Senior Manager, Federal System Integrators

WHAT IS BOX

Box (NYSE:BOX) is the leader in Intelligent Content Management. Our platform enables organizations to fuel collaboration, manage the entire content lifecycle, secure critical content, and transform business workflows with enterprise AI. We help companies thrive in the new AI-first era of business. Founded in 2005, Box simplifies work for leading global organizations, including AstraZeneca, JLL, Morgan Stanley, and Nationwide. Box is headquartered in Redwood City, CA, with offices across the United States, Europe, and Asia.

By joining Box, you will have the unique opportunity to continue driving our platform forward. Content powers how we work. It’s the billions of files and information flowing across teams, departments, and key business processes every single day: contracts, invoices, employee records, financials, product specs, marketing assets, and more. Our mission is to bring intelligence to the world of content management and empower our customers to completely transform workflows across their organizations. With the combination of AI and enterprise content, the opportunity has never been greater to transform how the world works together and at Box you will be on the front lines of this massive shift.

WHY BOX NEEDS YOU

Box is transforming Intelligent Content Management (ICM) in the Federal sector, helping agencies modernize ECM-to-ICM migrations, AI-powered content workflows, and secure collaboration. 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.

This leader will be responsible for accelerating partner-led ARR, enabling FSIs to deliver Box-powered solutions for Federal customers, and aligning closely with public sector sales, BC (Box Consulting), and SI partners to win large-scale Federal deals.

WHAT YOU’LL DO

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
• Engage in federal procurement cycles, ensuring partners leverage Box effectively for RFPs, BPAs, and contract vehicles
• Collaborate with partners like Google, Carahsoft, and Salesforce to ensure Box is positioned optimally in public sector buying channels

Partner Enablement & Technical Collaboration

• Drive Box solutions and proactive enablement within FSI partner teams
• Align FSIs with Box AI capabilities, metadata automation, and enterprise compliance solutions for Federal use cases
• Work cross-functionally with Box Consulting, Customer Success, and Solutions Engineering to ensure FSIs can deliver Box-powered implementations
• Facilitate executive alignment between Box and SI leadership, ensuring strategic investment in Federal SI partnerships

Sales Execution & Revenue Influence

• Own partner-influenced revenue targets, ensuring FSIs drive measurable ARR impact and growth with Box
• Track, measure, and optimize partner-led pipeline development, deal velocity, and win rates
• Ensure SI partners proactively build pipeline through Federal industry events, webinars, and joint sales plays
• Partner closely with Box Public Sector Sales (AEs, SEs, OBRs) to activate SI-driven pursuits

WHO YOU ARE

• 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)

At Box, we believe unique and diverse experiences benefit our culture, our products, our customers, our company, and our world. We aim to recruit a passionate, high-performing wo