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.