Manage and grow federal, state, and local government partner relationships with resellers, systems integrators, and technology partners. Develop joint account strategies and go-to-market plans, navigate public-sector procurement processes, represent the company at industry events, and oversee partner-generated pipeline from lead generation through conversion. Drive revenue growth through strategic partnerships, negotiations, and collaboration with sales and partnership leadership in a regulated, compliance-focused environment.
The Role: Serve as FormAssembly's lead on public sector partnerships, leveraging our FedRAMP High authorization—a key differentiator held by very few competitors. Backed by our mature partnership organization, you will establish and expand strategic alliances with technology partners, systems integrators, and resellers targeting primarily federal agencies to accelerate revenue generation and partner-led pipeline growth.
What You'll Do:
- Manage and expand a book of government-focused partners, serving as the primary relationship owner for resellers, systems integrators, and technology partners that primarily sell into federal and, to a lesser extent, state and local agencies.
- Formulate joint account strategies and go-to-market plans with each partner, establishing shared goals and defining collaborative approaches to capture public sector opportunities.
- Successfully navigate public sector-specific procurement mechanisms, including state and local RFPs, cooperative purchasing agreements, and GSA schedules.
- Serve as FormAssembly's ambassador at public sector industry events.
- Oversee a healthy and active partner pipeline, monitoring deal progression from lead generation through conversion and communicating updates to sales and partnership leadership.
Requirements
- 5+ years of experience managing partner, channel, or alliance relationships, with proven expertise in public sector sales across federal, state, or local agencies.
- Demonstrated track record of achieving revenue goals driven by partners, combined with a strong grasp of government procurement processes.
- Proven ability to build strategic relationships and drive successful negotiations.
- A strong level of comfort operating effectively within highly regulated, compliance-focused environments.
*No security clearance required
Salary range: $100,000 - $120,000 + variable ($50,000 - $75,000)
Benefits
FormAssembly is a completely remote/distributed team. We thrive through digital communication, and work to connect numerous times a day. Our culture is vibrant, fun, and unique! Read more about it here. Some of our benefits include:
- Health benefits (health, dental, vision) for Team Members based in the United States
- Mental Health benefits with SpringHealth
- 401(k) with 4% company match
- Unlimited PTO (with a required minimum use of 2 weeks per year) for Salaried/Exempt staff, or 4 weeks of paid vacation for hourly/non-exempt employees.
- 9 paid company holidays
- Flexible work schedule; work from anywhere!
- Generous Paid parental leave (up to 16 weeks)
- Charitable contribution match
- Budget for professional development
- Company provided Mac laptop
You'll be joining a talented and fun team, working together to build something great!
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