Senior Consulting Alliances Manager
exostarWest Mclean (VA)
Senior Consulting Alliances Manager
Posted yesterday
exostarWest Mclean (VA)
SENIORITY
Manager
About the role
Overview Are you the right applicant for this opportunity Find out by reading through the role overview below. As Senior Consulting Alliances Manager, you build and lead a focused portfolio of consulting and SI alliances to generate pipeline, win strategic programs and expand Exostar adoption. You will select partners, secure executive sponsorship, and create repeatable joint offerings and sales plays that convert into opportunities and recurring revenue. You’ll shape the alliance strategy across defense, aerospace, and regulated industries, coordinating with product, sales and customer success to deliver consulting-led solutions. Compensation / Benefitshealth insurance (medical, dental, vision)401(k) matchingflexible time off and sick leaveEAPBasic Life & AD&D insuranceb:enefits package with HSA/FSA option
Responsibilities:
- Define and prioritize partner strategy based on market access, credibility and revenue potential
- Develop executive recruitment cases and negotiate mutual commitments with partners
- Create annual partner plans with target accounts, use cases and governance
- Package Exostar into consulting-led offerings for supply-chain transformation, cybersecurity and compliance
- Execute co-sell motions and build shared pursuit strategies with partner teams
- Enable partner sellers and delivery teams with messaging, reference architectures and customer evidence
- Build durable executive sponsorship across partners’ practice areas and connect with Exostar leadership
- Define partner economics, referral and co-sell models with Finance and Legal
- Maintain a partner scorecard tracking activation, pipeline and outcomes
- Translate partner/customer insight into product and GTM strategy
- Focus portfolio and establish executive-backed account plans for high-potential relationships
- Launch joint value propositions and sales plays around DIB capacity and secure collaboration
- Produce attributable partner-sourced opportunities and shared pursuit plans
- Establish governance, enablement and quarterly business reviews
- Ensure partner delivery readiness and low customer risk
Key requirements:
- Eight or more years in strategic alliances, partner business development, enterprise xhqgsiq software sales or consulting with direct consulting/SI relationships
- Proven record of partner-sourced or partner-influenced enterprise pipeline and revenue
- Experience building joint offerings and mobilizing cross-functional teams
- Working knowledge of aerospace and defense, Federal, manufacturing or regulated industries
- Executive presence with senior partner leaders and customer executives; strong written and negotiating skills
- Ability to lead cross-functional work in a high-accountability environment
- Bachelor’s degree or equivalent; ability to travel
- Executive presence
- Strong written and verbal communication
- Negotiation and influencing
Source-to-payERPPLM
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