Partner Account Manager – Federal

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Build, oversee, and expand strategic partnerships within the U.S. Federal Government ecosystem.

• Create and implement a federal partner alliance strategy that aligns with the company's growth objectives.

• Manage and enhance the partnership with Carahsoft.

• Identify, recruit, and onboard strategic partners, including GSIs, SIs, VARs, and distributors.

• Own the partner business planning, joint value propositions, and go-to-market strategies.

• Drive the partner-sourced and partner-influenced pipeline across Civilian, DoD, and IC accounts.

• Collaborate with federal sales and capture teams on opportunities from pre-RFP to award.

• Track, measure, and report on partner performance against pipeline and revenue targets.

• Enable partners regarding product capabilities, federal use cases, compliance requirements, and differentiation.

• Support joint marketing initiatives, including events, webinars, solution briefs, and federal campaigns.

• Provide feedback from partners to product, engineering, and leadership teams.

• Align with marketing, sales operations, and legal on partner agreements and programs.

• Ensure compliance of partners with federal regulations and security requirements.

⛳️ Requirements

• 7+ years of experience in partner alliances, channel management, or business development.

• 3+ years of experience supporting the U.S. Federal Government market.

• Proven track record of driving partner-led pipeline and revenue in federal accounts.

• Strong knowledge of federal procurement processes and contracting vehicles.

• Experience collaborating with large SIs and federal integrators.

• Excellent communication and relationship-building skills at the executive level.

• Must be based in Washington, DC or the nearby areas.

• Experience in software, SaaS, cloud, cybersecurity, data, or infrastructure solutions.

• Familiarity with FedRAMP, FISMA, DoD SRG, or IC compliance environments.

• Bachelor’s degree is required.

• Active or previous U.S. Government Security Clearance is an advantage.

🏝️ Benefits

• Competitive salary and equity package.

• Medical, dental, and vision plans for employees and their dependents.

• 401k Pension Plan.

• 26 days of paid time off annually, plus local bank holidays.

• Flexible working hours and a healthy 40-hour workweek.

• Learning and education budget.

• Company offsites.

• We are a fully remote company.

• Work within an international, diverse, dynamic, and passionate team with a friendly and supportive company culture.