Glynn Capital
Glynn Capital

Head of Channel - US Government

Palantir Technologies

Palantir Technologies

Washington, DC, USA
Posted on Saturday, November 18, 2023
A World-Changing Company
Palantir builds the world’s leading software for data-driven decisions and operations. By bringing the right data to the people who need it, our platforms empower our partners to develop lifesaving drugs, forecast supply chain disruptions, locate missing children, and more.
The Role
The partnership team builds and manages the Global System Integrators and Hyperscalers strategic relationships. As the head of the Public Sector Partnerships team, you'll help U.S. Government-focused partners scale worldwide business using Palantir software products. Additionally, you will act as a trusted advisor in the journey of identifying new opportunities, developing capabilities, solutions and service offerings along with our partners.
In this role, you will define and implement business development strategies with partners across the entire range of Palantir products and services. You’ll define the solution strategy, build cross-functional teams, foster critical relationships with the partner ecosystems and showcase Palantir’s technology to our partners and customers. Additionally, you’ll partner with Product, Legal, Compliance and Enablement teams to ensure success of the channel and will leverage your experience to transform large organizations with Palantir Technologies. Join us as we lead the democratization of data for solving the toughest challenges of our customers!

Core Responsibilities

  • Build pipeline by collaborating with the Palantir USG Sales Team and Global System Integrators to understand the needs of our customers. Deliver a creative and optimal solution for our customers using our software.
  • Develop business development plans with a clear set of priorities, joint initiatives and specific goals for growing customer pipeline, wins, and consumption.
  • Work with our partner delivery team in building the ecosystem and constant pipeline of resources to deliver proof of concepts and implementations.
  • Effectively communicate business strategy and solutions to executive-level stakeholders across Sales and Engineering.
  • Manage the channel process, setting performance metrics, forecasting and reporting Business Development growth to Senior Head of Channel.
  • Conduct sales enablement sessions for our strategic partner’s Sales and Presales teams.

What We Value

  • Demonstrated success selling Global System Integrators solutions to the U.S. Government (TCV>$100m) by designing and building go-to-market models and navigating Sales and Delivery Teams onsite and offshore.
  • Experience using Analytics solutions and services in the enterprise segment to drive ERP and Business Process.

What We Require

  • 10+ years of experience in strategy consulting, enterprise sales and/or business development and at least 5 of those years working with one of the top 3 Global System Integrators.
Life at Palantir
We want every Palantirian to achieve their best outcomes, that’s why we celebrate individuals’ strengths, skills, and interests, from your first interview to your longterm growth, rather than rely on traditional career ladders. Paying attention to the needs of our community enables us to optimize our opportunities to grow and helps ensure many pathways to success at Palantir. Promoting health and well-being across all areas of Palantirians’ lives is just one of the ways we’re investing in our community. Learn more at Life at Palantir and note that our offerings may vary by region.
In keeping consistent with Palantir’s values and culture, we believe employees are “better together” and in-person work affords the opportunity for more creative outcomes. Therefore, we encourage employees to work from our offices to foster connectivity and innovation. Many teams do offer hybrid options (WFH a day or two a week), allowing our employees to strike the right trade-off for their personal productivity. Based on business need, there are a few roles that allow for “Remote” work on an exceptional basis. If you are applying for one of these roles, you must work from the state in which you are employed. If the posting is specified as Onsite, you are required to work from an office.
Palantir is committed to promoting a culture of diversity, equity, and inclusion and is proud to be an Equal Employment Opportunity and Affirmative Action employer. We believe that all Palantirians share the responsibility of upholding our commitment to these values and encourage candidates from a wide range of backgrounds, perspectives, and lived experiences to join us in solving the world’s hardest problems. Palantir does not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. Palantir is committed to working with and providing reasonable accommodations to qualified individuals with physical and mental disabilities. Please see the United States Department of Labor’s EEO poster, EEO poster supplement and Pay Transparency Notice for additional information.