Public Sector Partner Manager

Job Description

Job Description:\n\nCompany Description\n\nStrategy (Nasdaq: MSTR) is at the forefront of transforming organizations into intelligent enterprises through data-driven innovation. We don't just follow trends—we set them and drive change. As a market leader in enterprise analytics and AI software, we've pioneered the BI and analytics space, empowering people to make better decisions and revolutionizing how businesses operate. We are now also at the forefront of AI disruption, providing data via our enterprise semantic layer to AI agents, tools, and platforms.\nBut that's not all. Strategy is also leading a groundbreaking shift in digital assets, adopting bitcoin as our primary treasury reserve asset in 2020. Since then, we have issued innovative bitcoin-backed securities and have been the leader in bitcoin treasury companies. This visionary move has helped us build a fortress balance sheet, and is solidifying our position as a forward-thinking, innovative force in the market.\nOur people are the core of our success. At Strategy, you'll join a team of smart, creative minds working on dynamic projects with cutting-edge technologies. We thrive on curiosity, innovation, and a relentless pursuit of excellence.\nOur corporate values—bold, agile, engaged, impactful, and united—are the foundation of our culture. As we lead the charge into the new era of AI and financial innovation, we foster an environment where every employee's contributions are recognized and valued.\nJoin us and be part of an organization that lives and breathes innovation every day. At Strategy, you're not just another employee, you're a crucial part of a mission to push the boundaries of analytics and redefine financial investment.Job Description\n\nThe Role: Strategy is seeking an experienced, execution-focused Public Sector Partner Manager to help build a high-performing partner ecosystem across the public sector, with a primary emphasis on the U.S. Federal Government. \nThis is not an administrative alliance-management role. It is a field-facing, revenue-producing position responsible for identifying the partners that matter, building joint business plans, aligning partner and Strategy sales teams, and creating measurable pipeline. \nThe successful candidate will understand the complexities of the federal technology market, including agency buying processes, procurement pathways, contract vehicles, cloud marketplaces, and the role that systems integrators and resellers play in shaping agency modernization programs. \nWorking closely with Strategy’s Public Sector sales organization, partner leadership, marketing, solution engineering, and customer success teams, this individual will help insert Strategy Mosaic and Mosaic AI into active agency programs, modernization initiatives, cloud migrations, and enterprise AI opportunities. \nThe role's mandate will be to build and execute a high-impact public sector partner strategy that generates net-new pipeline, accelerates strategic opportunities, and expands Strategy’s reach across the U.S. Federal Government. \nThe Public Sector Partner Manager will develop productive relationships with cloud providers, systems integrators, resellers, advisory firms, and technology partners that influence how federal agencies evaluate, procure, implement, and expand enterprise analytics and AI platforms. \nSuccess will be measured by partner-sourced and partner-influenced pipeline, revenue, executive relationships, joint account activity, and the ability to turn strategic partnerships into repeatable field execution. \nStrategy headquarters in Tysons Corner, Virginia, at least four days per week (Mon-Thurs).\nTravel of approximately 25% within North America, with an emphasis on Washington, D.C., and other key public sector markets. \nCore Responsibilities \n1. Federal Partner Strategy and Business Development — 35% \n\n Develop the Partner Ecosystem: Identify, recruit, and develop strategic systems integrators, resellers, cloud partners, advisory firms, and technology partners capable of expanding Strategy’s federal market presence. \n Joint Business Planning: Create actionable business plans with assigned partners, including target agencies, priority accounts, executive relationships, joint solutions, pipeline objectives, enablement requirements, and revenue commitments. \n Federal Market Alignment: Align partner strategies to the priorities of federal civilian, Department of Defense, intelligence community, and other public sector organizations. \n Partner Prioritization: Focus resources on partners with the relationships, contract access, technical capabilities, and delivery capacity required to generate measurable revenue. \n Executive Engagement: Build strong relationships with senior partner executives, public sector practice leaders, account leaders, solution leaders, and government affairs or procurement specialists. \n\n2. Partner-Sourced Pipeline and Co-Selling Execution — 35% \n\n Generate Pipeline: Develop net-new partner-sourced and partner-influenced opportunities through account mapping, executive introductions, joint workshops, field events, agency-specific campaigns, and coordinated business development. \n Account-Level Co-Selling: Map Strategy’s priority federal accounts against partner relationships, existing programs, contract vehicles, and agency modernization initiatives. \n Opportunity Execution: Work alongside Strategy account executives to develop partner strategies for major opportunities, establish clear roles, and use partner influence to improve access, competitive positioning, procurement strategy, and close probability. \n Pipeline Governance: Maintain accurate partner opportunity information, sourcing attribution, next steps, forecasts, and partner activity within Strategy’s CRM and partner-management systems. \n Forecasting: Provide accurate weekly, quarterly, and annual forecasts for partner-sourced and partner-influenced pipeline and revenue. \n Quota Achievement: Achieve or exceed assigned pipeline, revenue, and partner-development objectives. \n\n3. Partner Enablement and Solution Development — 15% \n\n Enable Partner Teams: Coordinate with Strategy’s sales, presales, product, enablement, and technical teams to prepare partners to position, demonstrate, sell, and implement Strategy Mosaic and Mosaic AI. \n Develop Joint Solutions: Create repeatable public sector solutions and use cases that combine Strategy’s capabilities with partner services, cloud platforms, data technologies, and agency-specific expertise. \n Federal Positioning: Help partners communicate Strategy’s value in language that resonates with government stakeholders, including mission outcomes, modernization, cloud adoption, data interoperability, AI governance, security, cost reduction, and operational efficiency. \n Sales Support: Assist partners throughout the sales cycle by connecting them with the appropriate Strategy field, presales, product, and leadership resources. \n\n4. Partner Marketing and Field Engagement — 10% \n\n Joint Demand Generation: Develop targeted campaigns, executive briefings, webinars, workshops, industry events, and agency-specific programs with assigned partners. \n Field Evangelism: Promote the joint value proposition internally and across partner field organizations to increase awareness, collaboration, and opportunity identification. \n Partner Communications: Establish a consistent cadence of partner updates, pipeline reviews, account-planning sessions, and field enablement activities. \n Market Development Funds: Where applicable, develop and execute programs that make effective use of partner marketing funds and measure results against pipeline and revenue outcomes. \n\n5. Operational Governance and Performance Management — 5% \n\n Quarterly Business Reviews: Conduct structured partner business reviews that measure performance against agreed-upon revenue, pipeline, enablement, marketing, and account-development objectives. \n Partner Accountability: Establish clear expectations and address underperformance when partners are not producing the agreed-upon level of engagement or results. \n Cross-Functional Coordination: Work effectively within a matrix organization across Public Sector sales, partner leadership, marketing, solution engineering, customer success, legal, finance, operations, and product teams. \n Market Intelligence: Monitor changes in federal budgets, technology priorities, procurement trends, contract vehicles, agency programs, and competitive activity, and advise Strategy leadership accordingly. \nQualifications\n\n Bachelor’s degree or equivalent professional experience required; MBA or other advanced degree preferred. \n 7+ years of experience in enterprise software, cloud technology, consulting, systems integration, channel sales, alliances, or partner management. \n 5+ years of experience working in or supporting the U.S. Federal Government technology market. \n Demonstrated success building relationships with federal systems integrators, value-added resellers, cloud providers, technology partners, and public sector consulting organizations. \n Proven record of achieving or exceeding partner-sourced pipeline, revenue, or sales quotas. \n Strong understanding of federal procurement processes, contract vehicles, reseller models, cloud marketplaces, and the role of prime and subcontractor relationships. \n Experience supporting federal civilian, Department of Defense, intelligence community, or other public sector customers. \n Ability to develop joint account plans and convert partner relationships into qualified opportunities and closed business. \n Strong executive presence and the ability to engage partner executives, government leaders, sales teams, technical stakeholders, and procurement professionals. \n Excellent communication, presentation, negotiation, and relationship-building skills. \n Strong business acumen and the ability to develop and manage strategic business plans with partner and company executives. \n Highly organized, proactive, and capable of managing multiple partners, accounts, opportunities, and internal stakeholders simultaneously. \n Proven ability to work independently while succeeding within a virtual and matrixed organization. \n Strong attention to detail, forecasting discipline, and operational follow-through. \n Ability to anticipate and interpret public sector market trends and translate them into actionable partner strategies. \n Willingness to travel approximately 25% or more based on business requirements. \n\nPreferred Experience \n\n Existing relationships with leading federal systems integrators, cloud providers, resellers, and technology partners. \n Experience working with organizations such as AWS, Microsoft, Google Cloud, Snowflake, Databricks, Carahsoft, Vertosoft, or major federal systems integrators. \n Experience with enterprise analytics, business intelligence, data platforms, cloud modernization, artificial intelligence, semantic layers, or generative AI. \n Familiarity with public sector security, compliance, and deployment requirements, including FedRAMP, Department of Defense impact levels, and secure or disconnected environments. \n Experience developing partner-led solutions, federal go-to-market programs, or agency-specific marketing campaigns. \n Direct sales experience within the federal technology market. \n Understanding of federal budgeting cycles, appropriations, procurement timelines, and acquisition strategies. \n\nLeadership Attributes \nThe successful candidate will demonstrate: \n\n A revenue-first mindset and a strong sense of ownership. \n High energy, persistence, and personal accountability. \n The ability to create structure and momentum in an evolving environment. \n A collaborative approach grounded in mutual respect. \n Strong judgment regarding where to invest time and resources. \n The confidence to engage senior executives and challenge partners constructively. \n A willingness to work directly in the details while maintaining a strategic perspective. \n A commitment to integrity, teamwork, customer outcomes, and measurable results. \n\nPerformance Measures \nSuccess in this role will be evaluated based on: \n\n Partner-sourced pipeline and revenue. \n Partner-influenced pipeline and revenue. \n Number and quality of joint account plans. \n Executive-level partner and agency relationships. \n New opportunities generated through partners. \n Progression and conversion of partner-supported opportunities. \n Partner enablement and field engagement. \n Forecast accuracy and CRM discipline. \n Effectiveness of joint marketing and demand-generation programs. \n Partner performance against agreed-upon business plans. \n\nCompensation \nThe base salary range for this role is $103,900-$186,900 and represents a good-faith estimate of the range at the time of posting. \nStrategy maintains broad salary ranges to account for differences in skills, experience, qualifications, internal peer equity, market conditions, and business needs. Candidates are typically placed within the range based on these factors, and it is not common for individuals to be hired at or near the top of the range. \nThe posted range reflects base salary only. Eligible employees may also participate in bonus programs, sales incentives, equity awards, and comprehensive benefits, as applicable.\n\nAdditional Information\n\nStrategy is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, creed, color, religion, national origin, gender, sex, sexual orientation, gender identity, disability, veteran status, age, genetic information, or any other legally-protected basis.\n\n Strategy provides reasonable accommodation for qualified individuals with disabilities in the hiring process. If you have any difficulty using our online system and you need an accommodation due to a disability, you may contact us about your interest in employment at View email address on us.fitly.work.\nVisit Strategy’s Careers page for additional information.