Skills and Competencies Required
- 7+ years of experience in business development, partnerships, or alliances, with a focus on government or public sector markets
- Proven track record of developing and scaling partner-led growth initiatives
- Strong understanding of government procurement models and partner-based sales motions
- Experience working with government-focused partners such as systems integrators, resellers, or consortiums
- Excellent strategic thinking, relationship-building, and negotiation skills
- Ability to influence cross-functional teams and operate in complex, matrixed environments
- Experience selling to or through partners in the US public sector (federal, state, or local)
- Demonstrated success driving new business through channel or co-sell models
- Strong understanding of government procurement and partner-led deal structures
- Excellent communication, negotiation, and stakeholder-management skills
Preferred
- Experience in technology, data, SaaS, or professional services organizations serving government customers
- Experience working with prime contractors, systems integrators, or government resellers
- Existing network across US government agencies or government contracting partners
- Willingness to travel (up to ~30%) to support partner and customer engagement
Education - Bachelor's degree (required), MBA or equivalent advanced degree (preferred)
Responsibilities The Business Development Officer (BDO), Public Sector - US Director is responsible for driving new business growth through Moody's public-sector partner ecosystem. This role focuses on originating, developing, and closing government opportunities that are sourced or executed through partners with an emphasis on large systems-integrators and services firms that have a large government contracts portfolio.
This position sits at the intersection of business development, partnerships, and go-to-market execution and requires a strong understanding of public sector procurement, partner-led sales motions, and complex stakeholder environments. The BDO works closely with Partner Relationship Managers, Government Sales, Solutions Engineering, and Legal to pursue partner - led opportunities across federal government customers. This role carries a new - business quota and is accountable for building pipeline, advancing deals, and closing revenue through partnership channels aligned to Moody's government strategy. The prioritized market segments are Defense, Intelligence and Civilian LE/DHS where our data products and assets are in demand.
- Identify, evaluate, and recruit new government-focused partners aligned with strategic growth priorities in federal, state, and local government markets
- Expand Moody's government partner ecosystem - including aggregators, resellers, primes - to unlock new routes to market, increase pipeline, and drive long-term revenue
- Develop business cases for new partnerships, including market opportunity, value proposition, and expected revenue impact
- Partner with Solutions Engineering and Product SMEs to align Moody's solutions to government mission needs and partner offerings
- Coordinate with Legal and Government Contract Administration to support teaming agreements, subcontracts, and compliant deal execution
- Work closely with direct government sales teams to ensure clarity on ownership, roles, and execution model for partner-led deals
- Maintain a strong understanding of government missions, funding priorities, and procurement dynamics in the US public sector
- Provide feedback to Government Commercial Strategy and Channel Sales leadership on market trends, partner performance, and whitespace opportunities
- Represent Moody's in partner-led meetings, pursuits, and selected industry events
- Knowledge of, and ability to continue to develop, understanding of key parter capabilities and portfolios to better align Moodys capabilities in a complementary fashion
About the team The Channel Sales Partnership team fuels Moody's growth by collaborating with strategic co-sell and re-sell partners to expand our reach, accelerate sales, and deliver greater value to customers. Together, we create innovative go-to-market strategies that boost brand awareness, win rates, and market impact.
For US-based roles only: the anticipated hiring base salary range for this position is $135,700.00 - $196,750.00, depending on factors such as experience, education, level, skills, and location. This range is based on a full-time position. In addition to base salary, this role is eligible for incentive compensation. Moody's also offers a competitive benefits package, including not but limited to medical, dental, vision, parental leave, paid time off, a 401(k) plan with employee and company contribution opportunities, life, disability, and accident insurance, a discounted employee stock purchase plan, and tuition reimbursement.
