{"id":540317,"url":"https://alion.io/job/microstrategy-public-sector-partner-manager","title":"Public Sector Partner Manager","company":{"id":175872,"name":"Strategy","domain":"strategy.com","url":"https://alion.io/company/strategy-3","size_band":"501-1000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"SmartRecruiters","truth_index":{"grade":"B","score":75,"open_postings":8,"ghost_share":0,"stale_share":1,"repost_share":0,"time_to_fill_p50_days":22,"computed_at":"2026-10-06T05:45:30Z"}},"role":"Sales","role_family":"Sales","seniority":"senior","employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Tysons, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":{"min":103900,"max":186900,"currency":"USD","period":"year","gross":null,"usd_annual":186900},"salary_estimate":null,"experience_years_min":7,"visa_sponsorship":false,"relocation_package":false,"has_equity":true,"technologies":[{"name":"Agile","optional":false},{"name":"AI Agents","optional":false},{"name":"Bitcoin","optional":false},{"name":"AWS","optional":true},{"name":"Databricks","optional":true},{"name":"FedRAMP","optional":true},{"name":"GCP","optional":true},{"name":"Snowflake","optional":true}],"status":"live","first_seen_at":"2026-08-03T20:16:25Z","employer_posted_date":"2026-08-03","last_verified_at":"2026-10-07T00:33:08Z","board_verified":true,"closed_at":null,"days_open":64,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":64},"description":"Strategy (Nasdaq: MSTR) is at the forefront of transforming organizations into intelligent enterprises through data-driven innovation. We don't just follow trends-we set them and drive change. As a market leader in enterprise analytics and AI software, we've pioneered the BI and analytics space, empowering people to make better decisions and revolutionizing how businesses operate. We are now also at the forefront of AI disruption, providing data via our enterprise semantic layer to AI agents, tools, and platforms.\nBut that's not all. Strategy is also leading a groundbreaking shift in digital assets, adopting bitcoin as our primary treasury reserve asset in 2020. Since then, we have issued innovative bitcoin-backed securities and have been the leader in bitcoin treasury companies. This visionary move has helped us build a fortress balance sheet, and is solidifying our position as a forward-thinking, innovative force in the market.\nOur people are the core of our success. At Strategy, you'll join a team of smart, creative minds working on dynamic projects with cutting-edge technologies. We thrive on curiosity, innovation, and a relentless pursuit of excellence.\nOur corporate values-bold, agile, engaged, impactful, and united-are the foundation of our culture. As we lead the charge into the new era of AI and financial innovation, we foster an environment where every employee's contributions are recognized and valued.\nJoin us and be part of an organization that lives and breathes innovation every day. At Strategy, you're not just another employee, you're a crucial part of a mission to push the boundaries of analytics and redefine financial investment.\n The Role: Strategy is seeking an experienced, execution-focused Public Sector Partner Manager to help build a high-performing partner ecosystem across the public sector, with a primary emphasis on the U.S. Federal Government.\nThis is not an administrative alliance-management role. It is a field-facing, revenue-producing position responsible for identifying the partners that matter, building joint business plans, aligning partner and Strategy sales teams, and creating measurable pipeline.\nThe successful candidate will understand the complexities of the federal technology market, including agency buying processes, procurement pathways, contract vehicles, cloud marketplaces, and the role that systems integrators and resellers play in shaping agency modernization programs.\nWorking closely with Strategy’s Public Sector sales organization, partner leadership, marketing, solution engineering, and customer success teams, this individual will help insert Strategy Mosaic and Mosaic AI into active agency programs, modernization initiatives, cloud migrations, and enterprise AI opportunities.\nThe role's mandate will be to build and execute a high-impact public sector partner strategy that generates net-new pipeline, accelerates strategic opportunities, and expands Strategy’s reach across the U.S. Federal Government.\nThe Public Sector Partner Manager will develop productive relationships with cloud providers, systems integrators, resellers, advisory firms, and technology partners that influence how federal agencies evaluate, procure, implement, and expand enterprise analytics and AI platforms.\nSuccess will be measured by partner-sourced and partner-influenced pipeline, revenue, executive relationships, joint account activity, and the ability to turn strategic partnerships into repeatable field execution.\nStrategy headquarters in Tysons Corner, Virginia, at least four days per week (Mon-Thurs).\nTravel of approximately 25% within North America, with an emphasis on Washington, D.C., and other key public sector markets.\nCore Responsibilities\n1. Federal Partner Strategy and Business Development - 35%\nDevelop the Partner Ecosystem: Identify, recruit, and develop strategic systems integrators, resellers, cloud partners, advisory firms, and technology partners capable of expanding Strategy’s federal market presence. \nJoint Business Planning: Create actionable business plans with assigned partners, including target agencies, priority accounts, executive relationships, joint solutions, pipeline objectives, enablement requirements, and revenue commitments. \nFederal Market Alignment: Align partner strategies to the priorities of federal civilian, Department of Defense, intelligence community, and other public sector organizations. \nPartner Prioritization: Focus resources on partners with the relationships, contract access, technical capabilities, and delivery capacity required to generate measurable revenue. \nExecutive Engagement: Build strong relationships with senior partner executives, public sector practice leaders, account leaders, solution leaders, and government affairs or procurement specialists. \n2. Partner-Sourced Pipeline and Co-Selling Execution - 35%\nGenerate Pipeline: Develop net-new partner-sourced and partner-influenced opportunities through account mapping, executive introductions, joint workshops, field events, agency-specific campaigns, and coordinated business development. \nAccount-Level Co-Selling: Map Strategy’s priority federal accounts against partner relationships, existing programs, contract vehicles, and agency modernization initiatives. \nOpportunity Execution: Work alongside Strategy account executives to develop partner strategies for major opportunities, establish clear roles, and use partner influence to improve access, competitive positioning, procurement strategy, and close probability. \nPipeline Governance: Maintain accurate partner opportunity information, sourcing attribution, next steps, forecasts, and partner activity within Strategy’s CRM and partner-management systems. \nForecasting: Provide accurate weekly, quarterly, and annual forecasts for partner-sourced and partner-influenced pipeline and revenue. \nQuota Achievement: Achieve or exceed assigned pipeline, revenue, and partner-development objectives. \n3. Partner Enablement and Solution Development - 15%\nEnable Partner Teams: Coordinate with Strategy’s sales, presales, product, enablement, and technical teams to prepare partners to position, demonstrate, sell, and implement Strategy Mosaic and Mosaic AI. \nDevelop Joint Solutions: Create repeatable public sector solutions and use cases that combine Strategy’s capabilities with partner services, cloud platforms, data technologies, and agency-specific expertise. \nFederal Positioning: Help partners communicate Strategy’s value in language that resonates with government stakeholders, including mission outcomes, modernization, cloud adoption, data interoperability, AI governance, security, cost reduction, and operational efficiency. \nSales Support: Assist partners throughout the sales cycle by connecting them with the appropriate Strategy field, presales, product, and leadership resources. \n4. Partner Marketing and Field Engagement - 10%\nJoint Demand Generation: Develop targeted campaigns, executive briefings, webinars, workshops, industry events, and agency-specific programs with assigned partners. \nField Evangelism: Promote the joint value proposition internally and across partner field organizations to increase awareness, collaboration, and opportunity identification. \nPartner Communications: Establish a consistent cadence of partner updates, pipeline reviews, account-planning sessions, and field enablement activities. \nMarket Development Funds: Where applicable, develop and execute programs that make effective use of partner marketing funds and measure results against pipeline and revenue outcomes. \n5. Operational Governance and Performance Management - 5%\nQuarterly Business Reviews: Conduct structured partner business reviews that measure performance against agreed-upon revenue, pipeline, enablement, marketing, and account-development objectives. \nPartner Accountability: Establish clear expectations and address underperformance when partners are not producing the agreed-upon level of engagement or results. \nCross-Functional Coordination: Work effectively within a matrix organization across Public Sector sales, partner leadership, marketing, solution engineering, customer success, legal, finance, operations, and product teams. \nMarket Intelligence: Monitor changes in federal budgets, technology priorities, procurement trends, contract vehicles, agency programs, and competitive activity, and advise Strategy leadership accordingly. \n Bachelor’s degree or equivalent professional experience required; MBA or other advanced degree preferred. \n7+ years of experience in enterprise software, cloud technology, consulting, systems integration, channel sales, alliances, or partner management. \n5+ years of experience working in or supporting the U.S. Federal Government technology market. \nDemonstrated success building relationships with federal systems integrators, value-added resellers, cloud providers, technology partners, and public sector consulting organizations. \nProven record of achieving or exceeding partner-sourced pipeline, revenue, or sales quotas. \nStrong understanding of federal procurement processes, contract vehicles, reseller models, cloud marketplaces, and the role of prime and subcontractor relationships. \nExperience supporting federal civilian, Department of Defense, intelligence community, or other public sector customers. \nAbility to develop joint account plans and convert partner relationships into qualified opportunities and closed business. \nStrong executive presence and the ability to engage partner executives, government leaders, sales teams, technical stakeholders, and procurement professionals. \nExcellent communication, presentation, negotiation, and relationship-building skills. \nStrong business acumen and the ability to develop and manage strategic business plans with partner and company executives. \nHighly organized, proactive, and capable of managing multiple partners, accounts, opportunities, and internal stakeholders simultaneously. \nProven ability to work independently while succeeding within a virtual and matrixed organization. \nStrong attention to detail, forecasting discipline, and operational follow-through. \nAbility to anticipate and interpret public sector market trends and translate them into actionable partner strategies. \nWillingness to travel approximately 25% or more based on business requirements. \nPreferred Experience\nExisting relationships with leading federal systems integrators, cloud providers, resellers, and technology partners. \nExperience working with organizations such as AWS, Microsoft, Google Cloud, Snowflake, Databricks, Carahsoft, Vertosoft, or major federal systems integrators. \nExperience with enterprise analytics, business intelligence, data platforms, cloud modernization, artificial intelligence, semantic layers, or generative AI. \nFamiliarity with public sector security, compliance, and deployment requirements, including FedRAMP, Department of Defense impact levels, and secure or disconnected environments. \nExperience developing partner-led solutions, federal go-to-market programs, or agency-specific marketing campaigns. \nDirect sales experience within the federal technology market. \nUnderstanding of federal budgeting cycles, appropriations, procurement timelines, and acquisition strategies. \nLeadership Attributes\nThe successful candidate will demonstrate:\nA revenue-first mindset and a strong sense of ownership. \nHigh energy, persistence, and personal accountability. \nThe ability to create structure and momentum in an evolving environment. \nA collaborative approach grounded in mutual respect. \nStrong judgment regarding where to invest time and resources. \nThe confidence to engage senior executives and challenge partners constructively. \nA willingness to work directly in the details while maintaining a strategic perspective. \nA commitment to integrity, teamwork, customer outcomes, and measurable results. \nPerformance Measures\nSuccess in this role will be evaluated...","description_format":"text","description_chars":13820,"description_truncated":true,"requirements":{"experience_years_min":7,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":{"level":"bachelor","optional":false},"security_clearance":false,"languages":[{"language":"English","level":"All levels","optional":false}]},"benefits":["Equity"],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":false,"industries":["Government","BI & Dashboard 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