Senior Consulting Alliances Manager

Find • Herndon, VA

13d • Hybrid

About The Position

Exostar is seeking a Senior Consulting Alliances Manager to build a focused portfolio of consulting, advisory and systems-integration alliances that drives measurable pipeline, wins strategic programs and expands adoption of Exostar’s source-to-pay network for aerospace and defense. This zero-to-one commercial role involves selecting partners, securing executive sponsorship, developing repeatable joint offerings and sales plays, and converting partner activity into qualified opportunities and recurring revenue. The initial partner landscape may include global consultancies, Federal integrators and A&D specialists; partner prioritization should be based on market access, solution fit, delivery capability and economic potential.

The role works across partner organizations and Exostar Product, Sales, Customer Success, Finance and Legal to develop joint business plans, package consulting-led offerings, execute co-selling, enable partner teams, establish commercial and operating models, measure performance and translate market intelligence into strategic recommendations.

During the first 12 months, the manager will tier target partners and establish executive-backed account plans; launch partner-specific value propositions and sales plays; generate qualified, attributable partner-sourced and partner-influenced pipeline; establish repeatable governance and enablement practices; and ensure priority partners can position, scope and support Exostar-enabled transformation.

The position is listed for Herndon, Virginia or Cincinnati, Ohio (hybrid), with remote locations also listed in North Carolina, Georgia, Texas, New Jersey, Pennsylvania, Illinois, Washington, D.C., Maryland, Ohio, Florida, South Carolina, Colorado, Indiana, Washington, Nevada, California and Massachusetts. The annual base salary range is $150,000–$170,000, with eligibility for variable commission compensation. Exostar offers health insurance, 401(k) matching, flexible time off and sick leave, employee development, training and educational assistance, and social and community-building events.

Requirements

• Eight or more years of experience in strategic alliances, partner business development, enterprise software sales or consulting, including direct responsibility for consulting/SI relationships.
• Demonstrated record of creating partner-sourced or partner-influenced enterprise pipeline and revenue, with ability to distinguish commercial outcomes from relationship activity.
• Experience building joint offerings and mobilizing partner industry, sales, solution and delivery teams.
• Working knowledge of aerospace and defense, Federal, manufacturing, supply chain, procurement, cybersecurity or another highly regulated industry.
• Executive presence and credibility with senior partner leaders and customer executives.
• Strong written, presentation and negotiation skills.
• Ability to lead cross-functional work without direct authority and operate in an evolving, high-accountability environment.
• Bachelor’s degree or equivalent relevant experience.
• Ability to travel and meet applicable customer and partner access requirements.

Nice To Haves

• Existing relationships with A&D, Federal or manufacturing leaders at one or more priority partners.
• Experience with source-to-pay, ERP, PLM, MES, supplier collaboration, identity, CMMC/NIST 800-171, CUI or secure-cloud programs.
• Prior experience inside a GSI, Federal integrator or enterprise SaaS alliance organization.
• Experience defining partner economics, services attach, co-sell attribution and account-conflict rules.

Responsibilities

• Assess market whitespace and prioritize consulting partners based on customer access, sector credibility, solution adjacency, delivery capacity and revenue potential.
• Build executive-level partner recruitment cases and negotiate mutual commitments.
• Create annual partner plans covering target accounts, use cases, offerings, pipeline goals, enablement, marketing, governance and mutual economics.
• Work with partners and Exostar Product, Sales and Customer Success to package Exostar into consulting-led offerings for supply-chain transformation, supplier qualification, cybersecurity, compliance, cloud modernization and operational resilience.
• Lead account mapping and whitespace reviews; originate opportunities; engage partner account teams; develop shared pursuit strategies; and support opportunities through qualification, solutioning, commercial alignment and close.
• Enable partner sellers, industry leaders, architects and delivery teams with messaging, discovery guides, solution positioning, reference architectures, demonstrations and customer evidence.
• Develop executive sponsorship across partner A&D, manufacturing, Federal, cyber and supply-chain practices, connecting partner executives with Exostar leaders and strategic customers where appropriate.
• Define referral, co-sell, resale, services and subcontracting models with Finance and Legal, including opportunity rules, attribution, data handling, escalation and conflict management.
• Maintain partner scorecards covering activation, trained practitioners, sourced and influenced pipeline, bookings/ARR, delivery quality, customer outcomes and return on Exostar investment.
• Translate partner and customer insight into recommendations for product priorities, packaging, pricing, M&A and go-to-market strategy.
• Tier target partners, define investment theses and establish executive-backed account plans for high-potential relationships during the first 12 months.
• Launch partner-specific value propositions and sales plays around DIB capacity, A&D source-to-pay, supplier onboarding, CUI protection and secure collaboration.
• Build qualified pipeline with named customers, identified buying problems, next steps and shared pursuit plans.
• Establish governance, enablement, account mapping, opportunity registration, field engagement and quarterly business reviews.
• Ensure priority partners can position, scope and support Exostar-enabled transformation without creating customer or delivery risk.

Benefits

• Health insurance, including medical, dental, vision, prescription, Basic Life and AD&D insurance, EAP and Flexible Spending Accounts.
• 401(k) matching.
• Flexible time off and sick leave.
• Training and educational assistance.
• Employee development and opportunities for internal promotion.
• Social and community-building events.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior