Partner Development Manager

Scale is at the forefront of the AI revolution, and its Public Sector business is expanding rapidly. As that business scales, the partner ecosystem scales. The company is seeking a Partner Development & Alliance Manager (PDAM) to take ownership of a portfolio of strategic partners across the public sector and turn those relationships into pipeline and joint wins.

The PDAM will own a cohort of managed strategic partners end-to-end, executing a planning and GTM motion with Scale's partners. The mandate spans the entire public sector, not a single segment. This is a senior, self-directed role built for someone who can take a portfolio and run it.

Responsibilities

• Own a Strategic Partner Portfolio: Serve as the named PDAM for a cohort of managed strategic partners. Carry each partner from readiness confirmation through active, pipeline-generating partnership.
• Drive Joint GTM Execution: Build and run a joint GTM and account plan for each partner, and partner with sales, delivery, and marketing on co-selling motions and joint campaigns.
• Build Strategic Alliances: Cultivate deep relationships with executive leadership across each partner and the wider ecosystem of partners and teammates.
• Generate and Own Pipeline: Source and attach pipeline in the CRM, move opportunities from qualified to booked, and report the health of partnership and teaming health.
• Run Joint Pursuits: Pull partners into capture early teaming, help co-author win themes and strategy.
• Operate the Channel with Rigor: Use the program's infrastructure for deal registration, partner attribution, and performance tracking.
• Represent Scale: Act as the face of Scale Public Sector at major public sector events and executive briefings.

Requirements

• 8+ years of professional experience in Public Sector partnerships, alliances, channel sales, business development, or capture.
• Autonomy: A proven ability to take a portfolio and a set of targets and own the outcome with minimal direction.
• Public Sector Expertise: Deep understanding of the government contracting landscape.
• Direct Partner Experience: A record of managing public sector and/or private sector businesses operating in the public sector market.
• Pipeline-Focused Hunter: A hunter mentality toward pipeline generation.
• Strategic and Analytical: The ability to move between partner strategy and granular data.
• Technical Literacy: Familiarity with the AI/ML landscape.
• Clearance: Ability to hold or obtain a U.S. security clearance; U.S. citizenship as required for cleared federal work.

Benefits

• Comprehensive health, dental and vision coverage.
• Retirement benefits.
• Learning and development stipend.
• Generous PTO.
• Commuter stipend.