Partner Director – Federal

This is a fully remote position, open to applicants in California.

📋 Description

• Develop and implement Netomi's partner strategy targeting the U.S. Federal market

• Identify, recruit, and nurture Federal systems integrators, consulting firms, resellers, and technology partners

• Cultivate senior-level relationships within the Federal partner ecosystem to position Netomi as a key AI partner

• Discover partnerships and market pathways that expedite access to priority agencies and opportunities

• Create joint business plans, account strategies, and go-to-market initiatives with strategic Federal partners

• Generate and influence a qualified Federal pipeline through the partner ecosystem

• Assist in partner-led and co-selling opportunities from identification to execution

• Collaborate with partners and internal sales teams to identify stakeholders, contracting processes, and strategies for strategic Federal opportunities

• Set goals and accountability for pipeline and revenue sourced from and influenced by partners

• Foster executive relationships and align mutual business opportunities

• Team up with Partner Enablement to onboard, train, activate, and equip Federal partners

• Identify collaborative solutions, pilot programs, and strategic initiatives showcasing Netomi's value in government settings

• Facilitate connections between Federal partners and Netomi’s internal teams

• Report to the VP, Alliances, Partners & Channels

• Collaborate with GTM, Field Engineering, Partner Enablement, Product, and Marketing teams

⛳️ Requirements

• Over 15 years of experience in Federal partnerships, alliances, channels, business development, or enterprise technology

• Proven success in establishing and managing strategic partnerships within the U.S. Federal market

• Established connections within the Federal SI, consulting, reseller, and/or technology ecosystem

• History of generating measurable pipeline and revenue through partnerships

• Strong grasp of Federal technology procurement, buying, and contracting environments

• Preferred experience with enterprise SaaS, cloud, AI, CX, automation, or related technologies

• Excellent executive communication, negotiation, and stakeholder management abilities

• In-depth knowledge of the U.S. Federal Government technology and partner ecosystem

• Established network among Federal SIs, consulting firms, resellers, and/or technology partners

• Commercial mindset focused on measurable pipeline and revenue generation

• Capability to navigate complex organizations, procurement environments, and lengthy enterprise sales cycles

• Entrepreneurial mindset for building a new market and partner strategy from the ground up

• Ability to operate strategically while remaining actively engaged in relationship development and opportunity advancement

• Strong passion for AI and its transformative potential for government operations and constituent experiences

🏝️ Benefits

• Full-time remote work

• Equal opportunity employment with a commitment to workplace diversity