What are the responsibilities and job description for the Manager Strategic Partnerships position at ExpediteInfoTech, Inc.?
Job Title: Manager Strategic Partnerships
Employment Type: Full-time. This position requires a Permanent Resident or a U.S. citizen.
Location: Rockville, MD preferred; Washington, DC metro area strongly preferred, with travel to customer and partner sites as needed.
About the Role
ExpediteInfoTech, Inc. (EIT) is seeking a high-impact Partner Liaison to serve as the primary liaison between our organization and our vast ecosystem of strategic partners. In this role, you will manage relationships with hyperscalers (AWS, Azure, GCP), enterprise software giants (Oracle, Salesforce, Microsoft), and a diverse network of Large and Small Business partners.
Your mission is to accelerate market access and drive mutual revenue growth by identifying teaming opportunities and coordinating technical and proposal contributions across Federal, SLED, and Commercial markets.
Core Responsibilities:
Strategic Relationship Management
- Single Point of Contact: Act as the face of EIT to our partners, maintaining active relationships with alliance leaders, channel managers, and technical contacts.
- Diverse Ecosystem: Manage a robust portfolio including Large Business primes for subcontracting on GWACs/IDIQs, RFPs, and Small Business partners.
- Governance: Lead Quarterly Business Reviews (QBRs) and relationship mapping to ensure mutual accountability and identify new upsell/co-sell opportunities.
Teaming & Pursuit Support
- Opportunity Qualification: Identify and qualify teaming partners for RFIs/RFPs that align with EIT’s core strengths in Cloud Modernization, Cyber, AI/ML, and ERP.
- Proposal Leadership: Lead partner sourcing and coordinate critical inputs for technical volumes, including capability statements, past performance, and resumes.
- Agreements & Negotiations: Facilitate the execution of Teaming Agreements, NDAs, and Subcontracting arrangements in collaboration with Legal and Contracts teams.
Ecosystem Development & Marketing
- Program Optimization: Navigate and leverage partner programs (AWS APN, Microsoft Partner Center, Salesforce Program) to maintain certifications and badges.
- Joint Marketing: Collaborate with Marketing to execute webinars, industry days, and high-profile presence at conferences like AWS, Oracle Cloudworld, and Dreamforce.
- Operational Excellence: Maintain our Partner Relationship Management (PRM) system to track partner-sourced revenue and win rates.
Qualifications
Required:
- Experience: 7 years in partner/alliance management, channel sales, or subcontracting coordination within IT services or GovCon.
- Domain Expertise: Strong understanding of Federal subcontracting (FAR/DFARS) or Commercial channel sales models.
- Negotiation Skills: Proven ability to negotiate complex Teaming Agreements and coordinate multi-partner responses to large-scale RFPs.
- Market Versatility: Ability to manage partnerships across Federal, SLED, and Commercial segments simultaneously.
- Education: Bachelor’s degree in Business, IT, or a related field (MBA preferred).
Preferred:
- Network: An active network within the Federal/SLED ecosystem (e.g., relationships with Tier 1 Primes or key technology vendors).
- Tech Savvy: Familiarity with Cloud, AI/ML, or ERP (Oracle/Salesforce) solutions.
- Tools: Experience with SharePoint, Salesforce CRM, etc.