Public Sector Partner Manager

About the role

MicroStrategy (Strategy) is looking for an experienced, execution-focused Public Sector Partner Manager to build a high-performing partner ecosystem across the public sector, with a primary emphasis on the U.S. Federal Government. This is a field-facing, revenue-producing role, not an administrative alliance-management position. It sits in the headquarters office in Tysons Corner, Virginia, at least four days per week (Monday to Thursday), with about 25% travel within North America, focused on Washington, D.C. and other key public sector markets.

Key responsibilities

• Develop the partner ecosystem: identify and recruit systems integrators, resellers, cloud partners, advisory firms and technology partners, and build joint business plans with target agencies, priority accounts, executive relationships, pipeline objectives and revenue commitments.
• Generate partner-sourced and partner-influenced pipeline through account mapping, executive introductions, joint workshops, field events and campaigns, and co-sell with account executives on major opportunities.
• Maintain accurate partner opportunity information, sourcing attribution, forecasts and activity in the CRM and partner-management systems, and achieve assigned pipeline, revenue and partner-development objectives.
• Enable partners to position, demonstrate, sell and implement Strategy Mosaic and Mosaic AI, and create joint public sector solutions and use cases.
• Run joint demand generation, field evangelism, partner communications and programs that use partner marketing funds, measuring results against pipeline and revenue.
• Hold quarterly business reviews, hold partners accountable, coordinate across a matrix organization, and monitor federal budgets, procurement trends and competitive activity.

Required profile

• Bachelor's degree or equivalent professional experience; MBA or other advanced degree preferred.
• 7+ years of experience in enterprise software, cloud technology, consulting, systems integration, channel sales, alliances or partner management.
• 5+ years of experience in or supporting the U.S. Federal Government technology market.
• Proven track record of achieving or exceeding partner-sourced pipeline, revenue or sales quotas.
• Strong understanding of federal procurement processes, contract vehicles, reseller models and cloud marketplaces.
• Willingness to travel approximately 25% or more.

Preferred experience

• Relationships with federal systems integrators, cloud providers, resellers and technology partners.
• Experience with AWS, Microsoft, Google Cloud, Snowflake, Databricks, Carahsoft, Vertosoft or similar.
• Knowledge of FedRAMP, DoD impact levels and secure or disconnected environments.
• Experience with partner-led solutions, federal go-to-market programs or agency-specific campaigns.

Base salary range: $103,900 - $186,900. Eligible employees may also participate in bonus programs, sales incentives, equity awards and comprehensive benefits.