Director, Public Sector Partners & Strategic Business Development

  • Tysons Corner, VIRGINIA
  • Full-time

Company Description

MicroStrategy transforms organizations into intelligent enterprises through data-driven innovation. We match smart people to dynamic projects and technologies that truly challenge their talents. Curious and creative in outlook, our success is built on the talent and energy of smart and driven people. MicroStrategy (Nasdaq: MSTR) is a worldwide leader in enterprise analytics and mobility software. A pioneer in the BI and analytics space, MicroStrategy delivers innovative software that empowers people to make better decisions and transform the way they do business. We provide our enterprise customers with world-class software and expert services so they can deploy unique intelligence applications.

Job Description

The Role:  As MicroStrategy’s Partner and Strategic Business Development Director, you will establish, build, and manage the public sector partner program and processes to ensure consistent MSTR partner license revenue growth. In addition, you will be responsible for identifying, capturing, and managing strategic opportunities within the U.S. Federal and State, Local, and Education (SLED) markets. This is a Director level position reporting to the Senior Vice President Public Sector that will have responsibility for a revenue number. 

Your Focus (include but not limited to):  

  • Develop and maintain a partner program that is aligned with both regional and corporate sales goals.  
  • Work with sales to ensure success of the partner revenue and regional targets  
  • Recruit qualified partners to grow MicroStrategy products and services utilization in the public sector market. 
  • Coordinate with MicroStrategy Partner Team to enable partners for MicroStrategy pre-sales, sales, professional services, and product and technical implementation. 
  • Establish and perform targeted lead generation marketing events with assigned partners by coordinating with marketing  
  • Achieve / Exceed quarterly and annual quotas.  
  • Work with internal and partner teams to lead RFI/RFP/RFQ response cycles, acting as a coordinator for all partner-related pursuits 
  • Provide strategic business development support through ‘over the horizon’ business development cycles—working with leadership to develop long-term strategy, execution plans, and assistance in the plan execution. 


Required Experience and Skills

Motivation, Innovation, Passion, Integrity, Teamwork, Customer-Focus

You should also bring the following:


  • Bachelor’s degree or equivalent  
  • 7 + years' experience working with and managing VAR/Resellers/SIs.  
  • Strong record of achieving/exceeding revenue quota while collaborating with partners. 
  • Excellent communication, presentation (PPT) and relationship building skills.  
  • Must be willing to travel up to 20%.  
  • Must be self-starter, motivated and results oriented. 
  • Able to work independently within a matrix organization. 
  • Experience in working with partners from recruitment to enablement to business development to closure of deals.  
  • Experience with Business Intelligence systems or relational database management systems a plus. 

Additional Information

MicroStrategy is an Equal Employment and Affirmative Action employer F/M/Disability/Vet/Sexual Orientation/Gender Identity. All qualified applicants will receive consideration for employment without regard to race, creed, color, religion, national origin, sexual orientation, gender identity, disability, veteran status, sex age, genetic information, or any other legally-protected basis.

MicroStrategy is an Equal Employment /Affirmative Action employer and provides reasonable accommodation for qualified individuals with disabilities and disabled veterans in job application procedures. If you have any difficulty using our online system and you need an accommodation due to a disability, you may contact us about your interest in employment at 703-848-8600.

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