Industry Partner Sales Lead - US Defense Industrial Base - CTJ - Top Secret

Scope is organized around the three strategic pillars that define the Industry Partner Sales Lead role: Pillar 1 — Pipeline & Co-Sell (60%) Drive high-value inbound pipeline (Stages 1-3) at the opportunity level, in partnership with Account Team Unit (ATU) and Specialist Team Unit (STU). Reinforce activation and action on inbound pipeline from partners across ATU, STU, and Customer Success Unit (CSU) teams and opportunity for partner acceleration, renewals, or sub-industry motions. Craft the right sub-industry partners and partner solutions to expand outbound pipeline sharing beyond association, while driving strategic Marketplace deals and enabling sellers to execute independently at scale. Identify business challenges or revenue shortfalls within the OU and work with EPS to surface the right partners or create partner motions to accelerate revenue. Serve as the OU's point of contact for Co-Sell Days. Apply an OU relevance filter to EPS initiatives before they hit the field. Participate in 1-2 RevOps meetings per month for the OU to represent partner contribution and share relevant EPS programs and levers. Operate as a bidirectional translator (EPS ↔ OU): surface field feedback and blockers back to EPS leadership to inform strategy and program design. Bachelor's Degree in Business Administration, Computer Science, Engineering, Business Management, or related field AND 6+ years related experience, including coaching solution sales and account development strategies, exceeding quotas by leading sales teams along complex sales cycles through a partner ecosystem and centralized marketing engine, Global, Area-level Business Management as a leader of Sales, Customer, Partner teams selling technology solutions/practice development, cloud/Infrastructure technologies, and/or subscription services, senior sales leadership, or managing high performance sales and technical-sales teams OR equivalent experience. These requirements include, but are not limited to the following specialized security screenings: The successful candidate must have an active U.S. Government Top Secret Security Clearance. Failure to maintain or obtain the appropriate clearance and/or customer screening requirements may result in employment action up to and including termination. Clearance Verification: This position requires successful verification of the stated security clearance to meet federal government customer requirements. You will be asked to provide clearance verification information prior to an offer of employment. Citizenship & Citizenship Verification: This position requires verification of U.S. citizenship due to citizenship-based legal restrictions. Specifically, this position supports United States federal, state, and/or local United States government agency customer and is subject to certain citizenship-based restrictions where required or permitted by applicable law. To meet this legal requirement, citizenship will be verified via a valid passport, or other approved documents, or verified US government Clearance. 8+ years in partner, sales, or business development roles in enterprise technology. Working experience in US Defense Industrial Base industry. Demonstrated success driving co-sell pipeline and partner-led opportunities at scale. Direct experience with Marketplace deal motion and complex deal orchestration. Proven ability to orchestrate and influence across matrixed organizations, effectively driving outcomes without direct authority. Effective communication and relationship-building skills, with the ability to engage and influence both sales leadership and partner executives.