About this role
Managing reseller and distributor relationships across US federal, state, and local government forms the core of daily operations in this role. Split evenly between partner management and channel operations, the position involves onboarding new partners, executing agreements, running deal registrations, and aligning public sector sales motions with internal teams. Building foundational channel processes from scratch represents a major focus of the first year.
The public sector team operates within a growing organization dedicated to developing safe and beneficial AI systems. Candidates who excel here combine deep public sector channel expertise with the ability to establish order and scalable workflows in early-stage program environments.
What you will do
- Manage primary relationships with public sector partners and establish joint business plans covering target segments and contract vehicles.
- Align direct account teams with partner motions to clear conflicts early and route opportunities through appropriate channels.
- Oversee end-to-end partner onboarding, including diligence, agreement execution, and initial transactions.
- Administer deal registration, validate submissions, and manage partner rebates alongside finance.
- Build and run channel operating processes encompassing quoting, order handling, and reporting with clear service levels.
- Coordinate with cloud providers to ensure partner deals run smoothly through authorized cloud environments and marketplaces.
- Forecast partner-sourced pipeline and resale revenue while resolving escalations across billing and contracting.
What you need
- Bring 7 or more years of experience in channel, partner, or alliances roles within enterprise software or cloud.
- Possess at least 3 years of focused experience working within the US public sector.
- Demonstrate direct experience managing reseller or distributor relationships targeting government or education buyers.
- Show a working knowledge of public sector procurement methods, including contract vehicles and two-tier distribution.
- Maintain working fluency in channel program mechanics such as deal registration, onboarding, and rebates.
- Provide evidence of building processes and working rhythms from zero in a new program.
- Communicate clearly across legal, finance, and sales teams under commercial pressure.
Nice to have
- Experience with FedRAMP and selling software in authorized cloud environments
- Experience with federal, state, and education contract vehicles
- Experience with cloud marketplace resale and private offers for public sector buyers
- Experience on both the vendor side and the reseller or distributor side of a relationship
- Familiarity with how government agencies and education institutions evaluate and adopt AI
Skills and tech stack
Questions candidates ask
What is the remote or hybrid work policy?
The role follows a location-based hybrid policy where staff are expected to be in an office at least 25% of the time, though some roles may require more frequent in-office presence.
What is the compensation range for this position?
The annual OTE compensation range is $215,000 to $300,000 USD, which includes both the target sales commissions or bonuses and the annual base salary.
What kind of background is required for this role?
Candidates need 7+ years in enterprise software or cloud channel roles, with at least 3 years focused on the US public sector and direct experience managing government-focused reseller relationships.