Strategic Partnerships & Growth Lead - Civilian Government

About the role

In this pivotal role, you will be tasked with enhancing Cursor's footprint within civilian government sectors. Your primary focus will be on forging and nurturing strategic alliances with prime contractors and federal consulting firms, ensuring that Cursor becomes an integral part of their software development frameworks. The ultimate goal is to position Cursor as the go-to tool for engineers engaged in government projects.

Key facts

What you'll do

• Develop and strengthen partnerships with leading prime contractors and systems integrators that cater to civilian government agencies, including but not limited to Accenture Federal Services, Deloitte Government and Public Services, Booz Allen Hamilton Civil, Leidos Civil, SAIC, CACI, Maximus Federal, Guidehouse, ICF, and contractors involved with MITRE-operated FFRDC programs.
• Negotiate and finalize various partnership agreements, such as reseller and teaming agreements, to ensure Cursor is embedded within the software delivery processes of civilian agency programs.
• Collaborate closely with the business development and program management teams of prime contractors to jointly pursue new contract opportunities within civilian agencies.
• Identify and cultivate relationships with federal consulting firms and specialized integrators that focus on civilian agencies, positioning them as channel partners for Cursor.
• Establish connections within key civilian agencies, including the Department of Homeland Security (DHS), Department of Justice (DOJ), Department of Energy (DOE), and others, targeting leadership in IT, software engineering, and digital transformation.
• Engage with Chief Information Officers (CIOs), Chief Data Officers (CDOs), and digital service offices within agencies to advocate for Cursor and influence its integration into software development standards and procurement processes.
• Represent Cursor at industry conferences and events that are pertinent to the technology landscape of civilian government.
• Manage a revenue target specifically for the civilian government channel business, while maintaining a robust pipeline of partnership and co-selling opportunities.
• Identify and pursue relevant contract vehicles, such as GSA IT Schedule 70, CIO-SP4, Alliant 2/3, and specific agency Blanket Purchase Agreements (BPAs) and Indefinite Delivery Indefinite Quantity (IDIQ) contracts.
• Collaborate with legal and compliance teams to navigate partnership agreements and plan for FedRAMP authorization.
• Work alongside Field Engineering to conduct technical evaluations and proof-of-concept demonstrations within partner and agency environments.
• Communicate feedback and product requirements from developers in civilian agencies to the product roadmap team to inform future developments.

Requirements

• Must possess an active Secret clearance.
• Must be a US Citizen.
• Have a minimum of 5 years of experience in channel sales, business development, or partnership management specifically within the federal civilian government sector, with direct involvement in Cabinet-level agency initiatives.
• Established relationships with at least one prime contractor or systems integrator that operates within the civilian agency market.
• Demonstrated knowledge of civilian government procurement processes, including GSA Schedule 70, IDIQ vehicles, agency-specific BPAs, and the significance of FedRAMP.
• Proven success in establishing or expanding channel or partner relationships that have generated at least $500,000 in software or technology revenue within the civilian federal market.
• Comfortable interacting with both prime contractors and personnel from end-user agencies.

Nice to have

• Hold an active TS/SCI or Department of Energy (DOE) Q clearance.
• Previous experience working within a Cabinet-level civilian agency in roles related to software, IT, data, or digital transformation.
• Experience in selling developer tools, AI/ML platforms, or software development lifecycle (SDLC) tools through or in collaboration with civilian federal prime contractors.
• Existing connections within agencies such as DHS, DOJ (including FBI, DEA, or USMS), DOE (NNSA or national laboratories), or Treasury/HHS digital service offices.
• Familiarity with FedRAMP authorization processes and the ability to discuss a vendor's roadmap with procurement teams in civilian agencies.
• A network within the civilian federal prime ecosystem, including firms like Accenture Federal Services, Deloitte GPS, Booz Allen Civil, Leidos Civil, and SAIC Civil.
• Understanding of the culture and procurement practices of DOE national laboratories.

Skills & tools

• Expertise in federal government sales and partnerships
• Proficiency in channel sales and business development
• Strong contract negotiation skills
• In-depth knowledge of procurement processes, including GSA Schedules, IDIQs, and BPAs
• Familiarity with FedRAMP requirements
• Experience with developer tools, AI/ML platforms, and SDLC tooling

Practical notes

This position necessitates an active Secret clearance and requires US Citizenship.