Cursor11 дней назад
Strategic Partnerships & Growth Lead — DoW / COCOM & SOF
Полная занятостьУдалёнка
Обязанности
- 01Own and grow Cursor's relationships with prime contractors and integrators focused on COCOM and SOF programs: Booz Allen Hamilton, Leidos, CACI, SAIC, L3Harris, PAE, Peraton, and specialized SOF technology companies
- 02Negotiate and close partnership agreements, reseller arrangements, teaming agreements, and approved vendor designations that embed Cursor into software delivery workflows on COCOM and SOF-supported programs
- 03Work with prime BD and program management teams to co-sell Cursor into new COCOM and SOF contract awards at the proposal stage
- 04Identify and develop relationships with SOF-focused commercial technology companies and accelerators (SOFWERX, NavalX, AFWERX portfolio companies) that can serve as channel partners or integration points
- 05Build relationships inside USSOCOM (MacDill AFB), JSOC (Fort Liberty), AFSOC, MARSOC, NSWC, and the geographic COCOMs (INDOPACOM, EUCOM, CENTCOM) at the J6, J2, and software/innovation lead level
- 06Engage SOF AT&L, USSOCOM's acquisition community, and command innovation offices to build awareness and preference for Cursor within SOF software development standards and acquisition pipelines
- 07Represent Cursor at SOF Week, SOFIC, AUSA Global Force Symposium, and AFCEA events; establish Cursor's presence in the SOF technology and acquisition community
- 08Leverage SOCOM's unique acquisition authority — MFP-11 budget, rapid acquisition vehicles, and OTA mechanisms to move faster than conventional DoD procurement
- 09Own a revenue target for COCOM and SOF channel business
- 10Build and manage a pipeline of prime contractor partnerships and program-level co-sell opportunities across COCOM and SOF-aligned programs
- 11Forecast and report on channel pipeline with the same rigor as direct enterprise deals
- 12Partner with Field Engineering on technical evaluations and POCs inside prime contractor and SOF developer environments, including air-gapped and classified network considerations
- 13Work with Cursor's legal and compliance teams on teaming agreements, vendor qualification, and IL4/IL5/classified environment requirements relevant to COCOM and SOF program needs
- 14Channel SOF developer feedback and mission-critical product requirements back to Cursor's roadmap team — these communities will push the product further than any other segment
Требования
- 01Active TS/SCI — candidates without an active TS/SCI will not be considered
- 025+ years of channel sales, BD, or partnership management experience inside the defense industrial base with direct exposure to COCOM or SOF-aligned programs
- 03Existing relationships at one or more prime contractors or technology companies active in the COCOM and SOF market at the BD, program management, or technical leadership level
- 04Understanding of SOCOM's unique acquisition environment: MFP-11 budget authority, SOF AT&L, SOFWERX rapid prototyping, and OTA mechanisms specific to USSOCOM and the geographic COCOMs
- 05Track record of standing up or expanding channel and partner relationships that drove material software or technology revenue ($500K+) in the COCOM or SOF ecosystem
- 06Comfortable navigating both the prime-facing channel layer (BD, program managers, contracting) and the end-user pull-through layer (SOF developers, J6 tech leads, command innovation offices)
- 07Polygraph on file
- 08Prior active duty or civilian service in a SOF unit, JSOC, SOCOM, or geographic COCOM in a software, data, or technology capacity
- 09Experience selling developer tools, AI/ML platforms, or SDLC tooling through or alongside SOF-focused primes or technology companies
- 10Existing relationships at USSOCOM (MacDill), JSOC (Fort Liberty), AFSOC (Hurlburt), or a geographic COCOM J6 or innovation office
- 11Familiarity with SOCOM's technical community: SOFWERX, NavalX portfolio, SOF innovation challenges, and rapid prototyping mechanisms
- 12Network within the SOF prime ecosystem: Booz Allen BSIM, Leidos National Security Sector, CACI Intelligence & Technology Solutions, L3Harris Communication Systems