Federal Channel Lead

Darktrace•Washington, DC

About The Position

Darktrace Federal is the leader in AI for cybersecurity that keeps US Government organizations secure and ahead of the changing threat landscape every day. Darktrace Federal deploys the Darktrace Active AI Security Platform solution in its Cyber AI Mission Defense and Cyber AI Email Protection products. The Darktrace technology, founded in 2013, provides the essential cybersecurity platform protecting over 10,000 organizations from unknown threats using its patented and proprietary AI. To learn more, visit http://www.darktracefederal.com. Darktrace Federal is seeking a Federal Channel Manager to evangelize the Darktrace Federal message and drive revenue with new and existing partners. This is a high-impact opportunity to join a growing org, define our channel strategy, and work with a multitude of partners; the successful candidate will collaborate closely with the Federal sales team and Darktrace Holdings’ Channel organization to generate new business opportunities and maximize channel performance and growth, as well as partner with other GTM and support functions to achieve operational efficiency.

Requirements

7–10+ years of experience in partner management, channel sales, or business development focused exclusively on the U.S. Federal Government market.
Proven experience building and managing partner ecosystems that serve Federal Civilian, DoD, and/or Intel agencies.
Deep understanding of Federal procurement processes, including FAR/DFARS, agency specific acquisition regulations, and government contracting best practices.
Demonstrated ability to develop and execute joint federal go-to-market and business plans with distributors, resellers and integrators.
Familiarity with enterprise technology and cloud solutions commonly deployed in federal environments, including secure cloud, modern workplace, cyber, and data/AI.
Solid commercial acumen, negotiation skills, written and verbal communication skills.
You must be eligible to obtain a U.S. government security clearance.

Nice To Haves

Possession of an active Secret or Top Secret security clearance is a plus.

Responsibilities

Recruit, onboard, and develop a high-performing ecosystem of partners to expand access to federal agencies and programs.
Lead the development and execution of partner business plans to drive enablement, pipeline growth and bookings performance.
Track and analyze key performance indicators to assess partner eTectiveness and optimize strategies for sustainable growth.
Deliver quarterly business reviews with top partners and distributors to evaluate progress, identify opportunities, and strengthen joint execution.
Actively participate in relevant technology and client industry events to promote Darktrace software products whilst building a wide-spanning trusted network of long-standing business partnerships.
Continually analyze and review Partner Community performance data to identify and remediate operational gaps and increase software product sale outcomes.
Develop, define, implement, continually refine and manage segmented client portfolios, with consideration to (but not limited to) industry type, region, annualized revenue, software product type and likely product sale profitability.
Actively plan and facilitate software product knowledge sharing, operational collaboration and cross-training of all community to assure a high level of team engagement, minimize key person risk, support business continuity and maximize team efficiency.