Partner Manager - Public Sector

Ontic

21h

About The Position

As Ontic’s first dedicated public sector Partner Manager, you’ll be responsible for maximizing revenue opportunities through the existing partner network and through new public sector partnerships. This role focuses on driving revenue growth by nurturing partner relationships and collaborating closely with partners to generate new business through pipeline generation, distribution, joint sales, and engaging with potential partners to form new partnerships. You’ll develop and execute strategies to qualify partner-sourced leads and coordinate internally across Sales, SDR, BDR, and Marketing to achieve shared revenue goals. This role owns relationships with public sector distributors and value-added resellers (VARs), ensuring our SaaS platform is easy to buy, well-positioned, and actively sold through approved public sector channels. The public sector Partner Manager will drive growth through the strategic development and management of partnerships with other organizations. You’ll play a critical role in Ontic’s public sector go-to-market strategy by identifying, developing, and nurturing partnerships that drive revenue, increase customer acquisition, and expand our ecosystem. Candidates based in Washington D.C. Area will be strongly preferred

Requirements

5+ years of experience in business development, strategic alliances, account management, or channel sales in the public sector ecosystem
Proven experience in driving sales opportunities from lead generation to closure, effectively negotiating agreements and building long-lasting partnerships
Ability to quickly understand the security ecosystem and articulate the Ontic value both verbally and in writing
Willingness to travel ~30%

Nice To Haves

Experience with OSINT or Risk Intelligence
Experience with platform technology
Entrepreneurial mindset with a passion for taking initiatives from ideation to impact
Passion for fast-paced, sometimes unpredictable growth culture and environment
Experience in identifying market opportunities with a track record of initiating go-to-market plans and sales follow-through

Responsibilities

Existing Partner Management: Manage the existing distributor (Vertosoft) and reseller partnerships.
Partner Identification and Recruitment: Identify and recruit new resellers and referral partners into Ontic’s ecosystem.
Partner Enablement - Help build and execute enablement programs for partners to ensure they are up to speed on the latest Ontic has to offer
Pipeline Development - Work with partners to drive net new opportunities as well as ensuring applicable partners are aligned with current account and close plans for access to GWAC’s
Public Sector VAR Management Responsibilities:
Identify and recruit new strategic resellers and SI partners to drive revenue growth
Enable and activate existing partners through training, enablement and joint selling
Coordinate the technical and marketing aspects of partnership launches
Create joint business plans and partner success plans for each partner
Host quarterly business reviews with partners to drive accountability and report on success metrics
Work hand-in-hand with Ontic’s public sector sales organization
Add value to end user account plans
Generate partner-sourced net-new sales pipeline and revenue
Day-to-Day Responsibilities:
Partner Relationship Management:
Serve as the primary point of contact for assigned partners, maintaining strong, growth-focused relationships.
Conduct regular check-ins and executive/quarterly business reviews with partners, to review shared business goals, identify new opportunities, and drive accountability. .
Partner Identification and Outreach:
Initiate conversations and establish relationships with potential partners.
Identify and recruit new strategic resellers and SI partners to drive revenue growth
Revenue Generation and Sales Support:
Collaborate with partners to identify revenue opportunities, including partner-sourced deal registration and co-sell opportunities.
Assist the public sector Sales team in converting partner-sourced leads, ensuring a seamless and effective handoff.
Strategize on conversion tactics, tailoring approaches based on partner and client profiles.
Partner Enablement and Training:
Lead onboarding of new partners, ensuring they understand our product, value proposition, and mutual goals.
Provide training and resources to partners so they can advocate for our solution, effectively refer leads and support joint sales efforts.
Conduct ongoing training sessions and create materials to keep partners informed and engaged.
Go-to-Market Strategy Execution:
Coordinate the technical and marketing aspects of partnership launches in partnership with Ontic’s Marketing team
Work closely with Marketing to develop and execute go-to-market campaigns, including co-marketing initiatives, field events, webinars and other entitlements.
Collaborate on cross-promotional campaigns to generate demand and awareness through the partner network.
Performance Analysis and Reporting:
Monitor and report on revenue generated from partner activities, providing insights to optimize the partner revenue program.
Analyze metrics such as partner-driven leads, conversion rates, and revenue impact to refine strategies.
Interaction with Other Departments:
Sales: Act as the liaison between partners and the Sales Enablement + Sales team, coordinating on qualified leads, joint sales pitches, and revenue-generating initiatives.
SDRs: Collaborate closely with SDRs to qualify partner-sourced leads and manage timely follow-ups, ensuring partner-driven pipeline development.
Marketing: Partner with Marketing to develop co-branded campaigns, joint content, field events, and promotional activities to drive demand through the partner network.
Client Success: Work with Client Success to ensure seamless onboarding and support for new clients referred by partners and to drive activity towards partners upon request.
Leadership: Provide insights on partner revenue performance, identify trends, and present strategic recommendations for revenue growth from partner relationships.