Partner Sales Director, Federal & Public Sector

Forward•Washington, DC

5d•$240,000 - $300,000

About The Position

Forward is seeking its first Partner Sales Director for Federal and Public Sector to build and scale its Federal, State, Local and Education (SLED) Partner ecosystem. This is a 100% channel role, responsible for recruiting and growing Federal resellers, distributors, and managed service providers (MSPs) that can sell and deliver Forward. The Director owns Partner-sourced and Partner-influenced pipeline and the revenue those opportunities generate. The role reports to the VP, Strategic Partnerships & Channel Sales, with a dotted line to the VP of Sales, Federal & Public Sector. The Director works closely with Federal Regional Sales Directors and their Sales Engineering teams, and represents Federal and Public Sector Partners within Forward. The Federal channel is at an early stage: reseller and distributor activity is underway, while deal registration, enablement, and the Forward Pathfinder Partner Program (F3P) are in early rollout. The Director will help define and operate the Federal and Public Sector version of F3P. The role includes developing Partner strategy and coverage, managing the full Partner lifecycle, driving revenue alongside Federal sales, leading Partner marketing and demand generation, managing pipeline and forecasts in Salesforce, shaping channel program rules, and bringing Partner feedback to internal teams. Travel is up to 25%, mostly in the DC/MD/VA region. Expected on-target cash earnings are $240,000–$300,000 per year; individual pay depends on factors including job-related skills, work experience, and relevant education or training.

Requirements

7–10 years of experience selling into or supporting the Federal Government market, including 5 or more years in channel or Partner sales with hands-on selling experience.
Proven success recruiting and growing Federal resellers, distributors, or aggregators, with consistent performance against Partner revenue, pipeline, and closed-won targets.
A record of exceeding quota in an enterprise software annual recurring revenue (ARR) model.
An existing Federal Partner network that can be leveraged immediately.
Working knowledge of Federal procurement and contract vehicles, such as GSA MAS, SEWP, and CIO-SP, and how Partners use them to win.
Ability to serve the needs of the end user, the Partner, and the Forward Sales team.
Excellent communication skills and credibility with Partner executives and field representatives.
Deep understanding of the networking and security market and Forward's buyers.
Bachelor's degree or equivalent experience.

Nice To Haves

SLED channel experience, including state and cooperative purchasing contracts.

Responsibilities

Build Federal and Public Sector Partner strategy and align Partner coverage with agency and SLED account plans; identify whitespace across agencies, commands, and SLED entities.
Recruit, onboard, enable, and grow Federal resellers, distributors, systems integrators, and other Partners, including those holding relevant contract vehicles.
Develop joint solutions with Partners that align their strengths to Forward's platform and attract agency interest.
Drive Partner agreements through signature and ensure Forward is orderable in Partner systems.
Map Partner and Forward sales stakeholders, develop field relationships, and provide sales and technical training, product and pricing updates, and information on Partner economics.
Own Partner performance and revenue targets; run executive QBRs, develop quarterly joint business plans with targets and pipeline commitments, assess Partner performance, and tier, grow, or exit Partners based on results.
Work with Federal Regional Sales Directors and Sales Engineers on sell-to and sell-through opportunities, including land-and-expand deals and multi-Partner teaming on larger programs.
Champion joint strategic opportunities within Forward.
Lead Partner marketing and demand generation with Marketing, including events, agency briefings, webinars, and Federal-focused campaigns.
Manage Partner business in Salesforce by associating pipeline and deal registrations with the appropriate Partners and forecasting Partner-sourced and Partner-influenced bookings weekly.
Help define and evolve the Federal Partner program, including rules of engagement, deal registration, channel conflict resolution, and Partner tiers.
Represent Partner feedback to Product, Marketing, Legal, Finance, and Operations.
Travel up to 25%, mostly across the DC/MD/VA region, for Partner planning sessions and customer opportunities.