Senior Technology 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 connect the systems where manufacturers plan, source, qualify, collaborate and execute. Technology alliances can place Exostar inside the enterprise workflows of primes and suppliers while extending partner platforms into the defense-specific requirements that horizontal software does not address

As a Senior Technology Alliances Manager, you will build a focused portfolio of software, cloud and technology alliances that produces differentiated joint solutions, strategic integrations, marketplace and co-sell leverage, qualified pipeline and recurring revenue. This role spans commercial and technical leadership: identify where Exostar creates mutual value, develop the business case, align product roadmaps, negotiate the operating model, launch the partnership and scale field execution.

The initial portfolio is expected to include enterprise platforms and manufacturing technologies such as Microsoft, SAP, Oracle, Infor, Dassault Systèmes, Siemens, Service Now, IBM, PTC, Deltek and selected cloud, data, cybersecurity and integration providers. The successful candidate will prioritize partners based on customer overlap, product complementarity, Federal and A&D readiness, integration feasibility, go-to-market commitment and revenue potential.

• Alliance strategy and recruitment. Map Exostar’s portfolio against ERP, PLM, MES, procurement, cloud, identity, security, data and collaboration ecosystems. Prioritize partnerships by strategic fit, customer value, technical feasibility and economic return.
• Joint solution design. Partner with Product and Engineering to define interoperability, APIs, connectors, data models, reference architectures, certification requirements and differentiated use cases. Keep the business outcome—not the integration itself—as the organizing principle.
• Business-case ownership. Quantify addressable customers, expected pipeline, implementation effort, ongoing support, cloud consumption, marketplace economics and partner investment before committing roadmap capacity.
• Product-roadmap alignment. Establish mutual roadmap priorities, dependencies, decision rights and release milestones. Translate field demand into actionable product input without allowing a single partner to distort Exostar’s strategy.
• Commercial models. Develop and negotiate co-sell, referral, resale, OEM, embedded, marketplace and consumption models with Legal, Finance, Product and Sales. Define ownership of the customer, data, support, implementation and renewals.
• Go-to-market execution. Build partner-specific value propositions, account maps, sales plays, launch plans, campaigns and pursuit motions. Equip both field organizations to identify, qualify and advance joint opportunities.
• Cloud and Federal readiness. Coordinate marketplace listings, partner program requirements, security reviews and relevant FedRAMP, DoD, CUI, export-control and regulated-workload considerations.
• Lifecycle and governance. Lead partners from identification and business-case approval through contracting, integration, launch, enablement, growth and performance review. Escalate delivery, support, security and roadmap risk early.
• Performance management. Maintain scorecards covering integration milestones, solution adoption, enabled sellers, marketplace activity, sourced and influenced pipeline, bookings/ARR, customer outcomes and return on engineering and GTM investment.

• Focus the portfolio. Create a fact-based partner thesis and executive-backed plans for the highest-value technology relationships.
• Define joint solutions. Establish…