POSITION SUMMARYThe
Director / Senior Director, Ecosystem leads RGS strategic alliance strategy and execution across the U.S. Federal market and regulated industries. Reporting to executive leadership, this role drives partner-sourced and partner-influenced revenue by building high-impact relationships with Federal Systems Integrators (FSIs), OEMs, ISVs, Cloud Service Providers (CSPs), Managed Service Providers (MSPs), and channel partners. The ideal candidate combines strategic business development expertise with hands-on deal execution across complex Federal procurement cycles, scaling go-to-market (GTM) motions including co-sell, resale, OEM, embedded software, and managed services.
KEY RESPONSIBILITIES:Partner Management & Alliance Strategy- Develop joint business plans, technology roadmaps, and proactive capture strategies across named partner accounts.
- Drive diverse partner motions across resale, OEM, embedded software, cloud, and Managed Service Provider (MSP) models.
- Act as the internal ecosystem SME, aligning RGS Sales, Product, and Marketing teams on partner capabilities and "Powered by RGS" initiatives.
- Collaborate with Solutions Architects to deepen technical integrations, refine reference architectures, and scale joint solutions.
Business Development & Capture- Build senior executive relationships across top-tier Federal Systems Integrators and alliance partners to drive program access, pipeline, and long-term positioning.
- Lead co-sell efforts by training partner sales and technical teams on RGS joint value propositions, ROI messaging, and mission alignment.
- Monitor Federal solicitations and map partner capabilities to active agency priorities, strategic technology initiatives, and Programs of Record.
- Gather insights across the Federal landscape to help inform RGS product, marketing, and direct sales strategies.
- Partner with RGS Account Executives and Solutions Architects to identify key agency programs, offices, and strategic capture opportunities.
Sales Growth & Account Strategy- Maintain accountability for quarter-over-quarter revenue growth and strategic sales target achievement for named accounts.
- Lead the full sales process lifecycle for partner-driven opportunities, from initial demand generation and proof-of-concept (POC) pilots to deal closure.
- Serve as a primary partner- and customer-facing advocate, solving complex technical and business challenges.
Industry & Technical Domain Leadership- Articulate the business and mission value of Kubernetes, cloud-native architectures, container security, and AI/ML to executive and technical stakeholders.
- Guide partner strategy around U.S. Federal security frameworks, including FIPS compliance and air-gapped deployment requirements.
- Navigate Federal acquisition processes, contracting mechanisms, and commercial/federal procurement vehicles to support proactive capture strategies.
QUALIFICATIONS- 10+ years of progressive leadership in Federal business development, strategic alliances, direct sales, or partner ecosystem management within enterprise software, cloud-native, or open-source technologies.
- Demonstrated success building and scaling partner programs that generate measurable pipeline and revenue growth in the U.S. Federal sector.
- Deep familiarity with Federal acquisition lifecycles, strategic program capture, and major contract vehicles.
- Solid understanding of Kubernetes, containerization, cloud-native architectures, federal security controls (FIPS, air-gap), and open-source/SaaS business models.
- Strong executive presence with proven ability to interface, negotiate, and collaborate with C-suite leadership and cross-functional teams.
- U.S. Citizenship required.
- Ability to travel as needed for customer, partner, and industry engagements.
