Director of Strategic Partnership

BigBear.ai is seeking an experienced and strategic leader for the role of Director of Strategic Partnership. This position involves designing and executing a comprehensive partnership strategy to drive growth in the federal, aerospace, and defense markets. The Director will identify and engage potential partners, manage key relationships, and lead the end-to-end deal process. Collaboration with internal teams to develop joint go-to-market plans and track partnership performance is essential. The ideal candidate will have a strong background in strategic partnerships, business development, or corporate strategy, with deep knowledge of the federal government market. Exceptional communication skills and the ability to influence at the executive level are crucial. Preferred qualifications include experience at a top-tier management consulting firm and an advanced degree.

• Strategy Development: Design, develop, and execute a comprehensive partnership strategy that aligns with the company's overall growth objectives in the federal, aerospace, and defense markets
• Partner Identification & Engagement: Identify and prioritize potential partners by analyzing market trends, competitive landscapes, and customer needs. Proactively recruit, onboard, and manage relationships with these strategic partners
• Relationship Management: Build and maintain strong, long-lasting relationships with key stakeholders and executives at partner organizations, ensuring alignment and commitment to joint goals
• Deal Execution: Lead the end-to-end deal process, from initial negotiation of teaming agreements, JVs, and reseller agreements to final contract signature, in close collaboration with our Legal and Finance teams
• Go-to-Market (GTM) Collaboration: Work with internal Sales, Marketing, and Technology teams to develop and launch joint GTM plans, co-marketing initiatives, and sales enablement programs that drive pipeline and revenue through the partner channel
• Performance Tracking: Establish key performance indicators (KPIs) to measure the success of partnerships. Provide regular, data-driven updates to the executive team on the partnership pipeline, activities, and results
• Market Intelligence: Serve as a subject matter expert on the competitive landscape and partnership ecosystem, providing insights that inform BigBear.ai's corporate strategy and product direction

• Bachelor's degree in Business, Technology, or a related field
• A minimum of 5-8 years of experience in strategic partnerships, business development, corporate strategy, or a related field
• Demonstrated experience and deep understanding of the Federal Government, Aerospace, Critical Infrastructure, and/or Global Defense markets
• Thorough knowledge of the U.S. federal government sales cycle, procurement processes, and contracting vehicles (e.g., GWACs, IDIQs)
• Proven track record of successfully structuring and negotiating complex, multi-year partnership agreements that have driven measurable revenue growth
• Exceptional communication, presentation, and interpersonal skills, with the ability to influence and build credibility at the executive level

• Experience at a top-tier management consulting firm is highly preferred
• MBA or other relevant advanced degree (e.g., MPP, MS)
• An existing network of relationships within federal agencies (DoD, IC, Civilian) and major prime contractors/system integrators
• Experience in a high-growth technology or solutions-oriented company
• Ability to obtain and/or maintain a U.S. Government security clearance

BigBear.ai is a leading provider of AI-powered decision intelligence solutions for national security, supply chain management, and digital identity. Customers and partners rely on Bigbear.ai's predictive analytics capabilities in highly complex, distributed, mission-based operating environments. Headquartered in McLean, Virginia, BigBear.ai is a public company traded on the NYSE under the symbol BBAI. For more information, visit https://bigbear.ai/ and follow BigBear.ai on LinkedIn: @BigBear.ai and X: @BigBearai.

BigBear.ai is an Equal opportunity employer all protected groups, including protected veterans and individuals with disabilities.