Senior Consulting 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 help primes, Tier 1 and Tier 2 manufacturers find qualified capacity, onboard suppliers faster and coordinate production across the Defense Industrial Base. Consulting and systems-integration partners can multiply that impact by making Exostar part of larger supply-chain, cyber, ERP and manufacturing-transformation programs.

The senior Consulting Alliances Manager will build a focused portfolio of consulting, advisory and systems-integration alliances that creates measurable pipeline, wins strategic programs and expands Exostar adoption. This is a zero-to-one commercial role: select the right partners, earn executive sponsorship, create repeatable joint offerings and sales plays, and convert them into qualified opportunities and recurring revenue.

Initial partner landscape

The initial portfolio is expected to include global consultancies, Federal integrators and A&D specialists such as Accenture, Deloitte, Booz Allen Hamilton, CACI, Leidos, IBM Consulting, Capgemini, PwC, EY, KPMG, Cognizant, NTT DATA, CGI and Guidehouse. The successful candidate will sharpen the portfolio based on market access, solution fit, delivery capability and economic potential—not logo prestige alone.

Responsibilities: Your day if you join us:

• Partner strategy and recruitment. Assess market whitespace; prioritize consulting partners by customer access, sector credibility, solution adjacency, delivery capacity and revenue potential. Build executive-level recruitment cases and negotiate mutual commitments.
• Joint business planning. Create annual partner plans with target accounts, use cases, offerings, pipeline goals, enablement requirements, marketing actions, governance and clear economics for both parties.
• Solution and offering development. Work with partners and Exostar Product, Sales and Customer Success to package Exostar into consulting-led offerings for supply-chain transformation, supplier qualification, cybersecurity, compliance, cloud modernization and operational resilience.
• Co-sell execution. Run account mapping and whitespace reviews; originate opportunities; engage partner account teams early; build shared pursuit strategies; and stay involved through qualification, solutioning, commercial alignment and close.
• Partner enablement. Equip partner sellers, industry leaders, architects and delivery teams with role-specific messaging, discovery guides, solution positioning, reference architectures, demonstrations and customer evidence.
• Executive relationships. Develop durable sponsorship across each partner’s A&D, manufacturing, Federal, cyber and supply-chain practices. Connect partner executives with Exostar leaders and strategic customers where appropriate.
• Commercial and operating model. Define referral, co-sell, resale, services and subcontracting motions with Finance and Legal. Establish opportunity rules, attribution, data handling, escalation and conflict-management practices.
• Performance management. Maintain an objective partner scorecard covering activation, trained practitioners, sourced and influenced pipeline, bookings/ARR, delivery quality, customer outcomes and return on Exostar investment.
• Market intelligence. Translate partner and customer insight into recommendations for product priorities, packaging, pricing, M&A and go-to-market strategy.

In your first 12 months you will:

• Focus the portfolio. Tier the target partners, define the investment thesis and establish executive-backed account plans for the highest-potential relationships.
• Activate joint routes to market. Launch partner-specific value propositions and sales plays around DIB capacity, A&D source-to-pay, supplier onboarding, CUI protection and secure collaboration.
• Build qualified pipeline. Produce attributable partner-sourced and partner-influenced opportunities with named customers, buying problems, next steps and shared pursuit plans.
• Create repeatability. Stand up governance, enablement, account mapping, opportunity registration, field engagement and quarterly business reviews.
• Prove delivery readiness. Ensure priority partners can position, scope and support Exostar-enabled transformation without creating customer or delivery risk.

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

Must‑Haves

• Eight or more years in strategic alliances, partner business development, enterprise software sales or consulting, including direct responsibility for consulting/SI relationships.

• Demonstrated record creating partner-sourced or partner-influenced enterprise pipeline and revenue; able to distinguish relationship activity from commercial outcomes.

• Experience building joint offerings and mobilizing partner industry, sales, solution and delivery teams—not only negotiating agreements.

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

• Executive presence and credibility with senior partner leaders and customer executives; strong written, presentation and negotiation skills.

• Ability to lead cross-functional work without direct authority and to operate comfortably in an evolving, high-accountability environment.

• Bachelor’s degree or equivalent relevant experience; ability to travel and meet applicable customer and partner access requirements.

Preferred Qualifications:

• Existing relationships with A&D, Federal or manufacturing leaders at one or more priority partners.
• Experience with source-to-pay, ERP, PLM, MES, supplier collaboration, identity, CMMC/NIST 800-171, CUI or secure-cloud programs.
• Prior experience inside a GSI, Federal integrator or enterprise SaaS alliance organization.
• Experience defining partner economics, services attach, co-sell attribution and account-conflict rules.

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 pay range for this position is $150,000k - $170,000k/yr; 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).

About Exostar

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.