Business Development Manager - Platform Growth

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

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The SMX salary determination process takes into account a number of factors, including but not limited to, geographic location, Federal Government contract labor categories, relevant prior work experience, specific skills, education and certifications. At SMX, one of our Core Values is to Invest in Our People so we offer a competitive mix of compensation, learning & development opportunities, and benefits. Some key components of our robust benefits include health insurance, paid leave, and retirement.

The proposed salary for this position is: