Partner Engagement Manager, Joint Staff

About Onebrief
Onebrief is collaboration and AI-powered workflow software designed specifically for military staffs. By transforming this work, Onebrief makes the staff as a whole superhuman - meaning faster, smarter, and more efficient.

We take ownership, seek excellence, and play to win with the seriousness and camaraderie of an Olympic team. Onebrief operates as an all-remote company, though many of our employees work alongside our customers at military commands around the world.

Founded in 2019 by a group of experienced planners, today, Onebrief's team spans veterans from all forces and global organizations, and technologists from leading-edge software companies. We've raised $123m+ from top-tier investors, including Battery Ventures, General Catalyst, Insight Partners, and Human Capital, and today, Onebrief is valued at $1.1B. With this continued growth, Onebrief is able to make an impact where it matters most.

Required: Top Secret clearance with eligibility for SCI

In person in the National Capital Region

About You

• You love our users, and you want to work with them. This is the single most important requirement. Implementing new software requires the enthusiastic support of our user base — skillful planners, primarily in the grade of O-4 and O-5. You understand them, and they confide in you. Users want you around, and they ask you to have a beer.
• You deeply understand large military headquarters and want to apply that within the Joint Staff. Skillful planners, mainly SAMS, JAWS or SAW graduates in the rank of O-4 to O-6, respect you and care what you have to say. So do Generals and Admirals. You wake up excited each day to navigate the Marine Forces, Pacific military and political bureaucracy and win over future customers.
• You pay attention to detail. People rely on you. On your previous teams, you had a reputation as a workhorse. Example: we're about to run a planning exercise, which will be the Joint Staff's first exposure to our product. No one is worried, because they know you've taken care of it.
• You can get things from large government organizations Example: our engineer needs admin access to a system on JWICS, in order to diagnose technical issues. It's an unusual request, and no one at the customer knows what to do. Everyone tells you it's not possible, but you love a bureaucratic challenge. You solve the problem with a few phone calls
• You're technically adept. You don't need to code, but you do need to be savvy. Can you become a power user of our product and talk engineering with the customer?
• You work well with customers. You demonstrate strong interpersonal skills by cultivating trust, aligning diverse perspectives, and communicating with clarity and influence.
• You're intense about our mission. It's a core part of who you are
• You're proactive and adaptable. Comfortable working autonomously or with cross-functional teams, especially in fast-paced or ambiguous settings.
• You communicate clearly, concisely, and candidly. Our Company relies on you to assess the situation within your account and effectively communicate your assessment and recommendations to inform strategic decisions.
• You hold a current Top Secret clearance with eligibility for SCI and have the ability to access DOD facilities and installations.

Qualifications

• Proven experience in leading operational planning within a military context, preferably at multi-star headquarters.
• Advanced military education: Command and Staff, Advanced Military Studies.
• Familiarity and experience with major military planning exercises and the protocols for software deployment on classified networks.
• Proven ability to expand business presence within a region, with emphasis on software or technology solutions.
• Experience in customer support, both face-to-face and remote, and capability to respond to incidents coordinating with customers and product engineering teams.
• Strong technical skills to master our application, troubleshoot issues and liaise with customers on technical matters.
• Proven ability to navigate large government organizations, solve bureaucratic challenges, and deliver successful outcomes.

• Most importantly, you are a true Onebriefer:

• You are obsessed with creating value for real users

• You are ambitious, scrappy, and a creative problem-solver
• You learn quickly, work iteratively, and naturally seek collaboration
• You approach your work with integrity, intellectual honesty, and a low ego
• You communicate frankly, clearly, and succinctly
• You thrive as a self-starter, embracing autonomy and ambiguity

About The Job
Your mission at each major headquarters under your responsibility,

• Own the entire customer relationship, from users up to Generals/Admirals throughout the Joint Force.
• Rapidly expand product usage until :100% of J3 plans are in Onebrief. You'll need a combination of ordinary training and subtler strategies to get our product used as much as possible.
• Win the renewal and expansion, so that your customer(s) keep buying Onebrief each year. Deals should expand over time.
• Clearly communicate user needs to the product team. Maintain a high product proficiency, and excite the customer about each product improvement.
• Gather intel about the command, budget, and region to support growth.
• Instill the Onebrief brand image.
• Enable our expansion to Allies and Partners.
• Your responsibilities aren't limited to this list We're on this great adventure together, and we'll each do what it takes for the team to succeed.

You will also:

• Lead or support exercises.
• Use your observations of our users to recommend product improvements.
• Provide face-to-face and remote customer support.
• Develop an understanding of customer social dynamics in order to support renewals and future sales.
• When responding to incidents (product is unavailable, broken, or not delighting the customer), coordinate with the customer and our product engineering team.

To succeed, you'll need a mastery of operational planning at multi-star headquarters. When you speak, do lead planners listen? Do Generals and Admirals?

You'll also need technical skill. You don't need to code, but you do need to be savvy. Can you become a power user of our product and talk engineering with the customer?