The Opportunity

The Director of Partnerships & Alliances is responsible for developing and executing the company's partner ecosystem strategy to accelerate revenue growth, expand market reach, and strengthen strategic product capabilities. This leader will build and manage relationships across referral partners, technology partners, channel partners, systems integrators, data providers, and industry marketplaces while working cross-functionally with Sales, Marketing, Product, Legal, and Executive Leadership.

The ideal candidate is equally comfortable developing long-term strategic partnerships, identifying new business opportunities, supporting capture efforts, and driving partner execution from strategy through launch.

What You Will Do

Strategic Partner Development

• Develop and execute the company's overall partner strategy aligned with corporate growth objectives.
• Identify, recruit, negotiate, onboard, and manage strategic partners that expand product capabilities and market access.
• Lead the evaluation and capture of product partnership opportunities from identification through commercial launch.
• Work closely with Product Management and Engineering to prioritize and integrate partner capabilities into the product roadmap.

Referral Partner Program

• Design, launch, and manage a scalable referral partner program.
• Recruit and grow relationships with strategic referral partners.
• Develop partner enablement materials, incentives, joint marketing initiatives, and performance metrics.
• Manage referral pipeline, partner-generated revenue, and overall program effectiveness.

Business Development

• Identify emerging market opportunities across commercial and government sectors.
• Influence customer requirements and market positioning through strategic partner engagement.
• Develop go-to-market strategies including direct sales, reseller, teaming, OEM, and technology partnerships.
• Collaborate closely with Sales and Marketing to generate pipeline and accelerate strategic opportunities.

Government Capture & Teaming Strategy

• Support federal, defense, and intelligence opportunities through partner identification and teaming strategies.
• Coordinate partner engagement for RFP responses, capture planning, and proposal development.
• Build teaming relationships for strategic opportunities, including programs similar to DIA FORCE and other government procurements.
• Collaborate with business development and proposal teams throughout the capture lifecycle.

Industry Marketplace Development

• Build relationships with leading OSINT, data exchange, and marketplace platforms.
• Expand company presence across established and emerging industry marketplaces.
• Identify new distribution channels that increase product visibility and revenue opportunities.

International Channel Development

• Develop and manage international channel partners and resellers.
• Identify regional distributors, value-added resellers, and strategic partners to support international expansion.
• Create repeatable channel enablement programs including training, sales support, pricing, and partner success initiatives.
• Ensure channel partners successfully position and sell the company's solutions within target markets.

Ecosystem Strategy

• Develop and maintain a comprehensive partner ecosystem map and knowledge graph.
• Identify relationships among customers, partners, products, technologies, and market requirements.
• Use ecosystem intelligence to uncover partnership opportunities, improve strategic alignment, and strengthen competitive positioning.
• Continuously evaluate the ecosystem to identify gaps, emerging technologies, and potential strategic alliances.

Qualifications

Required

• 8+ years of experience in business development, strategic partnerships, channel management, or alliance management.
• Experience working within SaaS, location intelligence, data, cybersecurity, geospatial, OSINT, or government technology markets.
• Demonstrated success building strategic partnerships that generate measurable revenue.
• Experience negotiating partnership agreements and commercial relationships.
• Strong understanding of government procurement, capture management, and teaming strategies.
• Experience working with cross-functional teams including Product, Sales, and Marketing.
• Excellent executive communication and relationship management skills.

Preferred

• Experience supporting U.S. Government, Defense, or Intelligence Community customers.
• Existing relationships across the OSINT, geospatial, location intelligence, or data marketplace ecosystem.
• Familiarity with international channel development and partner distribution models.
• Knowledge of API partnerships, data licensing, and technology integrations.

Ideal Candidate

The ideal candidate is a strategic thinker who enjoys building ecosystems rather than managing transactions. They understand how to connect technologies, companies, and markets to create differentiated solutions and sustainable competitive advantage. They possess strong business acumen, excel at building executive relationships, and have the ability to navigate complex commercial and government partnership environments while delivering measurable business results.

Other Info

This a remote position that may require occasional travel. Preference for candidates who reside in the Washington DC Metro area.

We offer competitive salaries, benefits and unlimited PTO. The typical salary range is $140,000 to $220,000. Ranges are based on various factors including the labor market, job type, job level, internal equity and budget. Exact salary offers will be determined by factors such as the candidate's skills, qualifications, experience, and geographic location.