Senior Technology Alliances Manager

Exostar is building the trusted source-to-pay network for aerospace and defense. Our community, identity, compliance, secure collaboration and supply-chain capabilities can connect the systems where manufacturers plan, source, qualify, collaborate and execute. Technology alliances can place Exostar inside the enterprise workflows of primes and suppliers while extending partner platforms into the defense-specific requirements that horizontal software does not address

As a Senior Technology Alliances Manager, you will build a focused portfolio of software, cloud and technology alliances that produces differentiated joint solutions, strategic integrations, marketplace and co-sell leverage, qualified pipeline and recurring revenue. This role spans commercial and technical leadership: identify where Exostar creates mutual value, develop the business case, align product roadmaps, negotiate the operating model, launch the partnership and scale field execution. 

Initial partner landscape  

The initial portfolio is expected to include enterprise platforms and manufacturing technologies such as Microsoft, SAP, Oracle, Infor, Dassault Systèmes, Siemens, ServiceNow, IBM, PTC, Deltek and selected cloud, data, cybersecurity and integration providers. The successful candidate will prioritize partners based on customer overlap, product complementarity, Federal and A&D readiness, integration feasibility, go-to-market commitment and revenue potential. 

Responsibilities: Your day if you join us:

• Alliance strategy and recruitment. Map Exostar’s portfolio against ERP, PLM, MES, procurement, cloud, identity, security, data and collaboration ecosystems. Prioritize partnerships by strategic fit, customer value, technical feasibility and economic return. 

• Joint solution design. Partner with Product and Engineering to define interoperability, APIs, connectors, data models, reference architectures, certification requirements and differentiated use cases. Keep the business outcome—not the integration itself—as the organizing principle. 

• Business-case ownership. Quantify addressable customers, expected pipeline, implementation effort, ongoing support, cloud consumption, marketplace economics and partner investment before committing roadmap capacity. 

• Product-roadmap alignment. Establish mutual roadmap priorities, dependencies, decision rights and release milestones. Translate field demand into actionable product input without allowing a single partner to distort Exostar’s strategy. 

• Commercial models. Develop and negotiate co-sell, referral, resale, OEM, embedded, marketplace and consumption models with Legal, Finance, Product and Sales. Define ownership of the customer, data, support, implementation and renewals. 

• Go-to-market execution. Build partner-specific value propositions, account maps, sales plays, launch plans, campaigns and pursuit motions. Equip both field organizations to identify, qualify and advance joint opportunities. 

• Cloud and Federal readiness. Coordinate marketplace listings, partner program requirements, security reviews and relevant FedRAMP, DoD, CUI, export-control and regulated-workload considerations. 

• Lifecycle and governance. Lead partners from identification and business-case approval through contracting, integration, launch, enablement, growth and performance review. Escalate delivery, support, security and roadmap risk early. 

• Performance management. Maintain scorecards covering integration milestones, solution adoption, enabled sellers, marketplace activity, sourced and influenced pipeline, bookings/ARR, customer outcomes and return on engineering and GTM investment. 

In your first 12 months you will: 

• Focus the portfolio. Create a fact-based partner thesis and executive-backed plans for the highest-value technology relationships. 
• Define joint solutions. Establish customer problems, reference workflows, integration patterns, product ownership, data boundaries and commercial models for priority partnerships. 
• Launch routes to market. Activate co-sell, marketplace, referral, OEM, embedded or resale motions appropriate to each partner. 
• Build qualified pipeline. Generate attributable opportunities around DIB capacity, source-to-pay, supplier onboarding, CUI protection, secure collaboration and supply-chain execution. 
• Create repeatability. Stand up governance, product and field enablement, solution certification, account mapping, opportunity management and quarterly business reviews. 

Qualifications: You are a great fit for this role if you: 

Must‑Haves

• Eight or more years in technology alliances, strategic partnerships, enterprise software business development, product partnerships or related roles. 

• Demonstrated record taking partnerships from thesis and business case through agreement, technical delivery, launch, co-sell and measurable revenue or adoption. 

• Sufficient technical fluency to discuss APIs, SaaS architecture, identity, data exchange, cloud marketplaces and enterprise integration with product and engineering leaders. 

• Experience with at least two relevant ecosystems: ERP, PLM, MES/MOM, source-to-pay, supplier networks, cloud platforms, cybersecurity, identity or enterprise collaboration. 

• Working knowledge of aerospace and defense, Federal, manufacturing, supply chain or another highly regulated industry. 

• Strong commercial judgment, executive communication, negotiation and cross-functional program leadership. 
• Bachelor’s degree or equivalent relevant experience; ability to travel and meet applicable customer and partner access requirements. 

Preferred Qualifications:

• Existing relationships at one or more priority technology partners and experience navigating their partner programs and field organizations. 

• Experience with Azure, AWS or other cloud marketplaces; partner co-sell systems; marketplace private offers; or Federal cloud programs. 

• Experience with A&D data protection, CUI, CMMC/NIST 800-171, FedRAMP, ITAR/EAR or identity and access requirements. 

• Experience defining joint product ownership, IP, support, service-level, data-rights and monetization models. 

Location: Herndon, VA, Cincinnati, OH, (Hybrid)

Remote Locations:

NC, GA, TX, NJ, PA, IL, DC, MD, OH, FL, SC, CO, IN, WA, NV, CA, MA

The annual base salary range for this position is $150,000k - $170,000k/yr; plus, eligibility for variable commission compensation, however, the final compensation will be determined based on factors including experience, skills, qualifications, and location. Exostar also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance, EAP, Flexible Spending Accounts, 401(k) matching, flexible time off and sick leave).

Exostar - The Company: 

Exostar’s cloud-based platforms create exclusive communities within the Aerospace and Defense, Life Sciences, and other highly regulated industries where members securely collaborate, share information, and operate compliantly. Within these communities we build trust. By analyzing community data, we provide insights and intelligence, enabling organizations to make better, timelier decisions, to mitigate risk, and operate more efficiently. 

• We believe in employee development: we promote internally and provide training and educational assistance
• We provide a fun, engaged workplace, with social and community-building events
• We offer comprehensive benefits and flexible time off plans

Exostar is an Equal Opportunity Employment Employer.  The company provides equal employment opportunities to all applicants without regard to race, color, religion, sex, national origin, age, marital status, disability status or genetic information.  Exostar is committed to providing equal employment opportunities for all persons in all facets of employment including recruiting, hiring, compensation, promotion, training, benefits, transfers and working conditions.