships, source and attach pipeline, run joint pursuits/capture teams, operate channel compliance, represent company at public sector events
Seniority
Senior, self-directed IC
