Partner Sales Director, Federal & Public Sector

The role

This person will build and scale the Federal, State, Local and Education Partner ecosystem. You will recruit, onboard, enable, and grow Federal resellers, distributors, and MSPs to drive partner-sourced and partner-influenced revenue.

What you will do

• 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 and drive agreements through to signature.
• Enable Partners through sales and technical training.
• Grow revenue by running metric-driven executive QBRs and joint business plans.
• Drive revenue with Federal sales by partnering with Federal RSDs and SEs.
• Lead Partner marketing and demand generation.
• Manage the business in Salesforce.
• Shape the Forward Partner program for Federal.

Required qualifications

• 7-10 years selling into or supporting the Federal Government market
• 5+ years in channel or Partner sales, including hands-on selling
• Proven success recruiting and growing Federal resellers, distributors, and aggregators
• A record of exceeding quota in an Enterprise software ARR model
• An existing network of Federal Partners
• Working knowledge of Federal procurement and contract vehicles (GSA MAS, SEWP, CIO-SP and similar)
• Excellent communication
• Deep understanding of the networking and security market and Forward's buyers
• Bachelor's degree or equivalent experience

Nice to have

• SLED channel experience, including state and cooperative purchasing contracts

About the company

Forward was founded in 2013 by four Stanford Ph.D.s and built the industry's first network digital twin. The company is headquartered in Santa Clara.