Strategic Partnerships Lead

Istari Digital, Inc.

Job Overview

Location

DMV (Washington, D.C., Maryland, Virginia) (Remote Hybrid)

Job Type

Full-time

Full Job Description

📋 Description

• Istari Digital is at the forefront of digital engineering, empowering organizations to transform the physical world into a digital realm for achieving critical mission and business objectives. Our foundational vision is to establish open, scalable digital engineering ecosystems where innovative technologies and systems can be developed digitally, unhindered by the traditional constraints of cost and time. We are building the premier platform for engineering model sharing, enabling customers to seamlessly and securely integrate their models across diverse engineering disciplines, organizational boundaries, and security classifications. At Istari, we are driven by a passionate commitment to realizing the world's first open and scalable industrial metaverse. Whether our clients are engaged in prototype design, virtual testing, or the training of AI and autonomous systems for intricate applications, we recognize that embracing digital transformation will yield significant savings in time and resources, while also minimizing environmental impact.
• As a Strategic Partnerships Lead, you will be instrumental in cultivating, nurturing, and operationalizing Istari's ecosystem of strategic technology partners. This encompasses a broad spectrum of collaborators, including leading engineering tool providers, agile channel partners, and prime contractors actively pursuing substantial federal contracts. Your primary focus will be to bolster capture efforts and drive long-term market expansion through these strategic alliances.
• This pivotal role operates at the dynamic intersection of strategic partnerships, sales enablement, and technical strategy. You will be tasked with forging robust teaming relationships, meticulously crafting compelling joint value propositions, and providing critical support to capture teams. Your objective will be to effectively position Istari and its partners as uniquely differentiated, mission-aligned solutions capable of addressing the complexities of large-scale government programs.
• The ideal candidate will possess a deep understanding of federal teaming environments, demonstrating a proven ability to navigate and succeed within this landscape. You will also exhibit strong technical fluency within engineering software ecosystems, enabling you to articulate the value and integration capabilities of Istari's platform and its partners' offerings. A key aspect of this role involves translating the potential of these partnerships into tangible capture advantages, directly contributing to the success of our business development initiatives.
• You will be responsible for identifying, evaluating, and onboarding new strategic partners that align with Istari's growth objectives and technological roadmap. This includes conducting thorough due diligence, negotiating partnership agreements, and establishing clear performance metrics to ensure mutual success.
• Developing and executing joint go-to-market strategies with key partners will be a core responsibility. This involves collaborating on marketing initiatives, sales enablement programs, and co-selling opportunities to maximize market penetration and revenue generation.
• You will serve as a primary point of contact for strategic partners, fostering strong, collaborative relationships built on trust and shared success. This includes regular communication, performance reviews, and proactive problem-solving to address any challenges that may arise.
• Internally, you will act as a champion for the strategic partnerships program, educating internal teams on the value and capabilities of our partners and facilitating effective collaboration between our sales, engineering, and product teams.
• You will continuously monitor market trends, competitive landscapes, and emerging technologies within the digital engineering and industrial metaverse space to identify new partnership opportunities and refine our partnership strategy.
• The role requires a proactive and results-oriented approach, with a strong emphasis on driving measurable outcomes from partnership activities, including pipeline generation, revenue growth, and market share expansion.
• You will contribute to the development of Istari's overall business strategy by providing insights and recommendations derived from your extensive engagement with partners and the broader market ecosystem.
• While Istari is a distributed team, we value in-person connection to build trust. This role will require occasional travel for team gatherings, off-sites, and critical partner engagements, particularly within the DMV area and potentially to our engineering headquarters in Cambridge, MA.

🎯 Requirements

• Proven experience in building and managing strategic technology partnerships, particularly within the federal government contracting space.
• Strong technical understanding of digital engineering software, model-based systems engineering (MBSE), and related technologies.
• Demonstrated ability to develop and execute joint go-to-market strategies and drive measurable business outcomes.
• Excellent communication, negotiation, and interpersonal skills, with the ability to build rapport and influence stakeholders at all levels.
• Experience in the federal capture process and understanding of federal acquisition lifecycles.

🏖️ Benefits

• Competitive salary and equity package.
• Comprehensive health, dental, and vision insurance.
• Generous paid time off and holidays.
• Opportunities for professional development and continuous learning.
• Remote and hybrid work flexibility within the DMV area.

Skills & Technologies

Senior

Remote

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Istari Digital, Inc.

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About Istari Digital, Inc.

Istari Digital develops an AI-driven engineering platform that unifies physics-based modeling, machine learning, and systems engineering to accelerate design, verification, and certification of complex hardware and software products for aerospace, defense, and industrial markets.

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