Senior Manager, Federal System Integrators

This role is a high-impact position responsible for building, managing, and growing strategic Federal System Integrator (FSI) partnerships that influence deal execution, co-sell motions, and joint GTM strategies with partners like Salesforce and Google. 7+ years of experience in SI Partner Management or Public Sector GTM (Federal strongly preferred) Deep knowledge of the Federal SI ecosystem (e.g., Deloitte, Accenture Federal, SAIC, GDIT, Booz Allen, Leidos, KPMG, Armedia) Proven track record of building and executing SI-led GTM programs that drive revenue Strong negotiation and deal-making experience, including structuring SI-led contracts, revenue share models, and joint solutions Experience working in Federal procurement cycles, including GSA Schedules, BPAs, OTAs, and IDIQs Understanding of cloud content solutions, AI-driven automation, and public sector compliance/security frameworks (FedRAMP, CMMC, NIST, DoD IL4/5) Strategic Partner Development & GTM Execution Own and manage a portfolio of Federal SIs, ensuring strong co-sell alignment and deal execution Develop and execute partner-led GTM strategies, driving ICM and AI-powered workflows within Federal agencies Identify repeatable, scalable solutions with partners (e.g., AI-driven document automation, secure content collaboration) Negotiate and structure joint solutions, pilots, and multi-year contracts with FSIs, focusing on ICM & AI modernization Ensure SI partners proactively build pipeline through Federal industry events, webinars, and joint sales plays