cursor - Strategic Partnerships & Growth Lead — COCOM / SOF
Requirements
• Active TS/SCI — candidates without an active TS/SCI will not be considered • 5+ years of channel sales, BD, or partnership management experience inside the defense industrial base with direct exposure to COCOM or SOF-aligned programs • Existing 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 • Understanding 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 • Track record of standing up or expanding channel and partner relationships that drove material software or technology revenue ($500K+) in the COCOM or SOF ecosystem • Comfortable 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) • Polygraph on file • Prior active duty or civilian service in a SOF unit, JSOC, SOCOM, or geographic COCOM in a software, data, or technology capacity • Experience selling developer tools, AI/ML platforms, or SDLC tooling through or alongside SOF-focused primes or technology companies • Existing relationships at USSOCOM (MacDill), JSOC (Fort Liberty), AFSOC (Hurlburt), or a geographic COCOM J6 or innovation office • Familiarity with SOCOM's technical community: SOFWERX, NavalX portfolio, SOF innovation challenges, and rapid prototyping mechanisms • Network within the SOF prime ecosystem: Booz Allen BSIM, Leidos National Security Sector, CACI Intelligence & Technology Solutions, L3Harris Communication Systems
Responsibilities
• Prime Contractor & Channel Partnerships • Own 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 • Negotiate 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 • Work with prime BD and program management teams to co-sell Cursor into new COCOM and SOF contract awards at the proposal stage • Identify 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 • COCOM & SOF End-User Pull-Through • Build 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 • Engage 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 • Represent Cursor at SOF Week, SOFIC, AUSA Global Force Symposium, and AFCEA events; establish Cursor's presence in the SOF technology and acquisition community • Leverage SOCOM's unique acquisition authority — MFP-11 budget, rapid acquisition vehicles, and OTA mechanisms to move faster than conventional DoD procurement • Revenue & Pipeline • Own a revenue target for COCOM and SOF channel business • Build and manage a pipeline of prime contractor partnerships and program-level co-sell opportunities across COCOM and SOF-aligned programs • Forecast and report on channel pipeline with the same rigor as direct enterprise deals • Cross-Functional • Partner with Field Engineering on technical evaluations and POCs inside prime contractor and SOF developer environments, including air-gapped and classified network considerations • Work 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 • Channel 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
Benefits
• SOF and COCOM developer communities are among the most technically sophisticated software teams in the world — and among the most underserved by commercial developer tools. Cursor is already being used by individuals inside these communities. This role builds the formal channel motion to make it the standard, with a procurement environment that moves faster than conventional DoD acquisition when the right relationships are in place.
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