Director, Partnerships
Director, Partnerships
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Job Description
Primer exists to make the world a safer place. We do this by providing trusted decision-ready AI to the worlds most critical organizations. Our software enables leaders operators and analysts to better understand the changing world around us in real time and make informed decisions when the stakes are high. Primer has offices in San Francisco Pasadena CA and Arlington VA. For more information please visit hiring a Director Partnershipsto support and scale strategic alliances across the federal ecosystem. This role is a high-impact opportunity to drive revenue growth by deepening collaboration with Federal Systems Integrators (FSIs) prime contractors and key ecosystem partners. You will work closely with Primer Account Executives and cross-functional teams to source influence and accelerate pipeline through partner-led and partner-influenced opportunities. Your success will be measured in part by the contribution of partnerships to top-line revenue.
Were hiring this Director Partnerships to be based in the Washington D.C. metro area and requires in-office presence in Primers Arlington VA location.
Role Responsibilities - How You Will Make an Impact:
- Own and grow strategic relationships with assigned partners acting as the primary point of contact and trusted advisor
- Develop and execute joint go-to-market (GTM) strategies with FSIs and teaming partners aligned to Primers federal priorities
- Drive measurable partner-sourced and partner-influenced revenue by identifying new pursuits aligning with AE teams and supporting deal closure
- Embed Primer into key capture proposal and delivery efforts to create net-new revenue opportunities
- Lead regular account mapping pipeline reviews and strategy sessions with partners to align on winnable pursuits and ensure deal momentum
- Represent Primer at government and partner events to increase visibility build new relationships and open new channels for revenue
- Create and deliver enablement materials (in collaboration with Marketing) tailored to the federal partner ecosystem
- Manage teaming agreements OTAs and contracts in collaboration with Legal and Deal Desk
- Provide timely market and partner intelligence to inform Primers federal GTM and product strategy
- Support executive engagements and represent Primer in high-level meetings with partners and prospective teaming organizations
- Use established process and design new ones where necessary to support repeatable scalable partner-driven revenue growth
Relevant Skills and Experiences:
- 8 years of experience in partner management strategic alliances or federal business development with a proven track record of driving joint pipeline and supporting the close of complex deals
- Deep knowledge of the federal contracting ecosystem particularly experience working with or selling through FSIs and teaming partners
- Demonstrated success in cross-functional sales alignment and co-selling experience
- Familiarity with procurement frameworks teaming agreements capture strategy and proposal development
- Experience working with cloud service provider and other ecosystem partner programs
- Exceptional relationship-building and executive communication skills
- Ability to manage strategic GTM plans and partner program execution
- Highly organized detail-oriented and comfortable working in a fast-paced ambiguous environment
- Operational rigor including experience managing contracts onboarding partners and tracking performance against key metrics
- Proficiency with CRM or Partner Relationship Management (PRM) tools to track progress and measure outcomes
- A passion for Primers mission and a strong sense of ownership in building long-term strategic value through partnerships
The annual cash compensation range for this sales position is US $240000 to US $300000 (base variable). Final compensation will be determined based on experience and skills and may vary from the range listed above.
Primer works closely with the U.S. defense and intelligence establishment. Any offer of employment is conditioned on an applicant or employee being able to meet any applicable government contract requirements. The company may rescind any offer of employment to an applicant or terminate an employee if the applicant or employee is unable to perform the functions of the position in compliance with applicable government contracts or if an applicant or employee makes a false attestation of compliance.
What We Offer
We are a series D funded company with investors from Addition USIT Lux Capital Amplify Partners Addition Capital Bloomberg Beta and others. We are intentional around building a diverse and inclusive team of subject matter experts to better advocate for the needs of our users.
We care a lot about our work and about the well being of our team. We encourage everyone to work at a sustainable pace and have a flexible vacation policy for team members to utilize Wellness Days and 100% paid leave for parents of growing families.
We offer competitive compensation and comprehensive benefits. This includes full medical dental and vision coverage fertility benefits through Carrot mental health coverage on demand with Headspace Care Gympass Membership via Wellhub One Medical Membership 401(k) remote work stipends and monthly internet allowance.
Primer is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race religion color national origin gender (including pregnancy childbirth or related medical conditions) sexual orientation gender identity gender expression age status as a protected veteran status as an individual with a disability or other applicable legally protected characteristics. Please see the United States Department of Labors EEO poster and EEO poster supplement for additional information.
If you need assistance or accommodation due to a disability you may contact us at
Pursuant to the San Francisco Fair Chance Ordinance we will consider for employment qualified applicants with arrest and conviction records.
Required Experience:
Director
Employment Type
Full Time
