Alliance Director, Public Sector & Federal

About the Role

As Alliance Director, Public Sector & Federal at Armada, you will develop and execute strategic business plans across Armada's public sector partner ecosystem, spanning federal, defense, state, local, and education (SLED) markets. You will own end-to-end partner strategy across co-sell, resale, demand generation, marketing, enablement, and delivery motions for Armada's edge AI and AI infrastructure platform, building executive alignment between Armada and strategic partners, including key channel partners like Carahsoft— to establish shared priorities, investment plans, and growth objectives.

This is a senior, high-visibility role critical to Armada's public sector GTM strategy, requiring the ability to generate consistent incremental partner-sourced pipeline and revenue through joint go-to-market initiatives around Armada's edge computing, AI infrastructure, and connectivity solutions, while operating with significant autonomy and accountability across a complex, multi-stakeholder ecosystem.

Location
United States (Remote)

What You'll Do (Key Responsibilities)

Partner Strategy & Executive Alignment

• Develop and execute strategic business plans across Armada's public sector and federal partner ecosystem for Armada's edge AI and infrastructure platform.
• Build executive alignment between Armada and strategic partners to establish shared priorities, investment plans, and growth objectives.

Co-Sell, Resale & Demand Generation

• Drive end-to-end partner strategy across co-sell, resale, demand generation, marketing, enablement, and delivery motions.
• Generate consistent incremental partner-sourced pipeline and revenue through joint go-to-market initiatives centered on edge AI, GPU capacity, and industrial/defense-grade infrastructure use cases.

Partner Operating Rhythm

• Establish a strong operating rhythm with partners, including business reviews, pipeline inspection, action tracking, and executive engagement.
• Create scalable partner management processes and workflows that improve consistency, accountability, and execution.

Relationship Management

• Build relationships across partner executive, sales, technical, marketing, and delivery organizations, including government-focused channel and distribution partners such as Carahsoft.
• Identify customer, partner, and marketplace trends that create opportunities for joint AI infrastructure and edge computing solutions, and new routes to market within federal and SLED accounts.

Systems Integrator & Service Provider Enablement

• Partner with systems integrators and service providers to develop compelling consulting and implementation practices around Armada's AI infrastructure and edge computing platform.
• Support the development of joint offerings, campaigns, enablement programs, and account strategies aligned to public sector priorities, including sovereign AI, disconnected/contested environments, and mission-critical edge deployments.

Cross-Functional Collaboration

• Collaborate with Armada's Sales, Marketing, Customer Success, Product, and Services teams to ensure coordinated execution across partner initiatives.
• Navigate competing internal and external priorities while maintaining accountability for partner outcomes.

Performance Reporting & Executive Communication

• Use data, market insights, and performance metrics to evaluate partner health, identify execution gaps, and recommend corrective actions.
• Present partnership strategy, business impact, pipeline performance, and growth recommendations to senior internal and external stakeholders.
  

Success in this role will be measured by:

• Incremental partner-sourced and partner-influenced pipeline and revenue.
• Effectiveness of joint co-sell, resale, marketing, and demand-generation motions around Armada's AI and edge infrastructure platform.
• Executive alignment and engagement across Armada and strategic public sector partners.
• Development and execution of joint business plans.
• Growth of partner-led service practices and solution offerings around Armada's technology.
• Strength and consistency of the partner operating rhythm, including business reviews and action follow-through.
• Cross-functional alignment across Sales, Marketing, Services, Customer Success, and partner teams.
• Overall health, productivity, and strategic value of Armada's public sector and federal partner ecosystem.

Required Qualifications

• 10+ years of enterprise technology sales, partnerships, alliances, business development, channel, or related go-to-market experience.
• 7+ years of experience in partnerships, business development, channel management, or strategic alliance roles strongly preferred.
• Demonstrated experience in the government, federal, defense, or SLED market within a technology company, systems integrator, or consulting organization.
• Proven success building and executing partner ecosystem go-to-market strategies.
• Experience leading strategic alliance relationships and identifying mutual business interests that create measurable growth.
• Deep understanding of federal and SLED contracting, procurement, sales processes, and industry trends.
• Strong understanding of how government integrators, distributors (such as Carahsoft), and consulting firms operate, and how AI/edge infrastructure companies can help accelerate their growth.
• Technical fluency in AI infrastructure, edge computing, GPU/compute capacity, and connectivity, enough to engage credibly with technical partner stakeholders and translate value to both technical and non-technical audiences.
• Experience selling or partnering with C-level executives and senior decision-makers.
• Demonstrated ability to operate across co-sell, resale, demand generation, marketing, and service-delivery motions.
• Highly analytical and data-driven, with a strategic mindset and a pragmatic approach to execution.
• Strong program management skills with the ability to establish accountability and scalable partner management processes.
• Executive presence and strong written, verbal, and presentation skills.
• Proven ability to influence without direct authority and navigate competing priorities across diverse stakeholders.
• Ability to thrive in a fast-changing, high-growth environment while operating with autonomy and clear accountability for results.
• Bachelor's degree, preferably in Business, Computer Science, or a related field.

Preferred Qualifications

• Direct experience working with or through Carahsoftor similar government-focused technology distributors/resellers.
• Experience working at a Global Systems Integrator, Federal Systems Integrator, regional systems integrator, or consulting organization delivering AI, cloud, or edge computing solutions to the public sector.
• Experience transitioning from a systems integrator or consulting organization into an AI, infrastructure, or SaaS company.
• Familiarity with sovereign AI, disconnected/contested-environment deployments, and mission-critical edge use cases relevant to defense and federal customers.
• Experience orchestrating complex, multi-departmental solution sales.
• Experience helping service providers construct consulting and implementation practices around AI infrastructure or enterprise technology products.
• Background in AI infrastructure, edge computing, GPU/compute capacity, cloud, or industrial technology.
• Demonstrated success building new partner programs, routes to market, or joint solution offerings.
• Tenacious, competitive, thorough, and motivated by achieving superior results.

Compensation & Benefits

For U.S. Based candidates:To ensure fairness and transparency, theOn-Target Earnings (OTE)for this role for candidates in the U.S. are listed below, varying based on location experience, skills, and qualifications. In addition to base salary, this role will also be offered equity and subsidized benefits(details available upon request).

Benefits

• Competitive base salary and equity
• Medical, dental, and vision (subsidized cost)
• Health savings accounts (HSA), flexible spending accounts (FSA), and dependent care FSAs (DCFSA)
• Retirement plan options, including 401(k) and Roth 401(k)
• Unlimited paid time off (PTO)
• 14 paid company holidays per year