Partnerships Manager, Government and Public Sector
About this role
Developing go-to-market strategies and building a scalable partner program from the ground up defines the daily routine for the Partnerships Manager, Government and Public Sector at Sierra. Working closely with systems integrators, resellers, and distributors across the US, Canada, and UK, the person in this role shapes channel strategy to expand public-sector reach for customer-facing AI agents. Collaboration with sales, marketing, product, and legal teams ensures alignment on pipeline goals, joint value propositions, and commercial frameworks.
Candidates joining the San Francisco team need extensive background in strategic alliances alongside familiarity with government procurement vehicles like GSA schedules and RFPs. Success requires a builder mindset, AI fluency, and the capacity to travel across North America and the UK as required.
What you will do
- Own the end-to-end partnership strategy for the US, Canada, and UK Government and SLED ecosystem by identifying, prioritizing, and recruiting key channel partners.
- Build and lead joint go-to-market strategies with strategic allies to align sales motions, pipeline goals, and shared success metrics.
- Establish a scalable partner program and enablement engine from the ground up, including training programs, certifications, and sales plays.
- Cultivate executive-level sponsorship and manage long-term relationships through regular operating rhythms, joint planning, and business reviews.
- Serve as the connective tissue between internal departments and the public-sector partner ecosystem by bringing market intelligence back to product and sales teams.
- Represent the company at key industry and procurement events while utilizing performance data to guide partnership investments.
What you need
- Have at least 10 years of experience in strategic partnerships, alliances, or channel strategy with a focus on government markets.
- Demonstrate a proven track record of building and scaling partner programs that drive active engagement and commercial pipeline.
- Bring strong existing relationships across the government technology ecosystem, including major resellers, systems integrators, and distributors.
- Possess a deep understanding of government procurement and public-sector requirements, including RFPs, GSA schedules, and compliance standards.
- Exhibit strong executive presence and relationship-building skills to earn senior-level trust and create scalable GTM frameworks.
- Demonstrate AI fluency and a builder mindset with experience leveraging AI-powered tools and applying knowledge to an AI-native product.
Nice to have
- Experience working at or partnering closely with government-focused organizations such as Carahsoft, Deloitte, or Accenture Federal
- Experience structuring and growing strategic partnerships, negotiating commercial terms, and driving joint GTM initiatives
- Knowledge of customer service technology, AI/ML applications, and public-sector AI policy trends
- Existing security clearance or eligibility to obtain one where applicable
Benefits
- Flexible unlimited paid time off
- Medical, dental, and vision benefits for employees and families
- Life insurance and disability benefits
- Retirement plan dependent on country of employment
- Parental leave and fertility benefits through Carrot
- Discretionary benefit stipend and free alphorn lessons
Skills and tech stack
Questions candidates ask
Where is the company located and what is the remote policy?
Sierra is primarily an in-person company based in San Francisco, with growing offices across North America, Europe, and Asia. The role requires the ability to travel across the US, Canada, and UK as needed.
What is the salary and compensation structure for this position?
The position offers a salary range of $210K to $250K alongside equity opportunities. Eligible full-time employees can participate in equity plans subject to applicable policies.
What benefits are provided to employees?
Full-time employees receive flexible unlimited paid time off, medical, dental, and vision benefits, life insurance, disability benefits, and a retirement plan. Additional offerings include parental leave, fertility benefits through Carrot, a discretionary benefit stipend, and free alphorn lessons.