Senior Partner Sales Manager - Public Sector

Responsibilities

• Own and execute Tines’ national Federal partner strategy.
• Build the national State, Local, and Education (SLED) partner strategy and scale execution through regional Channel team members.
• Develop and execute business plans with priority resellers, distributors, systems integrators, services partners, and technology alliance partners.
• Take commercial accountability for partner-driven pipeline, revenue, opportunity progression, and account outcomes.
• Work with Public Sector account executives and sales engineers to develop and advance partner-led opportunities.
• Coordinate Sales, Sales Engineering, Marketing, Services, Alliances, Sales Operations, and partners around priority accounts and programs.
• Use partner intelligence, relationships, contract vehicles, services, and technology alliances to strengthen priority opportunities.
• Establish a consistent cadence of partner engagement, field activity, enablement, measurement, and follow-through.

Requirements

• 10+ years of relevant experience in partner sales, channel sales, alliances, business development, or Public Sector sales, or equivalent senior-level commercial ownership.
• Significant experience owning partner or channel sales motions involving Federal civilian, Department of Defense, or intelligence community organizations.
• Record of delivering measurable pipeline and revenue through partners.
• Experience building or scaling a partner motion for an emerging technology vendor or startup.
• Strong knowledge of the Federal partner ecosystem, including resellers, distributors, systems integrators, services partners, and technology alliance partners.
• Experience developing strategic partner business plans and navigating Federal procurement, contract vehicles, and partner-led routes to market.
• Ability to position a technical platform and lead complex cross-functional initiatives without direct authority.
• Strong executive communication, operational rigor, and ability to manage a high volume of activity.
• Ability to meet travel requirements, including frequent in-person engagement in the Washington, DC area.
• Applicants must be authorized to work for any employer in the United States; visa sponsorship is not available.

Nice-to-haves

• Experience across multiple Federal segments.
• SLED partner sales experience.
• FedRAMP experience.
• Regulated Public Sector procurement experience.
• Salesforce experience.
• Cloud and enterprise software experience.

Compensation

• Target annual compensation of $300k plus equity.
• Washington, DC-area candidates should expect approximately 30% travel; candidates elsewhere should expect 50% or more, including frequent travel to Washington, DC.