Federal Strategic Alliance Manager

Federal Strategic Alliance Manager

Remote, US

PVM, Inc. is actively seeking an experienced Federal Strategic Alliance Manager to drive growth through strategic partnerships. In this role, you will be responsible driving the success of service delivery initiatives by partnering with the sales, marketing, and engineering capabilities of key federal value-added reseller (VAR) partners. You will work closely with VARs to ensure seamless coordination, from sales enablement to post-delivery, ensuring that we maximize both partner relationships and service delivery outcomes. This dynamic role requires strong leadership, a collaborative mindset, and the ability to align multiple teams to meet federal client needs.

Responsibilities:

• Build Strategic Partnerships:
  Identify, engage, and onboard federal reseller partners, leveraging market analysis and key partner ecosystems to expand the pipeline for service delivery opportunities in key government sectors.
• Coordinate Cross-Functional Teams:
  Collaborate with VAR partners' sales, marketing, and engineering teams to align on strategies for market expansion, technical expertise, and service offerings. Ensure that all partner resources are being effectively leveraged to meet delivery goals and client needs.
• Coordinate Service Delivery Excellence:
  Serve as the central coordinator for service delivery efforts, working closely with internal teams and VAR partners to ensure that all service delivery components align with client requirements. Collaborate with VAR engineering teams to integrate technical solutions, ensuring seamless handoffs between sales, implementation, and post-delivery support. Monitor progress to ensure timely execution, escalating any issues or roadblocks to appropriate stakeholders for resolution. Your role is to ensure all teams are aligned and working together efficiently to meet the client's needs while maintaining high standards of service quality.
• Create and Maintain Partner Business Plans:
  Develop and execute comprehensive quarterly business plans with top partner accounts, ensuring alignment on revenue targets, resource allocation, and service delivery milestones. Identify new opportunities for service expansion within existing accounts.
• Leverage Marketing & Sales Enablement:
  Drive marketing initiatives and demand generation programs in collaboration with VAR partners to generate leads and ensure consistent growth. Work with partner marketing teams to create tailored content, campaigns, and co-branded resources that drive federal customer engagement.
• Collaborate on Deal Support & Close Opportunities:
  Partner with VARs to provide timely and effective support for closing new opportunities, including resource coordination, pricing support, and technical solutions. Ensure all partners are equipped to address customer needs effectively through comprehensive sales enablement.
• Incentivize Partner Growth:
  Develop and implement incentive programs or contests that drive growth within VARs' sales teams, increasing visibility and consideration for your company's service offerings within their federal client base.
• Manage Relationships Across the Ecosystem:
  Act as the central point of contact for all service delivery activities with VAR partners, ensuring seamless communication and collaboration between sales, engineering, and operational teams.
• Feedback & Continuous Improvement:
  Work closely with sales management and product teams to relay customer feedback and industry trends, helping to refine offerings and ensure that service delivery is always aligned with market demands and evolving federal requirements.
• Define and Optimize Channel Programs:
  Contribute to the development and scaling of a partner program that is designed to optimize both service delivery and sales performance, ensuring that VAR partners are fully equipped to sell, deliver, and support services effectively.

Requirements:

• 3+ years of relevant experience
• Federal Channel Sales & Service Delivery Experience:
  Proven experience in federal channel sales, including familiarity with the 2-tier (distribution) reseller model. Demonstrated ability to manage and scale service delivery initiatives through VAR partnerships.
• This position may potentially require a government clearance up to TS/SCI for future efforts.

Education:

• BS/BA or equivalent experience
• MBA is a plus

Tools:

• Working experience with a CRM (preferably Hubspot)
• Familiarity with government forecasting and opportunity search websites and tools.
• Proficiency using Microsoft Office Suite (Teams, Office, SharePoint), BambooHR, Harvest
• Familiarity with data structures, storage systems, cloud infrastructure, front-end frameworks, and other technical tools is a plus
• Palantir Technologies (Foundry) experience a plus

Skills:

• Cross-Functional Leadership:
  Strong ability to coordinate across sales, engineering, and marketing teams, leveraging their expertise to meet service delivery and sales goals.
• Excellent Interpersonal & Communication Skills:
  Strong verbal and written communication abilities, with the capacity to work effectively with internal teams, partner organizations, and government clients.
• Goal-Oriented with Strong Motivation:
  Self-motivated, results-driven, and capable of managing complex, multi-stakeholder projects with minimal supervision.
• Customer-Focused & Service-Oriented:
  A keen focus on customer service and relationship building, with a proven track record of fostering long-term partnerships in the federal sector.
• Technical Savvy & Ability to Leverage Partner Resources:
  Familiarity with leveraging VAR partners' engineering and technical capabilities to deliver complex federal service solutions. Ability to understand and communicate technical requirements clearly.
• Ability to Travel:
  Willingness to travel as needed to engage with federal clients and VAR partners, in compliance with company and federal travel policies.

Why You'll Love This Role:

• You'll play a pivotal role in managing and optimizing relationships with federal VAR partners.
• You'll work closely with dynamic teams across sales, marketing, and engineering to drive meaningful results for both your organization and partners.
• You'll have the opportunity to make an impact on federal service delivery programs and be part of a growing, professional environment.

Salary: $110,000- $155,000

Why PVM?

At PVM, we mean it when we say we value diversity. As a PVM team member, you will work with people from all different backgrounds that are passionate about the problems we solve for our customers and are focused on delivering value for our clients. Our culture encourages problem solving, leadership, and innovation, and creates an environment that will support your professional and personal growth. Here are a few highlights of the advantages of being a part of the PVM community:

• Opportunities for growth and advancement
• Tuition/Training reimbursement
• Peer bonus program
• Remote and on-site positions available
• Unlimited PTO
• Flexible work schedule

PVM delivers digital services that help government agencies unlock the power of their data for good and maximize the value of their technology investments. We design, develop, and deploy solutions to solve mission-critical problems. PVM is a black- and service-disabled veteran-owned small business and was founded by a retired Naval officer out of frustration with the status quo with one goal in mind: to help his fellow Shipmates solve the problems they were facing every day. Today, we continue to be driven by that same goal and are focused on taking on our clients' missions as our own to make a difference in the communities we serve.

PVM believes in equal opportunity employment. We won't discriminate against any employee or applicant based on race, gender, nationality, age, religion, disability, military status, or sexual orientation. As a company and as individuals, we're committed to providing an inclusive and welcoming environment for our team, our family members, and our clients.