The opportunity
Scale is at the forefront of the AI revolution, and our Public Sector business is expanding rapidly. As that business scales, our partner ecosystem scales.
What you'll do
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:
What they're looking for
- Represent Scale: Act as the face of Scale Public Sector at major public sector events and executive briefings across the market
- + 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.
