Partner Alliance Manager – Federal (Remote Washington DC)

Spacelift is the infrastructure orchestration platform built for the modern software era, managing the full lifecycle for both traditional IaC and AI-accelerated infrastructure. It integrates with Terraform, OpenTofu, CloudFormation, Pulumi, and Ansible in a single governed workflow so you deliver secure, compliant infrastructure at scale. Developer self-service, Golden Paths with guardrails, an OPA policy engine, and drift detection accelerate developer velocity while maintaining control. Spacelift Intelligence adds AI-powered provisioning and diagnostics across traditional and AI-driven workflows.

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 Role

We 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 & Execution

• Develop and execute a federal partner alliance strategy aligned to company growth objectives

• Manage and grow our Carahsoft partnership

• Identify, recruit, and onboard strategic partners, including GSIs, SIs, VARs, and Distributors. Own partner business planning, joint value propositions, and go-to-market strategies

Pipeline & Revenue Impact

• Drive partner-sourced and partner-influenced pipeline within Civilian, DoD, and IC accounts

• Collaborate with federal sales and capture teams to support opportunities from pre-RFP through award

• Track, measure, and report partner performance against pipeline and revenue goals

Federal Market Enablement

• Enable partners on product capabilities, federal use cases, compliance requirements, and differentiation

• Support joint marketing activities, including events, webinars, solution briefs, and federal campaigns

Cross-Functional Collaboration

• Act as the partner voice internally, providing feedback to product, engineering, and leadership teams

• Align closely with marketing, sales operations, and legal on partner agreements and programs

• Ensure partner compliance with federal regulations and security requirements

Required Qualifications

• 7+ years of experience in partner alliances, channel management, or business development

• 3+ years supporting the U.S. Federal Government market

• Proven success driving partner-led pipeline and revenue in federal accounts

• Strong understanding of federal procurement processes and contracting vehicles

• Experience working with large SIs and federal integrators

• Excellent executive communication and relationship-building skills

• Be based in Washington, DC or the surrounding areas

Preferred Qualifications

• Existing relationships with top federal SIs and GSIs

• Experience in software, SaaS, cloud, cybersecurity, data, or infrastructure solutions

• Familiarity with FedRAMP, FISMA, DoD SRG, or IC compliance environments