Senior Alliance Manager - Federal Systems Integrators(FSI)

Infoblox•Richmond, VA

5d•Hybrid

About The Position

Infoblox is seeking a Senior Alliance Manager, Federal Systems Integrators (FSI) to join its Partner Sales and U.S. Public Sector teams. This role is crucial for building and owning Infoblox's Federal Systems Integrator practice, focusing on a sell-with and sell-through motion with top federal primes. The goal is to establish Infoblox as a strategic partner within their network, Zero Trust, and cyber program architectures. While the primary focus is on the Top 5 federal primes (RTX, GDIT, Leidos, Lockheed Martin, and Accenture Federal Services), the role will also engage other integrators like SAIC, Booz Allen Hamilton, CACI, Peraton, and Northrop Grumman. The target customer base spans the U.S. Public Sector, with an emphasis on federal agencies in Defense, the Intelligence Community, and Federal Civilian. The role also involves pursuing opportunities in state, local, and education (SLED) sectors in coordination with SLED teams, though federal remains the priority. Success is measured by influenced bookings and programmatic wins, not transactional volume, with credit given for shaped pipeline and revenue. Infoblox has a long history of serving the federal government, delivering solutions across all classification levels since 2000. This role aims to elevate Infoblox from a commodity line item to a strategic teaming partner. The ideal candidate will possess an entrepreneurial spirit, act ethically and transparently, and be comfortable building a practice from the ground up.

Requirements

7+ years of successful technology sales, alliances, or capture experience in the U.S. Public Sector market with a predominantly federal focus, and a proven track record of attaining quota or influenced-bookings targets using solution selling / target account selling methodology.
3+ years working directly with Federal Systems Integrators or Global Systems Integrators (RTX, GDIT, Leidos, Lockheed Martin, Accenture Federal Services, or peers such as SAIC, Booz Allen Hamilton, CACI, Peraton, and Northrop Grumman) in a sell-with or sell-through capacity.
Demonstrated success getting a technology embedded into a prime's solution architecture pre-RFP, and existing relationships with prime capture managers, solution architects, and program leadership.
In-depth understanding of federal procurement processes, compliance standards, and funding cycles, including GWACs, IDIQs, BPAs, GSA Schedule, SEWP V, OASIS+, CIO-SP4, and NETCENTS-2.
Working knowledge of the federal program landscape and drivers — CDM, Zero Trust (OMB M-22-09), event logging (M-21-31), TIC 3.0, IPv6 transition, FedRAMP and OMB M-24-15, EO 14028, and NIST SP 800-81.
Experience with distributor and aggregator-led motions; familiarity with Carahsoft's capture and teaming model is a strong advantage.
Experience with long sales cycles, complex teaming and deal structures, and multi-stakeholder environments spanning prime business development, capture, engineering, and contracts organizations.
Ability to understand complex technical problems in the networking and security industry at a business level, and to present technical concepts and business solutions clearly through demonstrations, briefings, and proposal content.
Experience selling at the executive level; excellent written, presentation, negotiation, and interpersonal skills.
Self-motivated and able to problem solve with limited direction; comfortable building a practice from the ground up with a "roll up your sleeves" mindset.
Comfortable operating in a matrixed reporting structure across Partner Sales and Public Sector leadership.
Ability to obtain and maintain a U.S. security clearance; active TS/SCI a plus.
Bachelor's degree.
Located in the DC/MD/VA area with willingness to travel to prime facilities, agency sites, and industry events.

Nice To Haves

Awareness of how federal standards carry into SLED buying decisions is a plus.
Experience in DNS, DHCP, and IPAM (DDI) puts you at the front of the line.
Cloud and/or security knowledge is highly desirable.
Professionals with superior people skills and a can-do attitude highly desired.

Responsibilities

Own the end-to-end relationship with a named portfolio of Federal Systems Integrators, serving as the single accountable Infoblox point of contact.
Build and execute joint business plans and goal sheets per prime, aligned to agency footprint, active program mix, and procurement vehicle access.
Continuously assess the broader integrator landscape and recommend when to elevate an additional prime or mid-tier integrator into the named portfolio.
Drive pre-RFP capture and proposal shaping, ensuring Infoblox is included in prime bid architectures.
Maintain a pursuit calendar tied to recompetes and technology refresh cycles, aligning FSIs by agency and vehicle path.
Build a proposal module library of ready-to-paste Infoblox technical sections for major proposal themes.
Orchestrate the Carahsoft relationship for FSI capture, teaming, and co-marketing.
Own FSI enablement under the Skilled to Secure program, including certification tracks, NFR and demo allocations, deal registration, and SPIFF alignment.
Plan and deliver FSI Days and co-branded capture workshops, and represent Infoblox at prime and agency events.
Position Infoblox as the intelligence layer rather than a hardware line item, translating DDI telemetry and threat defense into prime-facing narratives.
Navigate public sector contract vehicles with fluency and drive Infoblox onto prime approved vendor lists.
Partner tightly with Federal and SLED Account Managers, Solution Architects, Channel, Marketing, Legal, and Product to align prime pursuits with direct agency account plans.
Maintain the FSI scoreboard and governance cadence, delivering monthly capture reviews and quarterly updates.
Prepare and present accurate forecasts and maintain current opportunity, deal-registration, and partner data in Salesforce.
Leverage AI-powered tools and insights to accelerate business planning and refine joint GTM plays.
Maintain accurate partner account plans and marketplace records.

Benefits

Comprehensive health coverage
Generous PTO
Flexible work options
Learning opportunities
Career-mobility programs
Leadership workshops
Sixteen paid volunteer hours each year
Global employee resource groups
A “No Jerks” policy that keeps collaboration healthy
Modern offices with EV charging, healthy snacks (and the occasional cupcake), plus hackathons, game nights, and culture celebrations, where available
Charitable Giving Program supported by Company Match
Pay transparency
Reward performance
Bonus or commissions