Strategic Partnership Manager


With a legacy of more than 100 years, Janes provides the only single resource for comprehensive, unclassified and up-to-date intelligence on military equipment in production and use around the globe. By structuring and connecting this data to the inventories for more than 190 countries, Janes is uniquely positioned to provide our customers with timely, accurate, validated intelligence to support entity recognition, capability assessment and market analysis.

Janes is a leading provider of timely and assured data, information, analysis and forecasts for Defence & National Security organisations globally.

Position Summary:

The strategic partnership Manager (SPM) is responsible for identifying and recruiting Janes partners in the government contracting and federal system integrator community. These new partners will work with the SPM to drive Janes solutions that deliver valuable customer outcomes. The SPM will help partners scale their customer success practices to drive consumption of Janes offerings. The SPM will act as a trusted advisor for the partners and will focus on winning the hearts and minds of partners’ Executives and teams to positively influence capacity, capability, promotion, transaction and deployment of Janes solutions.

The SPM will build actionable relationships with the partners’ leaders, including sales, pre-sales, delivery and post sales departments. The SPM will engage with partners and will be responsible for building and executing a practice and business development plan, including contributing to a marketing and sales plan. The SPM will also track project developments as solutions at customers.

General Job Duties:

The SPM will execute against sales goals and partnership SLAs with respect to forecasting and revenue attainment. This involves qualifying and disqualifying business opportunities, identifying customer needs and requirements, learning customer decision processes and cadences, creating and maintaining account plans, developing value propositions where necessary, proactively managing customers, supporting close plans for forecasted business, and fully comprehending the Janes unique value proposition.

Specific Job Duties:

Be responsible for the overall plan for business expansion through systems integrators in the federal space (measured against revenue targets) in United States

  • Build strong practice on Janes with key Federal System Integrators and increase participations in RFPs.
  • Identify and target key strategic alliance partners across US for all Federal business.
  • Engage alliance organizations – inspire and influence them to partner with Janes and deliver joint propositions
  • Develop shared business plans with key partners, collaborating with other functions within Janes to build a virtual team passionate about these key partnerships
  • Support revenue targets, marketing campaigns and field engagement
  • Enable sales and technical capability within the partners
  • Create Janes visibility and traction within all levels of system integrators
  • Engage Sales teams to work on/support SI opportunities
  • Act as a coordination point and main driver for joint sales activities between Janes and System Integrators
  • Act as a coordination point and main driver for joint implementation and support activities


Required Education:

College Degree (advanced preferred) or equivalent combination of education and experience required

Required Experience:

  • 3+ years of experience with a successful track record in driving incremental growth supporting major federal system integrators
  • Ability to understand FSI priorities, finding opportunities for the creation of value for FSI, Customers and Janes
  • Successful consultative selling capabilities at C-level in both FSI and Customer environments
  • Good organizational skills, capable of handling tactical items while never losing sight of longer term strategic goals
  • Proven track-record of doing business with major Systems Integrators
  • Demonstrated success in achieving sales quotas and performance metrics;
  • Proficiency with MS applications required (Excel, Word and PowerPoint) and experience with CRM tools (Microsoft Dynamics or Salesforce)
  • Must be flexible with the ability to work effectively and collaboratively with all colleagues


Minimal (<10%)

For successful candidates, Janes provides a supportive, stretching and dynamic environment with the ability for you to grow rapidly both personally and professionally.  

We value diversity at Janes and are committed to equal opportunities and creating an inclusive environment for all our colleagues. We welcome applicants regardless of ethnic origin, national origin, gender, race, colour, religious beliefs, disability, sexual orientation and age. 

Or, know someone who would be a perfect fit? Let them know!

Washington DC

110 N Royal St
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Workplace & Culture

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We offer a great place to work, a place where you’re valued and together, we’re making a difference in the world. We offer a great benefits package to ensure Janes is a true employer of choice.

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