Business Development Manager (Defense)
•Jobgether· 1d
💼 Sales⏰ Full-time🎯 Lead / Principal🇺🇸 USA
1d ago
Jumpcloud·27 days ago
As the Strategic Alliances Partnership Manager, you will be a high-impact contributor reporting to the Head of Global Strategic Alliances. This role will serve as the primary program lead for OEM and key technology partners, driving the entire partner lifecycle. This includes strategic relationship management, leading technical integration and operational readiness, and executing joint demand-generation and sales enablement campaigns to build a robust sales pipeline. You will provide continuous field support for sales opportunities, proactively identify and onboard new ISV partners for ecosystem development, and ensure cross-functional operational integrity and performance tracking across all alliance programs.
Strategic Relationship Management: Act as the primary program lead for both OEM and targeted technology partners. Drive initial engagement, establish a structured partnership model, and lead annual joint partner planning to align key performance indicators (KPIs), revenue targets, and strategic milestones.
Ecosystem Development: Proactively identify, prioritize, and engage net-new strategic Independent Software Vendor (ISV) partners and large platform providers (e.g., HR/Payroll) to fill product gaps and expand growth portfolios.
Partner Onboarding & Tech Implementation: Lead end-to-end onboarding journeys for OEM and technology partners. Create detailed implementation plans to ensure technical integration (such as API alignments, white-label readiness, and sandbox provisioning) and operational readiness are achieved on schedule.
Pipeline Generation & Co-Marketing: Collaborate closely with marketing and field teams to design and execute joint demand-generation campaigns, webinars, and regional ecosystem events aimed at building a robust sales pipeline with both OEM and technology partners.
Sales Enablement & GTM Support: Bridge the gap between partner organizations and internal sales teams. Design and deliver tailored enablement sessions that clearly articulate joint value propositions and integrated solution positioning to create new co-selling opportunities.
Ongoing Opportunity & Account Management: Provide continuous field and GTM support for OEM and technology partners. Cultivate deep field relationships with executives, alliance / partner leads and Go-to-Market (GTM) leadership to keep solutions top-of-mind and drive new awareness campaigns.
Cross-Functional Operational Integrity: Serve as the primary internal liaison to ensure seamless execution, lead hand-offs, and compliance across systems (such as Salesforce or NetSuite) between the supported alliance partners and JumpCloud's GTM teams - SMB, Commercial, Enterprise, VAR, as well as, Operations, ESE, Finance and Product.
Performance Tracking & Program Health: Monitor, audit, and report on the operational health of your supported alliance programs. Utilize data to identify processes or bottlenecks and implement programmatic improvements.
Experience: 5+ years of experience working specifically with ISV and cloud software partners.
Proven Track Record: Success in building revenue-generating alliances with technology partners while achieving growth targets. Demonstrated ability to execute and support an OEM motion within the Saas / ISV space.
Domain Expertise: Deep knowledge of identity, security, infrastructure, and SaaS products.
Market Knowledge: A seasoned understanding of partner ecosystems, including VARs, SIs, and MSPs.
Experience with Identity and Access Management (IAM) solutions.
Previous experience in a fast-paced, hyper-growth SaaS environment.
A self-starter who thrives in a remote-first environment and can work independently across multiple time zones.
Bachelor’s degree or equivalent.
In accordance with the Colorado Equal Pay for Equal Work Act, the approximate annual compensation range for this role, depending on individual candidate level and experience, is $150,000-$185,000 OTE, including base salary and any related bonuses or commissions.
In the US, JumpCloud® provides a comprehensive benefits package, with several medical plans to choose from including a high deductible HSA plan with employer contribution, two dental plans, vision insurance, flexible spending account (FSA), employee assistance program (EAP), short- and long-term disability, life insurance and a 401k savings plan with match. We have a flexible paid time off policy.