Location: Columbia, MD
Type: Hybrid
Travel: Up to 75%
Position Overview:The Senior Manager, Partner Ecosystem Strategy & Operations will lead the design, launch, operation, and continuous improvement of the reseller and distributor partner ecosystem. The role will create a scalable, data-driven operating model that expands market reach, grows incremental partner-generated revenue, improves partner effectiveness, and delivers a consistent customer experience.
This leader will serve as the cross-functional integrator for the ecosystem, coordinating Sales, Finance/Accounting, Marketing, Product/R&D, Operations, Production and Logistics, Contracts/Compliance, Legal, IT, Business Intelligence, and executive leadership. The Director will translate strategy into processes, systems, governance, analytics, and measurable business outcomes while using Power BI, AI, and automation to improve decision-making and operating efficiency.
The ideal candidate combines ecosystem strategy, cross-functional program leadership, commercial judgment, and data/AI innovation. This leader creates structure without unnecessary bureaucracy, turns data into action, applies AI to measurable business problems, and builds alignment across functions with different priorities. The operating mindset should be profitable, predictable, simple, enablement-driven, performance-based, customer-centric, and scalable.
Duties & Responsibilities:- Build and operationalize the partner ecosystem - establish partner strategy, Ideal Partner Profiles, segmentation/tiering, recruitment, onboarding, enablement, commercial structures, lifecycle management, governance, and performance management.
- Lead enterprise-wide cross-functional execution - establish ownership, RACI structures, operating cadences, dependencies, decision rights, and escalation paths across functional teams.
- Create actionable partner intelligence - develop Power BI dashboards, scorecards, KPIs, and executive reporting for pipeline, revenue, partner productivity, economics, enablement, retention, and ecosystem health.
- Make AI and automation core operating capabilities - apply AI to partner analysis, pipeline-risk identification, segmentation, opportunity prioritization, forecasting, QBR preparation, trend/anomaly detection, knowledge retrieval, and repetitive workflows.
- Build a high-quality partner experience - create a repeatable lifecycle from recruitment and qualification through contracting, onboarding, enablement, sales execution, support, performance management, renewal, and exit.
- Ensure an economically viable, scalable channel - manage partner economics, margins, incentives, MDF, rebates, pricing, deal registration, channel conflict, and ROI in partnership with Sales and Finance.
- Own the partner ecosystem roadmap from strategy and program design through pilot, launch, optimization, and scale.
- Lead cross-functional collaboration across the company and drive alignment among executive leadership and functional owners.
- Develop and manage Ideal Partner Profiles, partner recruitment/qualification, segmentation, tiering, onboarding, development, performance, renewal, and exit processes.
- Establish rules of engagement covering account and opportunity ownership, deal registration, pricing authority, channel conflict, partner-to-partner engagement, and support responsibilities.
- Partner with Finance and Sales to evaluate partner economics, pricing, margins, rebates, MDF, incentives, deal protection, and channel ROI.
- Establish partner business planning, QBRs, scorecards, governance forums, escalation mechanisms, and continuous-improvement processes.
- Design and maintain Power BI dashboards and reporting for partner-sourced/influenced revenue, pipeline, conversion, activation, tier performance, retention, training/certification, economics, and customer outcomes.
- Use AI, analytics, and automation to identify high-potential or underperforming partners, detect risk, improve forecasting, accelerate reporting, and reduce administrative effort.
- Apply creative business-intelligence approaches that move reporting from 'what happened' to 'why it happened, what is likely to happen next, and what action should be taken.'
- Translate complex business data into clear executive recommendations and ensure partner processes meet applicable export-control, data-protection, security, contractual, and industry requirements.
Objective & Measure of Success: - Ecosystem readiness: scalable reseller/distributor program operational with defined strategy, tiers, lifecycle, enablement, commercial model, rules of engagement, governance, systems, and KPIs.
- Partner growth & productivity: increase qualified/activated partners, partner-generated pipeline and revenue, training completion, conversion, and onboarding performance; target >90% onboarding completion within 30 days of agreement signing.
- Commercial performance: maintain competitive partner economics, pricing discipline, incremental channel growth, and a target channel ROI greater than 2:1.
- Business intelligence: deliver trusted, accessible Power BI dashboards and partner scorecards that enable timely decisions and real-time visibility into ecosystem health.
- AI-driven efficiency: demonstrate measurable reductions in manual reporting and QBR preparation, faster analysis, automated workflows, and earlier identification of risks and opportunities.
- Cross-functional execution: resolve dependencies and conflicts quickly, maintain clear accountability, and drive adoption across functional organizations.
Minimum Qualifications:- US Citizen.
- Possess an active TOP SECRET Security Clearance or greater.
- Bachelor's degree in Business, Finance, Analytics, Information Systems, Engineering, Marketing, or related discipline, or equivalent relevant professional experience.
- Significant experience in partner ecosystems, channel strategy/operations, strategic partnerships, sales operations, business operations, or comparable cross-functional leadership.
- Demonstrated experience building, transforming, or scaling reseller, distributor, channel, alliance, or partner programs.
- Proven ability to lead complex cross-functional initiatives and influence senior stakeholders across multiple functions.
- Strong Microsoft Power BI experience, including dashboards, data visualization, KPI design, data modeling, and translating business questions into actionable reporting.
- In-depth practical knowledge of AI and automation, including implementation of use cases that improve efficiency, decision quality, analytics, or business outcomes.
- Creative business-intelligence capability and strong understanding of CRM, pipeline management, forecasting, sales analytics, commercial economics, and performance measurement.
- Strong financial/analytical acumen and excellent executive communication, facilitation, presentation, and stakeholder-management skills.
Preferred Qualifications:- Experience in government, defense, cybersecurity, technology, or other regulated markets.
- Experience with Microsoft ecosystem tools beyond Power BI.
- Experience with CRM and partner relationship management (PRM) platforms.
- Experience with AI-assisted analytics and workflow automation.
- Experience with data integration and data governance.
- Experience with channel forecasting, managing partner portals and leading partner QBRs.
- Experience engaging with or supporting executive steering committees.
Working is no longer solely about the job. Here at Sealing Tech, we understand your happiness and health is vital to our success. We are innovative in our approach to cultivating balanced work environments and offer a plethora of added perks. Sealing Tech offers competitive compensation packages, health, dental, and vision insurance, retirement contributions, continuing education budgets, tuition reimbursement, flexible schedules, and generous vacation policies. Other perks include complimentary snacks, drinks & monthly catered lunches, and company retreats and gatherings. Plus, flexible work arrangements, pet friendly offices and quarterly merit bonuses for qualified employees. We are looking for a new member to join our team, take on challenges, be innovative and willing to grow with us. BUILD, SECURE, SOLVE.
