The Director, Partners and Alliances for Public Sector owns the partner ecosystems that drives scalable, accelerated growth across federal, defense, intelligence, and SLED customer segments.
Reporting to the VP, Sales Public Sector, this individual will serve as the connective tissue between business development representatives, channel partners, sales, and marketing — ensuring Zimperium's differentiated mobile security platform is positioned, packaged, and delivered to mission-critical government customers with speed and precision.
Key Responsibilities:
Strategic Partnership Development: Build, manage, and grow relationships with global technology partners including government aggregators, VARs, and system integrators (SIs).
Go-to-Market: Collaborate with internal teams (sales, marketing, product) and external partners to develop joint go-to-market plans, driving revenue growth and expanding market share.
Sales Enablement: Partner with Zimperium Sales teams to identify opportunities, influence deal cycles, and provide training and resources to optimize selling with/through partners. Ability to deliver an exceptional sales pitch and software demonstration.
Revenue & Growth Targets: Exceed pipeline and revenue targets by driving partner sourced sales through partnership, tracking progress, and ensuring the achievement of defined metrics.
Initiative Management: Manage day-to-day operations of partner initiatives, ensuring partners are engaged and supported to deliver optimal outcomes.
Contract Negotiation & Management: Lead negotiations with partners, including the development of partner agreements, commercial terms, and mutual KPIs.
Market Insights: Stay informed of market trends, competitive offerings, and emerging technologies to guide partner strategy and identify new opportunities for growth.
Event & Enablement Coordination: Support the development and execution of partner-focused events, training programs, and joint marketing campaigns to foster stronger relationships.
Qualifications:
10 + years of experience in tech sales, business development, or alliance management with at least 7 years in the public sector space
Experience in mobile security, endpoint security, or mobile threat defense (MTD) markets and familiarity with mobile-specific compliance standards (NIST SP 800-124, NSA Mobile Device Strategy) and CDM program requirements.
Prior experience working with or through Carahsoft or similar government IT aggregators
Existing relationships with federal CISOs, program managers, or contracting officers across DoD, DHS, IC, or civilian agencies
Demonstrated success in managing complex partnerships and alliances within the technology industry
Proven track record of meeting or exceeding sales/revenue targets through partner channels
Strong understanding of enterprise software, cloud solutions, or emerging technologies
Exceptional communication, negotiation, and presentation skills
Ability to influence cross-functional teams and drive results in a matrixed environment
Travel: Up to 50% of Time (In-Person Partner Facing Role)
Active U.S. security clearance (Secret or above) desired
Similar Jobs
What you need to know about the Los Angeles Tech Scene
Key Facts About Los Angeles Tech
- Number of Tech Workers: 375,800; 5.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Snap, Netflix, SpaceX, Disney, Google
- Key Industries: Artificial intelligence, adtech, media, software, game development
- Funding Landscape: $11.6 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Strong Ventures, Fifth Wall, Upfront Ventures, Mucker Capital, Kittyhawk Ventures
- Research Centers and Universities: California Institute of Technology, UCLA, University of Southern California, UC Irvine, Pepperdine, California Institute for Immunology and Immunotherapy, Center for Quantum Science and Engineering
