Alliance Director, Public Sector & Federal

About the Role

As Alliance Director, Public Sector & Federal at Armada, you will develop and execute strategic business plans across Armada's public sector partner ecosystem, spanning federal, defense, state, local, and education (SLED) markets. You will own end-to-end partner strategy across co-sell, resale, demand generation, marketing, enablement, and delivery motions for Armada's edge AI and AI infrastructure platform, building executive alignment between Armada and strategic partners, including key channel partners like Carahsoft — to establish shared priorities, investment plans, and growth objectives.

This is a senior, high-visibility role critical to Armada's public sector GTM strategy, requiring the ability to generate consistent incremental partner-sourced pipeline and revenue through joint go-to-market initiatives around Armada's edge computing, AI infrastructure, and connectivity solutions, while operating with significant autonomy and accountability across a complex, multi-stakeholder ecosystem.

What You'll Do (Key Responsibilities)

Partner Strategy & Executive Alignment

• Develop and execute strategic business plans across Armada's public sector and federal partner ecosystem for Armada's edge AI and infrastructure platform.
• Build executive alignment between Armada and strategic partners to establish shared priorities, investment plans, and growth objectives.

Co-Sell, Resale & Demand Generation

• Drive end-to-end partner strategy across co-sell, resale, demand generation, marketing, enablement, and delivery motions.
• Generate consistent incremental partner-sourced pipeline and revenue through joint go-to-market initiatives centered on edge AI, GPU capacity, and industrial/defense-grade infrastructure use cases.

Partner Operating Rhythm

• Establish a strong operating rhythm with partners, including business reviews, pipeline inspection, action tracking, and executive engagement.
• Create scalable partner management processes and workflows that improve consistency, accountability, and execution.

Relationship Management

• Build relationships across partner executive, sales, technical, marketing, and delivery organizations, including government-focused channel and distribution partners such as Carahsoft.
• Identify customer, partner, and marketplace trends that create opportunities for joint AI infrastructure and edge computing solutions, and new routes to market within federal and SLED accounts.

Systems Integrator & Service Provider Enablement

• Partner with systems integrators and service providers to develop compelling consulting and implementation practices around Armada's AI infrastructure and edge computing platform.
• Support the development of joint offerings, campaigns, enablement programs, and account strategies aligned to public sector priorities, including sovereign AI, disconnected/contested environments, and mission-critical edge deployments.

Cross-Functional Collaboration

• Collaborate with Armada's Sales, Marketing, Customer Success, Product, and Services teams to ensure coordinated execution across partner initiatives.
• Navigate competing internal and external priorities while maintaining accountability for partner outcomes.

Performance Reporting & Executive Communication

• Use data, market insights, and performance metrics to evaluate partner health, identify execution gaps, and recommend corrective actions.
• Present partnership strategy, business impact, pipeline performance, and growth recommendations to senior internal and external stakeholders.

Success in this role will be measured by:

• Incremental partner-sourced and partner-influenced pipeline and revenue.
• Effectiveness of joint co-sell, resale, marketing, and demand-generation motions around Armada's AI and edge infrastructure platform.
• Executive alignment and engagement across Armada and strategic public sector partners.
• Development and execution of joint business plans.
• Growth of partner-led service practices and solution offerings around Armada's technology.
• Strength and consistency of the partner operating rhythm, including business reviews and action follow-through.
• Cross-functional alignment across Sales, Marketing, Services, Customer Success, and partner teams.
• Overall health, productivity, and strategic value of Armada's public sector and federal partner ecosystem.

Required Qualifications

• 10+ years of enterprise technology sales, partnerships, alliances, business development, channel, or related go-to-market experience.
• 7+ years of experience in partnerships, business development, channel management, or strategic alliance roles strongly preferred.
• Demonstrated experience in the government, federal, defense, or SLED market within a technology company, systems integrator, or consulting organization.
• Proven success building and executing partner ecosystem go-to-market strategies.
• Experience leading strategic alliance relationships and identifying mutual business interests that create measurable growth.
• Deep understanding of federal and SLED contracting, procurement, sales processes, and industry trends.
• Strong understanding of how government integrators, distributors (such as Carahsoft), and consulting firms operate, and how AI/edge infrastructure companies can help accelerate their growth.
• Technical fluency in AI infrastructure, edge computing, GPU/compute capacity, and connectivity, enough to engage credibly with technical partner stakeholders and translate value to both technical and non-technical audiences.
• Experience selling or partnering with C-level executives and senior decision-makers.
• Demonstrated ability to operate across co-sell, resale, demand generation, marketing, and service-delivery motions.
• Highly analytical and data-driven, with a strategic mindset and a pragmatic approach to execution.
• Strong program management skills with the ability to establish accountability and scalable partner management processes.
• Executive presence and strong written, verbal, and presentation skills.
• Proven ability to influence without direct authority and navigate competing priorities across diverse stakeholders.
• Ability to thrive in a fast-changing, high-growth environment while operating with autonomy and clear accountability for results.
• Bachelor's degree, preferably in Business, Computer Science, or a related field.

Preferred Qualifications

• Direct experience working with or through Carahsoft or similar government-focused technology distributors/resellers.
• Experience working at a Global Systems Integrator, Federal Systems Integrator, regional systems integrator, or consulting organization delivering AI, cloud, or edge computing solutions to the public sector.
• Experience transitioning from a systems integrator or consulting organization into an AI, infrastructure, or SaaS company.
• Familiarity with sovereign AI, disconnected/contested-environment deployments, and mission-critical edge use cases relevant to defense and federal customers.
• Experience orchestrating complex, multi-departmental solution sales.
• Experience helping service providers construct consulting and implementation practices around AI infrastructure or enterprise technology products.
• Background in AI infrastructure, edge computing, GPU/compute capacity, cloud, or industrial technology.
• Demonstrated success building new partner programs, routes to market, or joint solution offerings.
• Tenacious, competitive, thorough, and motivated by achieving superior results.