Partner Executive

SUSE RGS•Reston, VA

20h

About The Position

We’re looking for a highly motivated and strategic RGS Partner Executive to join our growing Ecosystem team. This role is responsible for the overarching health, growth, and management of our partner ecosystem across the Federal landscape. The RGS Partner Executive will serve as a bridge between our internal sales teams and our diverse partner network—including Federal System Integrators (FSIs), Resellers, Original Equipment Manufacturers (OEMs), and Independent Software Vendors (ISVs). You will be responsible for developing comprehensive route-to-market strategies, sourcing new business through partner-led motions, and acting as the primary subject matter expert on how our ecosystem can accelerate mission-critical outcomes for the U.S. Government.

Requirements

Minimum of 5 years of sales or partner management experience, with a specialized focus on the Federal sector.
A strong understanding of Kubernetes, Cloud-native architectures, and Software-as-a-Service (SaaS) sales. Passion for Open-Source technology is highly preferred.
Excellent interpersonal skills with the ability to build trust and navigate complex organizational structures.
Proven ability to develop and execute long-term strategic sales plans while maintaining attention to detail in a fast-paced environment.
Ability to travel as needed to support partner events and agency meetings.
Proven ability to navigate complex partner hierarchies and ensure RGS is the "preferred" Kubernetes solution for mission-critical government programs.
Deep understanding of the Federal landscape, including specialized contract vehicles (e.g., SEWP, GSA, OTA) and the nuances of how partners deliver technology to the warfighter.
Ability to discuss complex security requirements, such as air-gapped environments and FIPS compliance, within the context of DoD, IC, and Civilian agency missions.

Responsibilities

Develop and execute a comprehensive route-to-market strategy for defined Federal partners, ensuring alignment with RGS growth plans and overarching sales go-to-market goals.
Implement effective account plans to achieve revenue targets and lead generation. Maintain operational discipline in pipeline forecasting and co-selling motions.
Identify and align the ideal partner for each sales opportunity, while proactively sourcing new business through various partner ecosystems.
Lead high-impact Quarterly Business Reviews (QBRs), track active programs, and collaborate with RGS Account Executives to support deal closure and expand partner-driven revenue.
Serve as the subject matter expert on the RGS partner ecosystem, providing the sales team with critical insights into partner hierarchies, capabilities, and agency alignment.
Foster collaboration between RGS sales leadership and partners to develop multi-year business plans, joint roadmaps, and proactive capture strategies for Federal "Programs of Record" (PoR).
Partner with marketing teams to drive demand generation activities, including specialized events and campaigns, to build a robust sales pipeline.
Serve as a bridge between internal RGS teams (Sales, Marketing, Product) and the partner network to ensure total alignment on "Powered by RGS" offerings and GTM synergy.
Understand relevant technologies (Kubernetes, AI/ML, security, cloud computing) and articulate their mission-critical business value to both technical and non-technical stakeholders.
Build and expand the RGS solution portfolio by identifying gaps where partners can add specialized services, integration layers, or embedded/OEM integrations.
Other duties as assigned.