Senior Manager, Federal System Integrators

The Senior Manager, Federal System Integrators at Box will be responsible for building and nurturing partnerships with Federal System Integrators (FSIs). Key responsibilities include managing a portfolio of FSIs, developing and executing partner-led go-to-market strategies, and driving ICM and AI-powered workflows specifically tailored for Federal agencies. Additionally, you'll engage in federal procurement cycles and work collaboratively with various Box teams to ensure that FSIs can successfully deliver Box solutions.

To be considered for the Senior Manager, Federal System Integrators role at Box, candidates should have a minimum of 7 years of experience in System Integrator partner management or public sector go-to-market strategies, particularly within the Federal domain. A deep understanding of the Federal SI ecosystem and proven success in executing revenue-driving programs are also essential. Familiarity with federal procurement processes and cloud content solutions will further enhance your candidacy.

This role is pivotal in fulfilling Box's mission to advance Intelligent Content Management in the Federal sector. By fostering strategic partnerships with FSIs, the Senior Manager will help develop AI-driven workflows and secure collaboration within federal agencies, thereby transforming traditional content management practices. Your efforts will drive innovation and efficiency in how federal workplaces manage and utilize content.

The Senior Manager, Federal System Integrators at Box will work extensively with various teams, including Public Sector Sales, Box Consulting, and engineering units. You'll collaborate cross-functionally to align FSIs with Box's capabilities, enabling them to deliver optimal solutions to federal clients. This role also involves strategic alignment with key partner organizations like Google and Salesforce, making it a highly collaborative position.

As a Senior Manager, Federal System Integrators at Box, you will have numerous opportunities for professional growth. With the expanding focus on AI and content management in the public sector, you’ll gain valuable experience leading partnership strategies that impact revenue and sales execution. Additionally, the collaborative environment at Box enables continuous learning and development, positioning you to advance your career in technology and management.

To build relationships with Federal System Integrators, I would focus on understanding their business models and aligning Box's offerings with their needs. Building trust through regular communication and demonstrating value through joint initiatives would be key. Additionally, engaging in collaborative projects that showcase mutual benefits can strengthen those partnerships.

My experience with Federal procurement cycles includes navigating GSA Schedules, BPAs, and IDIQs. I understand the importance of compliance and the steps involved in RFP submissions. By maintaining strong relationships with procurement officers, I ensure that our proposals are aligned with their criteria, thereby enhancing our chances of success.

Approaching partner-led go-to-market strategies starts with thorough market analysis and understanding the capabilities of each partner. I prioritize co-developing tailored strategies that leverage the strengths of both Box and our partners, ensuring clear communication of shared goals and objectives. Regular measurement of our progress against these strategies allows for timely adjustments.

In the role of Senior Manager of Federal System Integrators, I would track several key metrics, including partner-influenced revenue, deal velocity, and overall win rates. Monitoring partner engagement through their participation in events and sales cycles is also crucial. Collectively, these metrics provide insights into the effectiveness of our partnerships and highlight areas for improvement.

Intelligent Content Management (ICM) refers to leveraging technology and AI to manage content efficiently throughout its lifecycle. It enables organizations, like those in the Federal sector, to automate processes, enhance collaboration, and ensure compliance with regulatory standards. This understanding informs my strategic approach to developing partnerships that utilize ICM.

One successful partnership I managed involved collaborating with a key Federal SI to co-create a solution for document automation. What made this partnership effective was our shared commitment to transparency and collaboration throughout the development process. Regular check-ins, joint training sessions, and measuring success together fostered trust and resulted in a successful deployment.

To drive revenue growth through FSI partnerships, I would focus on creating joint go-to-market initiatives that capitalize on both our strengths. Identifying scalable solutions, enabling partners with necessary training, and collaborating on strategic sales efforts can significantly influence ARR. Continuous evaluation of performance metrics would help optimize our strategies.

The biggest challenges in working with Federal clients often revolve around compliance, lengthy procurement processes, and bureaucratic hurdles. Understanding these intricacies helps me prepare effective strategies that align with their needs while ensuring all offerings adhere to necessary regulations. Developing strong relationships with key stakeholders can also help navigate these challenges more smoothly.

To stay updated on trends within the Federal sector, I regularly attend industry conferences, subscribe to relevant publications, and engage with professional networks. Collaborating with industry analysts and thought leaders also provides insights into emerging technologies and policy changes that may affect our strategies.

I want to work at Box as a Senior Manager because I admire the company's commitment to innovation in content management. The opportunity to contribute to transformative projects within the Federal sector aligns with my experience and passion for leveraging technology to improve workflows. I am excited about the potential to be part of a talented team that drives real change.