Business Development Manager, Platform Growth (5748)

SMX partners with leading software and ISV companies to package their technology with SMX’s accreditation and authorization platform into buyable, mission-ready solutions for Department of War, Federal Civilian, and Intelligence Community customers. This role runs that partner-led growth motion across a portfolio of ISV partners to drive net-new business-to-government revenue and expanding the customer relationships SMX already supports.

This is a growth role. You are more commercial than technical, you carry a quota, and you build repeatable partner motions rather than one-off deals. Your primary focus is net-new B2G revenue built jointly with ISV partners; your force multiplier is equipping SMX’s delivery and account teams to identify and convert growth within existing engagements. You work cross-functionally with capture, technical, delivery, and partnership teams to shape and win joint opportunities.

Essential Duties and Responsibilities

• Build sell-with business across the partner portfolio. Package priority ISV partners with SMX into buyable solutions for government customers, and grow each account from the first win outward.
• Carry the number. Own a quota tied to net-new B2G partner business, and build and manage the pipeline that feeds it.
• Build the business case and account plans. Develop the joint value proposition and account plans that turn a partnership into durable, long-term revenue rather than a single transaction.
• Enable partner technology and co-sell. Work cross-functionally to onboard partner technology and drive the co-sell motion between SMX and its partners.
• Align the pursuit team. Bring capture, technical, and sales resources together with partners to shape and expand joint business.
• Run partner co-sell responsibly. Drive co-sell with cloud marketplaces, distributors, and technology partners, navigating partner-neutrality and organizational-conflict-of-interest considerations, and confirming resource commitments before reaffirming them to customers or partners.
• Own the growth narrative. Articulate how a partner’s technology combined with SMX’s authorization platform reaches ATO across FedRAMP High, IL5, and IL6 — enough to sell the path credibly and pull in technical SMEs to prove it.
• Build the pipeline. Advance a qualified, partner-sourced pipeline of DoW opportunities, with Federal Civilian and IC pursuits as growth vectors.
• Coach delivery and account teams. Equip customer-facing teams to identify and surface growth signals within existing engagements through consultative selling.
• Run expansion playbooks. Partner with those teams to convert growth signals into scoped, qualified opportunities.
• Be the single point of accountability. Serve as the cross-functional partner executive who builds trust, drives retention, and owns escalations across both the partner relationship and SMX. This is an enablement role, not a people-management role.
• Represent SMX externally in partner briefings, customer meetings, and industry settings, and stay current on the partner technology and modern software delivery landscape.

Required Skills & Experience 

• Clearance: Ability to obtain and hold a U.S. Government security clearance; active Secret preferred given DoW pursuits, with Top Secret / SCI eligibility a plus for IC growth vectors.
• Education: Bachelor’s degree in business, a technical discipline, or commensurate work experience.
• Experience: At least eight (8) years in business development, capture, partner/channel sales, or technical sales in a federal solutions environment, including time personally carrying and closing a quota.
• Partner / ISV growth: Demonstrated success building sell-with or co-sell business with ISV or technology partners — ideally running more than one partner motion at once.
• Account expansion: Track record of land-and-expand growth, and of enabling customer-facing teams to surface and convert expansion within existing engagements.
• Federal co-sell fluency: Experience with federal distributor and cloud marketplace co-sell motions, and with partner-neutrality and OCI dynamics.
• Authorization literacy: Working familiarity with federal authorization pathways (FedRAMP, IL4/IL5/IL6, ATO) — enough to sell the value proposition and orchestrate the SMEs who own the detail, without needing to build it yourself.  
• Cross-functional orchestration: Proven ability to align capture, technical, delivery, and partner teams toward a joint pursuit without owning those functions.
• Excellent verbal, written, and visual communication, including the ability to build business cases and present to executives, partners, and customers.
• Ability to create structure and repeatable motion under ambiguity. 

Desired Skills & Experience 

• Experience selling or delivering within DoW / DoD, with Federal Civilian and IC relationships a strong plus.
• Prior experience standing up a partner motion, channel program, or solution offering from early stage.
• Experience coaching or enabling sellers or delivery teams on consultative growth.
• Familiarity with agentic AI, LLM tooling, and modern software delivery — enough to be conversant with the partners in the portfolio.
• Familiarity with a formal sales methodology (MEDDIC / MEDDPICC or comparable).
• Experience with AWS GovCloud and marketplace transactions.

Career Level: BD05
Funding: Firm