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
Skills Required
- 10+ years of experience in technology sales, business development, or alliance management
- At least 7 years of experience in the public sector
- Experience in mobile security, endpoint security, or mobile threat defense markets
- Familiarity with 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, the Intelligence Community, or civilian agencies
- Demonstrated success managing complex technology partnerships and alliances
- Proven record of meeting or exceeding sales or 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
- Active U.S. security clearance at Secret level or above
What We Do
Zimperium provides the only mobile security platform purpose-built for enterprise environments. With machine learning-based protection and a single platform that secures everything from applications to endpoints, Zimperium's solution provides on-device mobile threat defense to protect growing and evolving mobile environments. Our solutions include zIPS which runs locally on any mobile device and detects cyberattacks without a connection to the cloud and our first-of-its-kind Mobile Application Protection Suite (MAPS), a comprehensive solution that helps organizations protect their mobile apps throughout their entire life cycle. Zimperium’s MAPS is comprised of four solutions that help enterprises to build secure and compliant mobile applications. It is the only unified solution that combines comprehensive in-app protection with centralized threat visibility. zScan: Helps your mobile app development organization to discover and fix compliance, privacy, and security issues within the development process before you publicly release your apps; zKeyBox: Protects your secrets and keys so they cannot be discovered, extracted, or manipulated. zShield: Protects the source code, intellectual property (IP), and data from potential attacks like reverse engineering and code tampering. zDefend: Is an SDK embedded in apps to help detect and defend against device, network, phishing, and malware attacks. Zimperium was the first MTD provider to be granted an Authority to Operate (ATO) status from the Federal Risk and Authorization Management Program (FedRAMP). Headquartered in Dallas, TX, Zimperium is backed by Liberty Strategic Capital and SoftBank.
