Description
We're seeking a Partner Sales Director for Federal and Public Sector to build and scale Forward's Federal, State, Local, and Education (SLED) Partner ecosystem.
You will recruit and grow Federal resellers, distributors, and MSPs who can sell and deliver Forward, owning a Partner-sourced and Partner-influenced pipeline and closed revenue.
This is a 100% channel role, reporting to the VP, Strategic Partnerships & Channel Sales, with a dotted line to the VP of Sales, Federal & Public Sector.
Responsibilities:
- Build the Federal and Public Sector Partner strategy
- Execute the Partner lifecycle: Recruit, Onboard, Enable, Grow
- Recruit strategic Partners, including contract-vehicle holders
- Onboard Partners, driving agreements and orderability
- Enable Partners with sales and technical training
- Grow Partner performance, holding them to commitments
- Drive revenue with Federal sales, partnering with RSDs and SEs
- Lead Partner marketing and demand generation
- Manage the business in Salesforce
- Shape Forward's Partner program for Federal
- Be the voice of the Federal Partner
- Travel up to 25% for Partner planning sessions and customer opportunities
Requirements:
- 7-10 years selling into or supporting the Federal Government market
- 5+ years in channel or Partner sales
- Proven success recruiting and growing Federal resellers
- Existing network of Federal Partners
- Working knowledge of Federal procurement and contract vehicles
- SLED channel experience a plus
- Three Customer mentality
- Excellent communication
- Deep understanding of the networking and security market
- Bachelor's degree or equivalent experience
The expected On-Target Cash Earnings for this role is between 240k and 300k per year.