Partnerships Manager, Technology

Consequential Work. Dedicated People.

Why This Role Exists

Our mission is to modernize military planning and empower joint staffs across the U.S. and allied defense ecosystem to operate with speed, intelligence, and precision. Delivering on this mission requires our software to work seamlessly with cloud providers, mission infrastructure platforms, and frontier artificial intelligence models.

Reporting to the Head of Partnerships, this individual contributor role will manage day-to-day execution across key technology partnerships. You will coordinate joint initiatives, track progress and dependencies, and keep internal teams and partners aligned on responsibilities and next steps.

You will work closely with engineering, product, and field teams to translate technical requirements into actionable partner plans. Drawing on your technical knowledge, you will help evaluate integration options, identify issues, and coordinate solutions with the appropriate teams. Through relationships with cloud service providers, deployment partners, and frontier AI labs, you will help ensure our software integrates securely and reliably into mission-critical customer environments.

What You’ll Do

• Serve as the dedicated owner for strategic technology relationships, steering technical alignment and operational coordination with cloud hyperscalers, defense platform providers, and frontier AI model organizations.

• Utilize in-depth knowledge within technical partnerships and cloud platforms to provide sound guidance and direction for our ecosystem integrations.

• Serve as the first line of defense to triage complex integration and operational challenges for Product and Engineering, assessing technical and contractual options to deliver actionable solutions.

• Shape direction across cross-functional teams through domain insight, driving measurable improvements in integration delivery, partner workflows, and decision-making.

• Influence team-level outcomes through subject matter leadership and close collaboration with Field CIOs, Product Managers, and Solutions Architects.

• Manage partner commitments, co-sell, partner incentive programs, and infrastructure spend to optimize resource efficiency and joint value creation.

• Translate customer operational requirements into concrete co-engineering roadmaps, joint architectures, and joint go-to-market (GTM) enablement activities.

• Maintain an end-to-end operational cadence for all partner engagements, managing milestones, joint proofs of concept, and partner governance.

Minimum Qualifications

• 5+ years of experience in technical partnerships, partner solutions architecture, or alliance management within cloud infrastructure, enterprise SaaS, or defense technology.

• Willingness and ability to travel: This role may be required to travel up to 25 % of the time to meet with prospective partners.

• Direct background managing Independent Software Vendor (ISV) relationships, co-sell initiatives, or partner programs at a major cloud hyperscaler (AWS, Google Cloud, or Microsoft Azure).

• Working familiarity with modern cloud architecture, APIs, containerized environments, and enterprise software deployment models.

• Commercial acumen with hands-on experience navigating partner commitments, cloud marketplace economics, and infrastructure spend.

• Demonstrated ability to resolve complex challenges using analytical thought and to shape cross-functional alignment across technical and business stakeholders.

• Strong communication and stakeholder management skills, with the ability to convey complex technical concepts clearly to diverse audiences.

• Ability to obtain and maintain a U.S. security clearance (U.S. citizenship required based on defense customer requirements).

Preferred Qualifications

• Practical experience navigating defense software deployment frameworks and security baselines, such as Second Front Systems (Game Warden), Defense Unicorns (Zarf/Leapfrog), or DoD Impact Levels (IL4/IL5/IL6).

• Working knowledge of frontier AI model deployment, retrieval-augmented generation (RAG) workflows, and large language model (LLM) integration within secure or air-gapped environments.

• Active hyperscaler technical or partner certifications (e.g., AWS Certified Solutions Architect, Google Cloud Professional Cloud Architect).

• Experience operating within high-growth, high-trust technology environments supporting critical national security or public sector missions.

Indicators of Success

This role will evolve as priorities change, but the outcomes below reflect what success typically looks like in the first six months.

A successful Partnerships Manager, Technology will:

• Establish clear operating cadences across priority relationships (AWS, Google Cloud, Defense Unicorns, Second Front Systems, and frontier AI providers), eliminating handoff gaps and establishing transparent progress tracking.

• Deliver a unified technical roadmap and governance plan aligning partner capabilities directly with Onebrief’s product and field deployment priorities.

• Resolve active technical and architectural integration roadblocks by evaluating complex alternatives, driving measurable improvements in delivery velocity.

• Implement structured tracking for cloud marketplace channels and partner spend commitments, ensuring full visibility and fiscal discipline.

• Influence cross-functional outcomes by establishing trusted collaboration rhythms with Field CIOs, Product, and Engineering teams as the central subject matter authority for technology alliances.