Partner Manager - Public Sector Partnerships

United StatesRemoteFull-timemid

SalesPartner Manager

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Quick Summary

Overview

This position is listed on behalf of a partner company, who manages all applications and next steps.

Technical Tools

SalesPartner Manager

Lead the development of a public sector partnerships programme across North America for an innovative AI technology business. As Partner Manager, you will build and scale relationships with resellers, value-added resellers (VARs), and systems integrators (SIs) to expand adoption across federal agencies, state and local governments, and educational institutions. You will own the partnership strategy from the ground up, creating enablement frameworks, commercial incentives, and collaborative sales motions tailored to public sector requirements. Working across revenue, technical, and partner teams, you will generate qualified pipeline and accelerate partner-driven growth. Your success will be measured by revenue contribution, partner activation, and access to strategic government accounts. This is an opportunity to shape a new channel programme in a fast-moving, AI-first environment where initiative, execution, and measurable impact are highly valued.

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

~2 min read

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.

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.