Alliance Director, Public Sector & Federal
ArmadaEdge Computing company
United States$199,200 - $249,000 USDDirector
Founders Fund
Lux Capital
Marlinspike Capital
Silent Ventures
Shield Capital
Space Capital
Sales & Account Management
About the role
TL;DR
Drive public sector partner strategy and revenue for edge AI infrastructure.
- •As Alliance Director, Public Sector & Federal at Armada, you will develop and execute strategic business plans across Armada's public sector partner ecosystem, spanning federal, defense, state, local, and education (SLED) markets.
- •You will own end-to-end partner strategy across co-sell, resale, demand generation, marketing, enablement, and delivery motions for Armada's edge AI and AI infrastructure platform, building executive alignment between Armada and strategic partners, including key channel partners like Carahsoft
- •to establish shared priorities, investment plans, and growth objectives.
- •This is a senior, high-visibility role critical to Armada's public sector GTM strategy, requiring the ability to generate consistent incremental partner-sourced pipeline and revenue through joint go-to-market initiatives around Armada's edge computing, AI infrastructure, and connectivity solutions, while operating with significant autonomy and accountability across a complex, multi-stakeholder ecosystem.
- •Key Responsibilities Develop and execute strategic business plans across Armada's public sector and federal partner ecosystem for Armada's edge AI and infrastructure platform.
- •Build executive alignment between Armada and strategic partners to establish shared priorities, investment plans, and growth objectives.
- •Drive end-to-end partner strategy across co-sell, resale, demand generation, marketing, enablement, and delivery motions.
- •Generate consistent incremental partner-sourced pipeline and revenue through joint go-to-market initiatives centered on edge AI, GPU capacity, and industrial/defense-grade infrastructure use cases.
- •Establish a strong operating rhythm with partners, including business reviews, pipeline inspection, action tracking, and executive engagement.
- •Requirements 10+ years of enterprise technology sales, partnerships, alliances, business development, channel, or related go-to-market experience. 7+ years of experience in partnerships, business development, channel management, or strategic alliance roles strongly preferred.
- •Demonstrated experience in the government, federal, defense, or SLED market within a technology company, systems integrator, or consulting organization.
- •Proven success building and executing partner ecosystem go-to-market strategies.
- •Deep understanding of federal and SLED contracting, procurement, sales processes, and industry trends.
Required skills
Go-to-MarketChannel SalesStrategic PlanningBusiness OperationsPresentation Skills
Nice-to-have skills
NegotiationMarket Analysis
Domain expertise
governmentdefenseai
Benefits & perks
Equity, Medical, Dental, Vision, Health savings accounts (HSA), Flexible spending accounts (FSA), Dependent care FSAs (DCFSA), 401(k), Roth 401(k), Unlimited paid time off (PTO), 14 paid company holidays
Tech stack
PythonJavaScript