Partner Development Manager

You will:

• **Own a Strategic Partner Portfolio: **Serve as the named PDAM for a cohort of managed strategic partners. Carry each partner from readiness confirmation through active, pipeline-generating partnership; additionally you will prospect and mature cold-start relationships with organizations ranging in size from small business to large scale enterprises.
• **Drive Joint GTM Execution: **Build and run a joint GTM and account plan for each partner, and partner with sales, delivery, and marketing on co-selling motions and joint campaigns that generate high-quality, qualified pipeline.
• **Build Strategic Alliances: **Cultivate deep relationships with executive leadership across each partner and the wider ecosystem of partners and teammates
• **Generate and Own Pipeline: **Source and attach pipeline in our CRM, move opportunities from qualified to booked, and report the health of partnership and teaming health at monthly and quarterly reporting
• **Run Joint Pursuits: **Pull partners into capture early teaming, help co-author win themes and strategy
• **Operate the Channel with Rigor: **Use the program's infrastructure for deal registration, partner attribution, and performance tracking, and hold the compliance guardrails that govern federal partnering:
• **Represent Scale: **Act as the face of Scale Public Sector at major public sector events and executive briefings across the market

We're looking for:

• **8+ years of professional experience **in Public Sector partnerships, alliances, channel sales, business development, or capture, with a track record of partner-sourced and partner-attached pipeline.
• **Autonomy: **A proven ability to take a portfolio and a set of targets and own the outcome with minimal direction.
• **Public Sector Expertise: **Deep understanding of the government contracting landscape — FAR/DFARS, contract vehicles (GWAC/IDIQ/BPA/OTA), and the role of SIs and primes in the federal procurement process.
• **Direct Partner Experience: **A record of managing public sector and/or private sector businesses operating in the public sector market or commercial market.
• **Pipeline-Focused Hunter: **A hunter mentality toward pipeline generation, with a demonstrated ability to source and influence revenue through third-party ecosystems.
• **Strategic and Analytical: **The ability to move between partner strategy and the granular data needed to track partner health, pipeline, and ROI.
• **Technical Literacy: **Familiarity with the AI/ML landscape and the ability to articulate Scale's value proposition to both technical and mission buyers and partner and end-customer senior executives
• **Clearance: **Ability to hold or obtain a U.S. security clearance; U.S. citizenship as required for cleared federal work.