Public Sector Channel Partner Manager

As a Public Sector Channel Partner Manager at Asana, you will play a crucial role in driving our mission to help teams organize, track, and manage their work effectively in the public sector. You will be responsible for establishing and nurturing relationships with channel partners, ensuring they are equipped to deliver exceptional value to government client…

Join Axon and Make a Difference.At Axon, our mission is to Protect Life. We are innovators tackling society’s most pressing safety and justice challenges with our ecosystem of advanced devices and cloud software. Just as our products thrive through collaboration, we believe in connecting with transparency and empathy, drawing on the diverse perspectives of our customers, communities, and each other.Life at Axon is dynamic, challenging, and impactful. Here, you’ll take ownership and lead initiatives that truly matter. Experience continuous growth as you contribute to a meaningful mission at a company that values your contributions.Your ImpactYou will architect and execute strategies that enable scalable procurement and partner-driven growth within our US Public Sector division. By expanding and refining our state and cooperative contract portfolio, activating significant commercial partnerships, and proactively addressing procurement challenges for new products, you will streamline the purchasing process, enhance market access, and drive revenue acceleration. This role is pivotal, bridging Sales, Legal, Product, Finance, and Government Affairs to convert go-to-market strategies into actionable contracting and commercialization frameworks that yield quantifiable growth.Your ResponsibilitiesLocation: This position is based in our Seattle, WA office and operates under a hybrid work model. We encourage in-person collaboration, requesting team members to be onsite Tuesdays through Fridays, while allowing flexibility to work remotely on Mondays, unless an approved workplace accommodation is in place. We believe that connection drives innovation, and our in-office culture is designed to promote meaningful teamwork, mentorship, and collective success.Reports to: Senior Director, Strategy & EnablementDirect Reports: NoneState & Cooperative Contract StrategyDevelop and implement a future-oriented state and cooperative contract strategy that aligns with go-to-market objectives; anticipate procurement needs 12–18 months ahead and establish necessary vehicles ahead of revenue timelines.Establish, enhance, and renew statewide and cooperative contracts to incorporate new products, services, and pricing models that support growth objectives.Lead negotiations for new and expanded contracts, aligning Legal, Sales, Finance, and external stakeholders to secure favorable commercial and operational terms.Manage strategic relationships with cooperative purchasing organizations...

Join our team at DigitalOcean as a Strategic Partner Development Manager - Channels. In this pivotal role, you will be responsible for forging and nurturing strategic partnerships with channel partners to drive growth and enhance our market presence. You will leverage your expertise to create collaborative initiatives that align with our overall business strategy.As part of a dynamic team, you will engage with cross-functional departments to ensure successful partner onboarding and management, while identifying new opportunities for collaboration and revenue generation. Your insights and leadership will play a crucial role in expanding DigitalOcean’s reach within the cloud infrastructure space.

As the Enterprise Account Manager for Starlink Channel Partners, you will play a critical role in driving the growth and adoption of Starlink solutions within enterprise markets. You will be responsible for building strong relationships with key channel partners, identifying opportunities for collaboration, and developing go-to-market strategies that maximize revenue potential.Your expertise in account management and your ability to navigate complex sales cycles will be essential as you work closely with both internal teams and external partners to achieve ambitious sales targets and deliver unparalleled service to our customers.

At Black Duck Software, we empower organizations to create secure and high-quality software solutions, effectively minimizing risks while enhancing speed and productivity. As a leader in the field of application security, we provide top-of-the-line SAST, SCA, and DAST solutions that help teams swiftly identify and rectify vulnerabilities and defects in proprietary codes, open-source components, and application behaviors. Our comprehensive approach combines industry-leading tools, services, and expertise, ensuring that only Black Duck can help organizations achieve maximum security and quality in their DevSecOps initiatives and throughout the software development lifecycle.Position: Lead Sales Engineer, Partner (Public Sector)Location: Washington, D.C. / Northern Virginia / Remote U.S. (Public Sector territory)Black Duck Software delivers True Scale Application Security, enabling organizations to develop and deploy secure, high-quality software at speed. Our unified AppSec platform—integrating SAST, SCA, and DAST—supports development teams in identifying and addressing vulnerabilities across proprietary code, open-source components, and AI-generated code throughout the software development lifecycle.We proudly serve customers across federal, state, and local agencies, as well as the specialized partner ecosystem that supports them.

At Scale AI, we are witnessing rapid growth within our Public Sector customer base, and we are seeking a dedicated Technical Program Manager to transform these partnerships into long-lasting collaborations. As a pivotal member of our Public Sector Delivery team, you will be the driving force behind innovation, diving into technical complexities, and facilitating impactful change. You will take a hands-on leadership approach, addressing customer concerns, aligning internal teams through data and analytics, and developing tools that provide direct value to our Public Sector clients. Your efforts will ultimately support our customers' AI/ML ambitions, ensuring they receive exceptional benefits from our solutions. Your natural inclination is to explore both technological frameworks and organizational processes to devise effective and efficient solutions. You prioritize not just immediate fixes but also scalable and repeatable strategies that guarantee the successful fulfillment of customer objectives. With a proven track record of guiding technical projects to fruition and championing sustainable organizational change, you bring empathy and emotional intelligence to your work. Your ability to foster long-term relationships is built on diligent problem-solving, domain expertise, and strategic, thoughtful discussions.

Empowering Every Identity, from AI to HumanAt Okta, we recognize that identity is fundamental to unlocking the full potential of artificial intelligence. Our mission is to secure AI by establishing a trusted, neutral infrastructure that allows organizations to embrace this transformative era safely. This endeavor requires a passionate commitment to solving intricate challenges with real-world implications. We seek builders and innovators who work with speed, urgency, and a commitment to excellence.Join us to embark on a career-defining opportunity. If you share our mission, we want to hear from you.About the TeamThe Technical Account Management team is a global collective of Okta product experts dedicated to driving our growth by ensuring the success of our existing customers. We rise to the challenge by reinforcing our technical proficiency and deepening our understanding of each customer's unique ecosystem. Our role goes beyond addressing current issues; we also anticipate and innovate for future needs. The TAM serves as a trusted identity coach, empowering customers to implement secure, scalable, and transformative identity solutions. Collaborating closely with Okta’s Customer Success and Account teams, we foster enduring success through enhanced technical capabilities.The OpportunityAs a Specialist, Technical Account Manager (TAM) for Okta’s Workforce Identity Cloud (WIC) and Customer Identity Solutions (CIS), you will act as a trusted technical advisor and advocate for our most strategic customers. This position is pivotal in ensuring clients derive maximum value from their investments in Okta’s Workforce and Customer Identity solutions. You will work collaboratively with cross-functional teams, including engineering, product, customer success, and sales, to promote technical adoption, enhance solution performance, and deliver an outstanding customer experience.This role falls within the Public Sector team, focusing on federal, state, and local government organizations, as well as educational institutions, with an emphasis on compliance with government standards, including FedRAMP and sector-specific IAM requirements.Key Responsibilities:Establish and maintain deep, long-lasting relationships with strategic customers as their primary technical advisor.Provide expert guidance on the implementation and optimization of Okta’s Workforce Identity and Customer Identity solutions.Collaborate with customers to craft identity strategies that align with their business goals.Gain customer trust by understanding their objectives and use cases, and recommend best practices for process improvements.

Join Turner Townsend as a Construction Project Manager specializing in Public Sector Projects. In this pivotal role, you will oversee and manage various construction projects, ensuring they meet all objectives on time and within budget. Your expertise will guide teams through the project lifecycle, from planning and execution to completion.

Join Insomniac Design as a Senior Technical Project Manager, where you will spearhead the comprehensive delivery of system modernization projects tailored for the public sector. In this pivotal role, you will oversee the entire lifecycle of a complex, multi-agency IT initiative focused on transforming outdated processes into a streamlined, effective digital platform. Your leadership will be crucial in ensuring the project achieves its objectives on schedule and within budget, while effectively managing scope, quality, and stakeholder expectations.

At Scale AI, we are at the forefront of delivering the most advanced American commercial technology and innovation to fortify our homeland security and respond effectively to national challenges. Our mission is to harness the power of cutting-edge agentic AI to enhance portfolio management for the defense of the United States. We are seeking a dynamic Program Manager (PgM) to spearhead our initiatives for a diverse portfolio of clients focused on layered defense strategies. As a key leader, you will drive execution, build and maintain customer relationships, collaborate closely with our engineering teams, and tackle some of Scale’s most complex challenges. This role is perfect for an individual who possesses a blend of program management expertise, a passion for systems development, and technical proficiency, all while thriving in a fast-paced, mission-driven setting.

Role Overview Virtru is hiring a Senior Customer Success Manager for the Global Public Sector in Seattle, WA (hybrid). This role focuses on building and maintaining strong client relationships, supporting public sector organizations as they use Virtru’s solutions, and helping ensure customers achieve their goals with the platform. What You Will Do Develop and manage trusted relationships with public sector clients. Work to maximize customer satisfaction and retention. Advocate for customer needs across internal teams. Share customer insights to inform product improvements. Create and execute strategic account plans tailored to each client. Collaboration and Impact This position works closely with other teams at Virtru to represent the voice of public sector customers. The Senior Customer Success Manager helps guide product direction and supports the evolution of Virtru’s offerings for government and public sector clients.

Join Celonis, the premier innovator in Process Intelligence technology and one of the fastest-growing SaaS companies globally. Our mission is to revolutionize productivity by integrating AI, analytics, and intelligence into core business processes. Are you ready to be part of this transformative journey?The Team:As an Account Executive within our dynamic enterprise sales team, you will play a vital role in driving growth through the acquisition of new clients in the U.S. Public Sector. This specialized position is focused on extending our influence and presence across government and public institutions. By leveraging state-of-the-art solutions and effective sales methodologies, you will collaborate with Value Engineers, Business Development Representatives, and other cross-functional teams to identify and capture high-value business opportunities.The Role:Your main goal will be to establish and expand our market presence by tapping into previously unexplored opportunities within the region. As a key player in new business sales, you will be instrumental in our strategy to enhance market share through targeted client acquisitions. Key responsibilities include:Identify and nurture new business opportunities within your assigned client portfolio.Build and strengthen relationships across various organizational levels, engaging with executives and decision-makers to assess their needs.Analyze the strategic and operational demands of your target accounts and effectively communicate how Celonis can fulfill them.Guide the sales process through a structured approach encompassing prospecting, initial contact, qualification, client engagement, needs analysis, solution presentation, and deal closure.Collaborate with Value Engineering or conduct detailed presentations and demonstrations tailored to specific use cases, illustrating the value of our solutions.Develop strong partnerships, especially with leading consulting firms, SaaS partners, and the Big Four.Work closely with your virtual team, including business development representatives, value engineers, partner managers, and marketing specialists, to ensure seamless collaboration and success.

Okta secures identity for organizations navigating the evolving landscape of AI and digital transformation. The company’s mission centers on building trusted infrastructure that supports both human and AI identities, with a special focus on the public sector. Role overview The Director of Customer Success for Public Sector leads Okta’s efforts to deliver exceptional experiences for federal and public sector clients. This position manages a team of Customer Success Managers, ensuring a consistent approach across government accounts. The director shapes and drives strategies that help customers realize value quickly, which supports renewal and growth for Okta’s largest public sector relationships. This is a highly visible and strategic role, requiring frequent collaboration with customers, partners, and internal teams. The work directly influences customer outcomes and Okta’s business results in the public sector. Key responsibilities Vision and Strategy: Develop and champion a comprehensive customer success approach for federal and public sector clients. Focus on accelerating time-to-value, increasing retention, and identifying new opportunities for account expansion. Team Leadership: Build, coach, and support a team of managers and Customer Success Managers. Guide the team to deliver consistent value and achieve high standards in customer satisfaction, adoption, and retention within the public sector portfolio. Collaboration and communication Success in this role depends on strong communication skills and the ability to balance strategic planning with hands-on program execution. The director works closely with both external clients and internal Okta teams to align on goals and deliver results.

Scale AI develops AI systems that support critical decision-making for organizations around the world. The Public Sector team partners with government agencies to bring AI solutions to important public missions. Role overview The Product Manager for Public Sector GenAI Test & Evaluation leads the vision and planning for Scale AI’s evaluation capabilities. This position manages the T&E technology stack, which is central to measuring, improving, and validating the performance of AI applications. The work often requires handling high-stakes and unpredictable scenarios. What you will do Set the direction and oversee development of the test and evaluation infrastructure for public sector AI projects. Collaborate with engineering teams to identify technical issues and translate them into clear action plans. Work closely with both commercial and government teams to define requirements, ensuring evaluation services meet strict standards. Continuously refine the technology stack so machine learning teams can enhance performance and reliability. Share key performance insights with stakeholders throughout the organization. Locations San Francisco, CA St. Louis, MO New York, NY Washington, DC

At Scale AI, we are dedicated to transforming the world through artificial intelligence, and our mission is to expedite AI development. As we expand our field marketing and events program targeting the public sector, we are seeking a dynamic Field Marketing & Events Manager to bolster our U.S. Federal Government team's initiatives. Responsibilities will encompass various activities, including third-party trade show sponsorships, Scale-hosted executive gatherings, practitioner events, meetups, and our prestigious annual AI Leadership Summit. Join a rapidly growing team where you will have the opportunity to oversee and implement events from conception to execution, drive lead generation, and foster pipeline growth while collaborating with prominent figures in the AI domain. The ideal candidate will possess a robust understanding of U.S. Federal Government markets, exhibit exceptional project management capabilities, think strategically, and have a passion for public sector endeavors.

As a Starlink Enterprise Account Specialist focusing on Channel Partners, you will play a pivotal role in fostering relationships and driving the adoption of Starlink’s innovative satellite internet solutions. Your responsibilities will include collaborating with channel partners to identify opportunities, providing exceptional support, and ensuring a seamless integration of our technology to meet clients' needs.

As a Senior Customer Success Manager specializing in Strategic Alliances within the Global Public Sector, you will be pivotal in fostering long-term relationships with our clients by ensuring their satisfaction and success with our innovative solutions. Your role will involve collaborating with cross-functional teams to drive customer engagement, optimize product usage, and facilitate the successful adoption of our services.The ideal candidate will possess deep knowledge of public sector dynamics and have a proven track record in customer success management, with an emphasis on strategic partnerships. Your ability to navigate complex organizational structures will be essential in delivering value to our clients.

Sentinel Labs seeks a Public Sector Communications Intern based in Washington, DC. This internship centers on supporting communications efforts that help build and maintain relationships with government partners. Role overview Interns collaborate with experienced communications professionals and contribute to projects aimed at engaging public sector audiences. The position offers hands-on exposure to the strategies and practices used in government-focused communications. What you will do Assist with communications initiatives designed for government partners Work alongside team members to support ongoing projects Gain practical experience in public sector communications tasks Location This role is based in Washington, DC.

Join Wiz, a pioneering force in cloud security, as a Senior Solutions Engineer dedicated to the Public Sector. In this role, you will be instrumental in supporting our Federal Civilian and DoD customers, collaborating closely with regional account executives to reshape their perspectives on cloud security. As their trusted advisor, you will provide insights on cloud security across AWS, Azure, and GCP, ensuring they derive maximum value from our innovative solutions. Embrace your passion for technical sales and contribute to the success of organizations transitioning to secure cloud environments.

About Virtru:At Virtru, we challenge the conventional wisdom of data security. Rather than simply locking data away to prevent loss or theft, we empower users to share their data intentionally while maintaining the highest levels of security, privacy, and control. Our innovative suite of data protection applications and open platform is forging a new path in the industry, enabling collaboration through our Trusted Data Format (TDF) open standard. We are not just about safeguarding data; we are reshaping the security landscape to facilitate sharing and innovation.Imagine us as the Android of data protection: a versatile platform with an open core for developers and partners to build upon, complemented by our exceptional applications that illustrate the possibilities of rethinking security from the ground up.Supported by prominent investors like Iconiq Capital, Bessemer Venture Partners, Foundry Capital, and Tiger Global, we are on a mission to help Fortune 500 companies and government agencies recognize that true data security is about enabling freedom to share, collaborate, and innovate without compromise.Compensation: $175,000-$210,000 base salary + variable compensationTeam & Position Details:As Virtru accelerates its growth in the global market, particularly within the U.S. public sector, we are seeking an accomplished Federal Sales Director. This pivotal role will serve as the primary point of contact for our U.S. public sector customers. The ideal candidate will possess strong connections with key decision-makers in federal agencies and a proven track record in software sales to the Federal Government.Key Responsibilities:Oversee and manage a growing portfolio of Virtru’s Federal Department of Defense (DoD) clients.Collaborate closely with the head of the federal organization as part of a dynamic federal team.Develop and maintain a robust annual plan to meet and exceed sales quotas.Consistently achieve or surpass your assigned sales targets.Foster relationships with value-added resellers and system integrators to enhance sales efforts.Utilize consultative sales techniques to assist in defining project requirements.Conduct product demonstrations for prospective clients and existing customers.Lead the creation and strategic direction of proposals, particularly focusing on pricing and cost volumes.Identify and construct detailed responses to secure relevant RFPs.