Partner Manager - Public Sector Partnerships
Accountabilities: You will own the public sector partner programme end-to-end, establishing the strategy, operating model, and commercial relationships needed to drive sustainable growth across government and education markets in North America.
Develop and execute a public sector partner strategy focused on federal agencies, state and local government (SLED), and education institutions.
Identify, recruit, and establish relationships with leading resellers, VARs, and systems integrators that have established public sector practices.
Design and launch the partner programme from the ground up, including onboarding processes, enablement resources, incentive structures, and partner engagement models.
Build joint account plans and collaborative go-to-market strategies that help partners position, sell, and deliver AI products to public sector customers.
Drive partner-led and partner-influenced revenue by developing qualified pipeline and accelerating opportunities through co-selling and channel sales initiatives.
Equip partners to navigate public sector procurement processes, contract vehicles, and compliance requirements.
Support partners in communicating the value of technical, API-driven products to government buyers, agency stakeholders, and education customers.
Monitor partner performance and programme effectiveness, tracking pipeline generation, active revenue-producing partners, time to first opportunity, and closed-won annual recurring revenue (ARR).
Expand strategic account penetration by unlocking government and institutional relationships that would be difficult to reach through direct sales alone.
Work toward a target of generating at least 20% of North American public sector revenue through VARs, SIs, and channel partners within the first six to nine months.
Continuously refine partner strategy and execution to support regional growth objectives and scale the programme over time.
Requirements:
The ideal candidate is an experienced public sector partnerships professional with a strong network across government and education markets, a proven track record of channel-driven revenue growth, and the ability to build programmes from scratch. You should combine commercial leadership with a practical understanding of public sector procurement and the ability to communicate technical solutions to diverse stakeholders.
Have at least 10 years of experience building and scaling SaaS or cloud solutions in public sector markets.
Bring an established network across federal government, state and local government, and education markets that can support immediate business development.
Have at least four years of experience managing VAR and SI partnerships in the public sector.
Demonstrate success driving joint account planning, co-selling initiatives, pipeline generation, and revenue—not solely relationship management.
Possess deep familiarity with government procurement cycles and contract vehicles, such as General Services Administration (GSA) schedules and Blanket Purchase Agreements (BPAs).
Understand public sector compliance frameworks, including FedRAMP, FISMA, and StateRAMP.
Have a builder mindset, with experience launching and scaling partner programmes or channel strategies from the ground up.
Be comfortable working with technical, API-driven products and translating complex concepts into clear, compelling value propositions for partners and public sector stakeholders.
Demonstrate strong strategic planning, commercial judgment, relationship-building, and execution skills.
Be comfortable working in a fast-paced environment, taking ownership of programme performance, and delivering measurable growth outcomes.
Bonus qualifications:
A combination of three to four years in direct public sector sales and three to four years in partnerships or channel management.
Previous experience helping a company expand into the government technology market from an established commercial business.
Benefits:
Opportunity to help shape the growth and direction of AI technology in a rapidly evolving market.
A high-impact role with opportunities to influence strategy and contribute beyond core responsibilities.
Annual discretionary stipend for professional learning and development.
Annual discretionary stipend to meet and connect with colleagues.
Annual company-wide offsite held in a different location each year.
Monthly coworking stipend for team members who do not live near a main company hub.
A global, collaborative, AI-first working environment that emphasizes autonomy, experimentation, and high standards.
Flexible location approach that prioritizes talent over proximity to a particular office.
How Jobgether works: We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team. We appreciate your interest and wish you the best! Why Apply Through Jobgether?
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