Senior Consulting 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 help primes, Tier 1 and Tier 2 manufacturers find qualified capacity, onboard suppliers faster and coordinate production across the Defense Industrial Base. Consulting and systems-integration partners can multiply that impact by making Exostar part of larger supply-chain, cyber, ERP and manufacturing-transformation programs.

The senior Consulting Alliances Manager will build a focused portfolio of consulting, advisory and systems-integration alliances that creates measurable pipeline, wins strategic programs and expands Exostar adoption. This is a zero-to-one commercial role: select the right partners, earn executive sponsorship, create repeatable joint offerings and sales plays, and convert them into qualified opportunities and recurring revenue.

The initial portfolio is expected to include global consultancies, Federal integrators and A&D specialists such as Accenture, Deloitte, Booz Allen Hamilton, CACI, Leidos, IBM Consulting, Capgemini, PwC, EY, KPMG, Cognizant, NTT DATA, CGI and Guidehouse. The successful candidate will sharpen the portfolio based on market access, solution fit, delivery capability and economic potential—not logo prestige alone.

• Partner strategy and recruitment. Assess market whitespace; prioritize consulting partners by customer access, sector credibility, solution adjacency, delivery capacity and revenue potential. Build executive-level recruitment cases and negotiate mutual commitments.
• Joint business planning. Create annual partner plans with target accounts, use cases, offerings, pipeline goals, enablement requirements, marketing actions, governance and clear economics for both parties.
• Solution and offering development. Work with partners and Exostar Product, Sales and Customer Success to package Exostar into consulting-led offerings for supply-chain transformation, supplier qualification, cybersecurity, compliance, cloud modernization and operational resilience.
• Co-sell execution. Run account mapping and whitespace reviews; originate opportunities; engage partner account teams early; build shared pursuit strategies; and stay involved through qualification, solutioning, commercial alignment and close.
• Partner enablement. Equip partner sellers, industry leaders, architects and delivery teams with role-specific messaging, discovery guides, solution positioning, reference architectures, demonstrations and customer evidence.
• Executive relationships. Develop durable sponsorship across each partner’s A&D, manufacturing, Federal, cyber and supply-chain practices. Connect partner executives with Exostar leaders and strategic customers where appropriate.
• Commercial and operating model. Define referral, co-sell, resale, services and subcontracting motions with Finance and Legal. Establish opportunity rules, attribution, data handling, escalation and conflict-management practices.
• Performance management. Maintain an objective partner scorecard covering activation, trained practitioners, sourced and influenced pipeline, bookings/ARR, delivery quality, customer outcomes and return on Exostar investment.
• Market intelligence. Translate partner and customer insight into recommendations for product priorities, packaging, pricing, M&A and go-to-market strategy.

In your first 12 months you will:

• Focus the portfolio. Tier the target partners, define the investment thesis and establish executive-backed account plans for the highest-potential relationships.
• Activate joint routes to market. Launch partner-specific value propositions and sales plays around DIB capacity, A&D source-to-pay, supplier onboarding, CUI…