Director, Alliances; SLED & Enterprise

Director, Alliances (SLED & Enterprise)

Full Time Director Annapolis, MD, US

Salary Range: $ To $ Annually

For over 50 years, Blackwood has supported risk leaders as a trusted Technology Broker, delivering proven cybersecurity and data solutions for the nation’s most critical missions. We provide domain insight, structured evaluations, lab testing, and systems architecture while working directly with leading technology manufacturers to align, validate, and stand behind our recommendations.

In support of our FY30 Strategic Growth Plan, we are seeking a Director, Alliances (SLED & Enterprise) to lead how Blackwood grows through its partner ecosystem across state, local, education, and enterprise markets. This leader will build, activate, and mature strategic partner relationships that improve market access, sharpen territory execution, and increase coverage across priority accounts.

This is a growth role. Not a support function. This leader will treat alliances like a market‑facing motion, selling Blackwood’s value into the partner ecosystem, aligning partners early to territory strategy, and ensuring Sales and Marketing enter priority markets with the right backing in place.

Success in this role will be measured by the strength of Blackwood’s strategic partner coverage, the quality of partner alignment to territory and account priorities, and the extent to which alliance activity improves market access, pipeline influence, and execution across SLED and enterprise growth motions.

• Own partner strategy across SLED and enterprise markets, with clear focus on the partners, routes, and motions required to support Blackwood’s growth priorities.
• Build strategic relationships across OEM and partner ecosystems that expand Blackwood’s access, relevance, and execution strength in target markets.
• Sell Blackwood’s value into strategic partners and align joint efforts to partner priorities, field motions, and account plans.
• Establish partner onboarding, compliance, and operating standards that support durable, scalable alliance execution.
• Align with Sales and Marketing leadership on territory plans, ensuring partner strategy supports market priorities, account coverage, and execution in the field.
• Lead account mapping and partner-supported go-to-market motions across priority SLED and enterprise accounts.
• Activate campaigns, MDF programs, and partner initiatives that support account access, market presence, and pipeline development.
• Ensure partner activity is tied to account progression, pipeline influence, and measurable go-to-market outcomes.

• Partner closely with Sales, Marketing, and executive leadership to ensure alliance strategy is integrated into Blackwood’s broader growth model.
• Maintain operating rigor across partner management, program execution, and follow-through.
• Navigate conflict, ambiguity, and execution gaps without losing accountability for outcomes.
• Build the structure, alignment, and repeatable operating rhythms required to scale alliance execution over time.

• Willingness to complete a background check
• Bachelor’s degree or equivalent professional experience
• 7+ years of experience in alliances, channel, partner management, or business development roles within cybersecurity, enterprise technology, or a closely related market
• Demonstrated experience leading partner strategy across OEM, channel, or ecosystem relationships and driving measurable business outcomes
• Experience supporting both SLED and enterprise go-to-market motions in a complex sales environment
• Strong executive presence with the ability to build credibility across internal leaders, field teams, and external partners
• Strong communication skills, sound judgment, and operational discipline

• Established relationships within key OEM, channel, or cybersecurity partner ecosystems
• Experience operating in a broker, advisory, or multi-vendor environment
• Experience building partner governance, operating cadences, and cross-functional execution models
• Strong ability to translate partner strategy into territory execution and pipeline influence
• Comfort working across executive stakeholders, sellers, and marketing teams in a high-accountability environment
• Ability to work regularly in a hybrid capacity within the DC Metro / Annapolis area