Senior Technology Alliances Manager

Find•Herndon, VA

13d•Hybrid

About The Position

Exostar is building a trusted source-to-pay network for aerospace and defense, connecting manufacturers’ planning, sourcing, qualification, collaboration and execution systems. The Senior Technology Alliances Manager will build and scale a focused portfolio of software, cloud and technology partnerships that delivers differentiated joint solutions, strategic integrations, marketplace and co-sell opportunities, qualified pipeline and recurring revenue. The role combines commercial and technical leadership: identifying mutual value, developing business cases, aligning product roadmaps, negotiating operating models, launching partnerships and scaling field execution. The initial partner landscape may include Microsoft, SAP, Oracle, Infor, Dassault Systèmes, Siemens, ServiceNow, IBM, PTC, Deltek, and selected cloud, data, cybersecurity and integration providers. The manager will prioritize partners based on customer overlap, product complementarity, Federal and aerospace-and-defense readiness, integration feasibility, go-to-market commitment and revenue potential. During the first 12 months, the role will develop an evidence-based partner thesis and executive-backed plans, define joint solutions and commercial models, activate appropriate routes to market, generate qualified pipeline, and establish repeatable governance, enablement, certification, account mapping, opportunity management and quarterly business reviews. The position is hybrid in Herndon, Virginia or Cincinnati, Ohio, with remote locations 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. Final compensation depends on experience, skills, qualifications and location.

Requirements

Eight or more years in technology alliances, strategic partnerships, enterprise software business development, product partnerships or related roles.
Demonstrated success taking partnerships from thesis and business case through agreement, technical delivery, launch, co-sell and measurable revenue or adoption.
Technical fluency to discuss APIs, SaaS architecture, identity, data exchange, cloud marketplaces and enterprise integration with product and engineering leaders.
Experience with at least two relevant ecosystems: ERP, PLM, MES/MOM, source-to-pay, supplier networks, cloud platforms, cybersecurity, identity or enterprise collaboration.
Working knowledge of aerospace and defense, Federal, manufacturing, supply chain or another highly regulated industry.
Strong commercial judgment, executive communication, negotiation and cross-functional program leadership.
Bachelor’s degree or equivalent relevant experience.
Ability to travel and meet applicable customer and partner access requirements.

Nice To Haves

Existing relationships at one or more priority technology partners and experience navigating their partner programs and field organizations.
Experience with Azure, AWS or other cloud marketplaces, partner co-sell systems, marketplace private offers or Federal cloud programs.
Experience with A&D data protection, CUI, CMMC/NIST 800-171, FedRAMP, ITAR/EAR, or identity and access requirements.
Experience defining joint product ownership, intellectual property, support, service-level, data-rights and monetization models.

Responsibilities

Map Exostar’s portfolio against ERP, PLM, MES, procurement, cloud, identity, security, data and collaboration ecosystems; prioritize partnerships based on strategic fit, customer value, technical feasibility and economic return.
Work with Product and Engineering to define interoperability, APIs, connectors, data models, reference architectures, certification requirements and differentiated use cases, with business outcomes as the focus.
Build business cases by quantifying addressable customers, expected pipeline, implementation effort, ongoing support, cloud consumption, marketplace economics and partner investment.
Establish mutual roadmap priorities, dependencies, decision rights and release milestones; translate field demand into product input while protecting Exostar’s overall strategy.
Develop and negotiate co-sell, referral, resale, OEM, embedded, marketplace and consumption models with Legal, Finance, Product and Sales; define customer, data, support, implementation and renewal ownership.
Create partner-specific value propositions, account maps, sales plays, launch plans, campaigns and pursuit motions; equip both field organizations to identify, qualify and advance joint opportunities.
Coordinate marketplace listings, partner program requirements, security reviews and relevant FedRAMP, DoD, CUI, export-control and regulated-workload considerations.
Lead partners through identification, business-case approval, contracting, integration, launch, enablement, growth and performance reviews; escalate delivery, support, security and roadmap risks early.
Maintain scorecards covering integration milestones, solution adoption, enabled sellers, marketplace activity, sourced and influenced pipeline, bookings/ARR, customer outcomes, and return on engineering and go-to-market investment.
Develop a fact-based partner thesis and executive-backed plans for the highest-value technology relationships during the first 12 months.
Define customer problems, reference workflows, integration patterns, product ownership, data boundaries and commercial models for priority partnerships.
Activate appropriate co-sell, marketplace, referral, OEM, embedded or resale routes to market and generate attributable opportunities.
Establish repeatable governance, product and field enablement, solution certification, account mapping, opportunity management and quarterly business reviews.