Partner Alliance Manager – Federal (Remote Washington DC)

Spacelift is an infrastructure orchestration platform that manages your entire infrastructure lifecycle — provisioning, configuration and governance. Spacelift integrates with all your infrastructure tooling (e.g. Terraform, OpenTofu, CloudFormation, Pulumi, Ansible) to provide a single integrated workflow so you can deliver secure, cost-effective, and resilient infrastructure, fast.By automating deployment and configuration, providing developer self-service, golden paths with guardrails, and an OPA policy engine, Spacelift empowers businesses to accelerate developer velocity while maintaining control and governance over their infrastructure. Spacelift offers unrivalled support, no-nonsense pricing, and a range of deployment models to fit your specific needs.Spacelift was founded in 2020 by long-time DevOps practitioner Marcin Wyszynski and successful entrepreneur Pawel Hytry and has raised $82.3M in funding over four rounds from top venture capital firms, including Insight Partners, Blossom Capital, Hoxton Ventures, Inovo Venture partners and Five Elms Capital.About the RoleWe are seeking a Partner Alliance Manager to build, manage, and scale strategic partnerships with a focus on the U.S. Federal Government ecosystem. This role will be responsible for developing and executing partner strategies with systems integrators, resellers, and distributors that drive pipeline growth, accelerate federal adoption, and support mission-critical outcomes for both commercial and government customers.The ideal candidate brings deep experience in federal partner programs, understands government acquisition and contracting vehicles, and can work cross-functionally with sales, capture, product, and marketing teams.Key Responsibilities:Partner Strategy & ExecutionDevelop and execute a federal partner alliance strategy aligned to company growth objectivesManage and grow our Carahsoft partnershipIdentify, recruit, and onboard strategic partners, including GSIs, SIs, VARs, and Distributors. Own partner business planning, joint value propositions, and go-to-market strategiesPipeline & Revenue ImpactDrive partner-sourced and partner-influenced pipeline within Civilian, DoD, and IC accountsCollaborate with federal sales and capture teams to support opportunities from pre-RFP through awardTrack, measure, and report partner performance against pipeline and revenue goalsFederal Market EnablementEnable partners on product capabilities, federal use cases, compliance requirements, and differentiationSupport joint marketing activities, including events, webinars, solution briefs, and federal campaignsCross-Functional CollaborationAct as the partner voice internally, providing feedback to product, engineering, and leadership teamsAlign closely with marketing, sales operations, and legal on partner agreements and programsEnsure partner compliance with federal regulations and security requirementsRequired Qualifications7+ years of experience in partner alliances, channel management, or business development3+ years supporting the U.S. Federal Government marketProven success driving partner-led pipeline and revenue in federal accountsStrong understanding of federal procurement processes and contracting vehiclesExperience working with large SIs and federal integratorsExcellent executive communication and relationship-building skillsBe based in Washington, DC or the surrounding areasPreferred QualificationsExisting relationships with top federal SIs and GSIsExperience in software, SaaS, cloud, cybersecurity, data, or infrastructure solutionsFamiliarity with FedRAMP, FISMA, DoD SRG, or IC compliance environmentsBachelor’s degree required; MBA or equivalent experience preferredActive or previous U.S. Government Security Clearance is a plusSuccess MetricsPartner-sourced and partner-influenced pipeline growthRevenue contribution through federal partnersNumber and quality of active, enabled partnersJoint solutions and GTM initiatives launchedPartner satisfaction and executive alignmentWhy Spacelift?Innovative Culture: Join a team shaping cloud infrastructure management’s future.Growth Opportunities: Be a key player in driving Spacelift’s business and AWS partnership to new heights.Work-Life Balance: Flexible work environment, with remote-first options and competitive compensation packages.Collaborative Team: Work with passionate, talented people committed to driving success for our customers and partners.What we offerCompetitive salary and equity packageMedical, dental and vision plans for employees and any dependents401k Pension Plan26 days of paid time off annually + local bank holidaysFlexible working hours and a healthy 40-hour workweekLearning & education budgetCompany offsitesWe are a full-remote companyWork in an international, diverse, dynamic, and passionate team with a friendly and supportive company cultureOur valuesWe build for CUSTOMERSWe RESPECT each otherWe take OWNERSHIP seriouslyWe succeed through COLLABORATIONWe embrace SPARK & WONDERMore here: https://spacelift.io/careersJoin Us! At Spacelift, you won’t just be working on a technical product - you’ll be part of a team shaping the future of DevOps. Apply to contribute to a platform loved by its users and take your career to the next level!