Business Development Manager, Platform Growth (5748)

SMX•Hollywood, MD

14d•$172,900 - $272,400

About The Position

SMX is hiring a Business Development Manager to lead partner-driven growth across a portfolio of independent software vendor (ISV) partners. The role packages partner technology with SMX’s accreditation and authorization platform into mission-ready solutions for Department of War, Federal Civilian, and Intelligence Community customers. It focuses primarily on generating net-new business-to-government revenue through ISV partnerships, while also enabling SMX delivery and account teams to identify and convert growth within existing customer engagements. This is a quota-carrying, commercially focused role that builds repeatable partner motions rather than relying on one-off deals. The manager develops joint value propositions and account plans, builds and manages qualified pipelines, coordinates cross-functional pursuit teams, and drives partner co-selling. The role also enables customer-facing teams to turn growth signals into qualified opportunities and serves as the accountable executive for partner relationships, retention, and escalations. It is an enablement role, not a people-management role.

Requirements

Ability to obtain and hold a U.S. Government security clearance.
Bachelor’s degree in business or a technical discipline, or commensurate work experience.
At least eight years of experience in business development, capture, partner/channel sales, or technical sales in a federal solutions environment, including personally carrying and closing a quota.
Demonstrated success building sell-with or co-sell business with ISV or technology partners; experience running multiple partner motions concurrently is relevant.
A track record of land-and-expand growth and enabling customer-facing teams to surface and convert expansion within existing engagements.
Experience with federal distributor and cloud marketplace co-sell motions, partner-neutrality, and OCI dynamics.
Working familiarity with federal authorization pathways, including FedRAMP, IL4/IL5/IL6, and ATO, sufficient to sell the value proposition and coordinate subject-matter experts.
Proven ability to align capture, technical, delivery, and partner teams toward a joint pursuit without owning those functions.
Excellent verbal, written, and visual communication skills, including the ability to build business cases and present to executives, partners, and customers.
Ability to create structure and repeatable motions under ambiguity.

Nice To Haves

Active Secret clearance; Top Secret / SCI eligibility is a plus for Intelligence Community growth.
Experience selling or delivering within DoW / DoD; Federal Civilian and Intelligence Community relationships are also a plus.
Prior experience establishing a partner motion, channel program, or solution offering from an early stage.
Experience coaching or enabling sellers or delivery teams on consultative growth.
Familiarity with agentic AI, LLM tooling, and modern software delivery.
Familiarity with a formal sales methodology such as MEDDIC or MEDDPICC.
Experience with AWS GovCloud and marketplace transactions.

Responsibilities

Build sell-with business across the partner portfolio by packaging priority ISV partners with SMX into buyable government solutions and growing accounts beyond the first win.
Own a quota tied to net-new business-to-government partner business and build and manage the pipeline that supports it.
Develop joint business cases, value propositions, and account plans that support durable revenue.
Work cross-functionally to onboard partner technology and drive co-selling between SMX and its partners.
Align capture, technical, sales, and partner resources to shape and expand joint opportunities.
Drive responsible partner co-selling through cloud marketplaces, distributors, and technology partners while navigating partner-neutrality and organizational-conflict-of-interest considerations and confirming resource commitments.
Explain how partner technology combined with SMX’s authorization platform can reach ATO across FedRAMP High, IL5, and IL6, and involve technical subject-matter experts to validate details.
Advance a qualified, partner-sourced pipeline of Department of War opportunities, with Federal Civilian and Intelligence Community pursuits as growth vectors.
Coach delivery and account teams to identify and surface growth signals within existing engagements through consultative selling.
Work with customer-facing teams to convert growth signals into scoped, qualified opportunities.
Serve as the cross-functional partner executive accountable for trust, retention, and escalations across the partner relationship and SMX.
Represent SMX in partner briefings, customer meetings, and industry settings, and stay current on partner technology and modern software delivery.