Partner Alliance Lead- Federal

Requisitos e responsabilidades

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What You'll Do

Own FSI Relationships: Build and lead LangChain's strategic partnerships with the major federal primes — including Leidos, Booz Allen Hamilton, Northrop Grumman, SAIC, Accenture Federal, and similar large-scale integrators. Drive structured engagement across their AI/ML practices, solution architects, and business development teams to embed LangChain into active and upcoming program pursuits.
Develop Boutique and Specialized Partners: Identify and activate a curated set of smaller, mission-focused federal consultancies and AI-native partners that are embedded in specific agency relationships or cleared environments where the primes don't reach.
Build Joint Go-to-Market Motions: Work with FSI partners to co-develop solution offerings, reference architectures, and proposal language that positions LangChain as the preferred agentic AI framework for federal program delivery.
Drive Pipeline Through Partners: Own the partner-sourced and partner-influenced pipeline, working hand-in-hand with LangChain's field sales team to ensure FSI relationships translate into real opportunities and closed revenue.
Support Hyperscaler Relationships Selectively: Maintain a lightweight working relationship with AWS GovCloud, Azure Government, and GCP Public Sector teams, primarily to support event sponsorships, joint visibility opportunities, and marketplace presence — without making this a primary focus of the role.
Execute Co-Marketing Motions: Partner with marketing to show up effectively at key federal industry events (AFCEA, AWS Summit DC, industry days) and develop technical content and co-branded materials that reinforce LangChain's credibility with FSI and agency audiences.
Build the Playbook: Create the operational blueprint for how LangChain scales federal partnerships — from initial relationship mapping and partner tiering to joint pipeline tracking and executive engagement cadences.

What You'll Bring

Experience: 6+ years of experience in federal partner management, business development, or alliance roles, with a strong track record of building and monetizing relationships with major FSIs and federal primes. Direct experience working within or alongside Leidos, Booz Allen Hamilton, Northrop Grumman, SAIC, or similar organizations is a significant plus.
FSI Network: A genuine, pre-existing network within the business development, AI/ML practice, and solutions architecture communities at the major federal primes. You should be able to get meetings quickly and have credibility with the people who shape program pursuit decisions.
Technical Foundation: Enough technical fluency to speak credibly with enterprise architects and engineering leads in federal environments. You don't need to write code, but you must understand how LLMs, agentic frameworks, and developer tooling operate within federal infrastructure, including FedRAMP, IL4/IL5, and zero-trust requirements.
Startup Agility: Proven ability to navigate a high-growth environment with limited structure. You are comfortable building the playbook as you run it, executing independently with minimal supervision in the often long-cycle federal sales environment.
Operational Rigor: Strong pipeline management skills. You track partner activity with clean CRM hygiene, maintain accurate opportunity attribution, and communicate clearly and consistently to internal stakeholders.
Strong Communication & Influence: Equally comfortable writing sharp internal strategy docs as you are presenting to senior BD and practice leaders at major federal integrators.

Nice to Have's

Active security clearance (Secret or higher) or existing clearance eligibility.
Prior experience at an open-source, developer tools, or infrastructure software company bringing a new technology into the federal FSI ecosystem.
Familiarity with federal procurement vehicles (GSA Schedule, OTAs, BPAs) and how primes use them to structure program delivery.
Familiarity with the modern LLM orchestration stack, federal data environments, and compliance frameworks (FedRAMP, NIST, CMMC).Annual Salary Range: $190,000 to 270,000 + Equity

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