Senior Manager, Public Sector Partners

About the Company

Armada is the hyperscaler for the edge, delivering modular AI infrastructure from first deployment to AI factory with speed, scale and sovereignty. Named one of Fast Company's Most Innovative Companies and to the CNBC Disruptor 50, Armada’s solutions are deployed in over 60 countries globally for organizations ranging from energy to defense.

With nearly $500 million in funding to date, Armada is backed by leading investors including Founders Fund, Lux, BlackRock and Microsoft (M12), alongside strategic partnerships with Microsoft, Dell, Palantir, NVIDIA, SpaceX, and Skydio. We are building the infrastructure layer for sovereign and edge AI - rugged, deployable compute for customers that cannot rely on centralized cloud.

Working at Armada means taking ownership, driving autonomy, and delivering impact. You’ll tackle challenges that haven’t been solved before and help build something transformative from the ground up. What you do here will not only define your career but help further Armada’s mission to bridge the digital divide for customers around the world.

About the Role

As Senior Manager, Public Sector at Armada, you will lead a team while developing and executing strategic business plans across Armada's public sector partner ecosystem, spanning federal, defense, state, local, and education (SLED) markets. You will own end-to-end partner strategy across co-sell, resale, demand generation, marketing, enablement, and delivery motions for Armada's edge AI and AI infrastructure platform, building executive alignment between Armada and strategic partners, including key channel partners like Carahsoft — to establish shared priorities, investment plans, and growth objectives.

This is a senior, high-visibility role critical to Armada's public sector GTM strategy, requiring the ability to lead and develop a team while generating consistent incremental partner-sourced pipeline and revenue through joint go-to-market initiatives around Armada's edge computing, AI infrastructure, and connectivity solutions, while operating with significant autonomy and accountability across a complex, multi-stakeholder ecosystem.

Location: United States (Remote)

What You'll Do (Key Responsibilities)

• Team Leadership & People Management
• Lead, coach, and develop a team of public sector partner managers/associates, setting clear goals, expectations, and growth plans for each team member. Own hiring, onboarding, and performance management for the team as it scales. Establish team operating rhythms, coaching cadences, and career development pathways. Foster a high-performance, accountable team culture aligned with Armada's mission and values.

• Partner Strategy & Executive Alignment
• Develop and execute strategic business plans across Armada's public sector and federal partner ecosystem for Armada's edge AI and infrastructure platform. Build executive alignment between Armada and strategic partners to establish shared priorities, investment plans, and growth objectives.

• Co-Sell, Resale & Demand Generation
• Drive end-to-end partner strategy across co-sell, resale, demand generation, marketing, enablement, and delivery motions. Generate consistent incremental partner-sourced pipeline and revenue through joint go-to-market initiatives centered on edge AI, GPU capacity, and industrial/defense-grade infrastructure use cases.

• Partner Operating Rhythm
• Establish a strong operating rhythm with partners, including business reviews, pipeline inspection, action tracking, and executive engagement. Create scalable partner management processes and workflows that improve consistency, accountability, and execution.

• Relationship Management
• Build relationships across partner executive, sales, technical, marketing, and delivery organizations, including government-focused channel and distribution partners such as Carahsoft. Identify customer, partner, and marketplace trends that create opportunities for joint AI infrastructure and edge computing solutions, and new routes to market within federal and SLED accounts.

• Systems Integrator & Service Provider Enablement
• Partner with systems integrators and service providers to develop compelling consulting and implementation practices around Armada's AI infrastructure and edge computing platform. Support the development of joint offerings, campaigns, enablement programs, and account strategies aligned to public sector priorities, including sovereign AI, disconnected/contested environments, and mission-critical edge deployments.

• Cross-Functional Collaboration
• Collaborate with Armada's Sales, Marketing, Customer Success, Product, and Services teams to ensure coordinated execution across partner initiatives. Navigate competing internal and external priorities while maintaining accountability for partner outcomes and team performance.

• Performance Reporting & Executive Communication
• Use data, market insights, and performance metrics to evaluate partner health and team performance, identify execution gaps, and recommend corrective actions. Present partnership strategy, business impact, pipeline performance, team performance, and growth recommendations to senior internal and external stakeholders.

Success in this role will be measured by:

Incremental partner-sourced and partner-influenced pipeline and revenue

Effectiveness of joint co-sell, resale, marketing, and demand-generation motions around Armada's AI and edge infrastructure platform

Growth, development, and performance of the team you lead

Executive alignment and engagement across Armada and strategic public sector partners

Development and execution of joint business plans

Growth of partner-led service practices and solution offerings around Armada's technology

Strength and consistency of the partner operating rhythm, including business reviews and action follow-through

Cross-functional alignment across Sales, Marketing, Services, Customer Success, and partner teams

Overall health, productivity, and strategic value of Armada's public sector and federal partner ecosystem

Required Qualifications

10+ years of enterprise technology sales, partnerships, alliances, business development, channel, or related go-to-market experience

3-5+ years of direct people management experience, with a demonstrated track record of hiring, coaching, and developing high-performing teams

7+ years of experience in partnerships, business development, channel management, or strategic alliance roles strongly preferred

Demonstrated experience in the government, federal, defense, or SLED market within a technology company, systems integrator, or consulting organization

Proven success building and executing partner ecosystem go-to-market strategies

Experience leading strategic alliance relationships and identifying mutual business interests that create measurable growth

Deep understanding of federal and SLED contracting, procurement, sales processes, and industry trends

Strong understanding of how government integrators, distributors (such as Carahsoft), and consulting firms operate, and how AI/edge infrastructure companies can help accelerate their growth

Technical fluency in AI infrastructure, edge computing, GPU/compute capacity, and connectivity, enough to engage credibly with technical partner stakeholders and translate value to both technical and non-technical audiences

Experience selling or partnering with C-level executives and senior decision-makers

Demonstrated ability to operate across co-sell, resale, demand generation, marketing, and service-delivery motions

Highly analytical and data-driven, with a strategic mindset and a pragmatic approach to execution

Strong program management skills with the ability to establish accountability and scalable partner management processes

Executive presence and strong written, verbal, and presentation skills

Proven ability to influence without direct authority and navigate