Senior Alliance Manager - Federal Systems Integrators(FSI)

Senior Alliance Manager, Federal Systems Integrators (FSI)We have an opportunity for a Sr. Alliance Manager, Federal Systems Integrators (FSI) to join our Partner Sales and U.S. Public Sector teams, reporting to the Vice President, Partner Sales – Americas with a dotted-line reporting relationship to the Vice President, U.S. Public Sector.This is a foundational role. Infoblox has delivered solutions to the federal government since 2000 and operates at every classification level, yet we are too often treated as a commodity line item on a prime's bill of materials rather than as a strategic teaming partner. You will change that. You will build and own Infoblox's Federal Systems Integrator practice — a sell-with and sell-through motion focused on our Top 5 federal primes (RTX, GDIT, Leidos, Lockheed Martin, and Accenture Federal Services) — and make Infoblox the pre-wired assumption inside their network, Zero Trust, and cyber program architectures. While the Top 5 anchor the practice, you will opportunistically engage additional primes and mid-tier integrators — including SAIC, Booz Allen Hamilton, CACI, Peraton, and Northrop Grumman — wherever Infoblox solutions have a natural fit or where a teaming relationship is required to reach an agency program.End customers span the full U.S. Public Sector, with the center of gravity on federal agencies across Defense, the Intelligence Community, and Federal Civilian. Where a prime holds state, local, education, or public healthcare work that fits Infoblox, you will pursue it in coordination with our SLED teams — federal is the priority, but the practice is not federal-only.Success in this role is measured in influenced bookings and programmatic wins, not in transactional volume. You are credited on the pipeline and revenue you shape through the primes. Our successful sellers have an entrepreneurial spirit while acting ethically and transparently.Be a Contributor — What You'll DoOwn the end-to-end relationship with a named portfolio of Federal Systems Integrators — anchored on the Top 5 primes and extending to additional integrators as program opportunities warrant — serving as the single accountable Infoblox point of contact for eachBuild and execute joint business plans and goal sheets per prime, aligned to agency footprint, active program mix, and procurement vehicle access; prioritize primes based on adjacency to Infoblox's existing installed baseContinuously assess the broader integrator landscape and recommend when to elevate an additional prime or mid-tier integrator into the named portfolio based on agency presence, program relevance, vehicle access, and managed-services ambitionDrive pre-RFP capture and proposal shaping — be in the room when primes are architecting bids that touch Army, Navy, DHS, DoD, DoS, and IC networks, as well as qualifying SLED programs. If Infoblox is not in the architecture by the time the RFP drops, we are in a price fight we may loseMaintain a pursuit calendar tied to recompetes and technology refresh cycles; align each FSI by agency and vehicle path so pursuits are worked ahead of solicitation, not afterBuild a proposal module library of ready-to-paste Infoblox technical sections for major proposal themes (Zero Trust DNS enforcement, FedRAMP-compliant cloud DDI, PDNS/CISA alignment, UDDI modernization) that make it frictionless for any FSI solution architect to include Infoblox in a bidOrchestrate the Carahsoft relationship for FSI capture, teaming, and co-marketing — manage a single intake workflow, drive SEWP V utilization with Carahsoft and Immix Technology, and leverage Carahsoft's cleared delivery capability to fill gaps without expanding internal professional servicesOwn FSI enablement under the Skilled to Secure program: certification tracks for prime sales, pre-sales, and professional services engineers; NFR and demo allocations; deal registration discipline; and Elite Partner Rewards / SPIFF alignment to named pursuitsPlan and deliver FSI Days and co-branded capture workshops (roadmaps, demos, hands-on labs, partner packages) and represent Infoblox at prime and agency events, including the U.S. Public Sector Innovation SummitPosition Infoblox as the intelligence layer rather than a hardware line item — translate DDI telemetry, Infoblox Threat Defense, and Universal DDI into prime-facing narratives tied to Zero Trust, cloud migration, network modernization, and managed security/MSSP practices the primes are buildingNavigate public sector contract vehicles with fluency — SEWP V, OASIS+, CIO-SP4, NETCENTS-2, GSA Schedule, agency-specific IDIQs, and state and cooperative vehicles where applicable — and drive Infoblox onto prime approved vendor lists quicklyPartner tightly with Federal and SLED Account Managers, Solution Architects, Channel, Marketing, Legal, and Product to align prime pursuits with direct agency account plans across the Public Sector and avoid channel conflictMaintain the FSI scoreboard and governance cadence: pursuits by program, agency, and vehicle; FSI owner; stage and value; coverage multiple; deal-registration status; enablement status; NFR usage; risks and next steps. Deliver monthly capture reviews with Carahsoft and FSI executive sponsors, and quarterly updates against planPrepare and present accurate forecasts and maintain current opportunity, deal-registration, and partner data in SalesforceLeverage AI-powered tools and insights to accelerate business planning, identify patterns in pipeline and partner performance, and refine joint GTM playsMaintain accurate partner account plans and marketplace records ensuring alignment and data quality for effective reportingBe Prepared — What You Bring7+ years of successful technology sales, alliances, or capture experience in the U.S. Public Sector market with a predominantly federal focus, and a proven track record of attaining quota or influenced-bookings targets using solution selling / target account selling methodology3+ years working directly with Federal Systems Integrators or Global Systems Integrators (RTX, GDIT, Leidos, Lockheed Martin, Accenture Federal Services, or peers such as SAIC, Booz Allen Hamilton, CACI, Peraton, and Northrop Grumman) in a sell-with or sell-through capacityDemonstrated success getting a technology embedded into a prime's solution architecture pre-RFP, and existing relationships with prime capture managers, solution architects, and program leadershipIn-depth understanding of federal procurement processes, compliance standards, and funding cycles, including GWACs, IDIQs, BPAs, GSA Schedule, SEWP V, OASIS+, CIO-SP4, and NETCENTS-2Working knowledge of the federal program landscape and drivers — CDM, Zero Trust (OMB M-22-09), event logging (M-21-31), TIC 3.0, IPv6 transition, FedRAMP and OMB M-24-15, EO 14028, and NIST SP 800-81; awareness of how these standards carry into SLED buying decisions is a plusExperience with distributor and aggregator-led motions; familiarity with Carahsoft's capture and teaming model is a strong advantageExperience with long sales cycles, complex teaming and deal structures, and multi-stakeholder environments spanning prime business development, capture, engineering, and contracts organizationsAbility to understand complex technical problems in the networking and security industry at a business level, and to present technical concepts and business solutions clearly through demonstrations, briefings, and proposal contentExperience selling at the executive level; excellent written, presentation, negotiation, and interpersonal skillsSelf-motivated and able to problem solve with limited direction; comfortable building a practice from the ground up with a "roll up your sleeves" mindsetComfortable operating in a matrixed reporting structure across Partner Sales and Public Sector leadershipExperience in DNS, DHCP, and IPAM (DDI) puts you at the front of the line; cloud and/or security knowledge is highly desirableProfessionals with superior people skills and a can-do attitude highly desiredAbility to obtain and maintain a U.S. security clearance; active TS/SCI a plusBachelor's degreeLocated in the DC/MD/VA area with willingness to travel to prime facilities, agency sites, and industry eventsBe Successful — Your PathFirst 90 Days: Immerse in our culture and connect with mentors. Finalize the Top 5 FSI target list with executive sponsors and named target programs, establish the criteria and watch list for additional integrators, lock the Carahsoft engagement workflow, deliver an