Senior Federal Channel Partnerships Manager
Granicus•Washington, DC
•$159,000 - $188,000•Remote
About The Position
The Senior Federal Channel Partnerships Manager is responsible for defining, building, and scaling Granicus’ federal partner ecosystem. This role goes beyond traditional channel management—owning strategic alliances, technology partnerships, systems integrators (SIs), OEMs, and advisory partners that materially impact pipeline creation, deal execution, and long‑term platform adoption. This leader will work cross‑functionally with Federal Sales, Product, Marketing, and Executive Leadership to align partnerships to Granicus’ federal growth strategy, priority agencies, and solution offerings.
Requirements
- 8+ years of progressive experience in: Federal alliances, partnerships, or channel leadership
- Federal SaaS, GovTech, or technology services
- Proven success building and scaling strategic partnerships that drive measurable revenue impact
- Strong understanding of: Federal procurement and contracting vehicles
- Civilian and/or defense agency buying models
- Federal systems integrator ecosystem
- Strategic thinker with the ability to translate vision into execution
- Executive‑level communication and relationship‑building skills
- Experience managing complex, multi‑stakeholder partnerships
- Strong analytical and operational discipline (pipeline tracking, forecasting, partner performance)
- Comfortable working in a fast‑paced, growth‑oriented environment
Nice To Haves
- Experience working with or selling through large federal SIs (e.g., Accenture Federal, Deloitte, Booz Allen, SAIC, Leidos, etc.)
- Background in digital services, CX platforms, communications, or regulatory technology
- Experience influencing product or platform integrations through partnerships
Responsibilities
- Define and own Granicus’ federal alliances and partnerships strategy, aligned to company growth objectives and federal market priorities
- Identify, evaluate, and onboard strategic partners—including: Global and mid‑tier Systems Integrators, Federal technology partners and ISVs, OEM, data, and platform partners, Advisory, consulting, and niche federal specialists
- Develop multi‑year partnerships roadmaps tied to agency missions, acquisition vehicles, and solution portfolios
- Drive partner‑sourced and partner‑influenced pipeline across federal civilian and defense agencies
- Collaborate with Federal Sales leadership on account mapping, deal strategy, and capture planning
- Enable partners to effectively position Granicus solutions across: Digital services & CX, Communications & public engagement, Regulatory, permitting, and compliance workflows
- Support joint value propositions, bundled solutions, and co‑sell motions
- Build scalable partner programs, including: Onboarding and certification, Enablement content and training, Joint marketing and demand generation
- Establish clear partner performance metrics, governance models, and quarterly business reviews
- Manage partner agreements, business plans, and ongoing relationship health
- Serve as the federal partner voice internally, ensuring alignment across Product, Marketing, Legal, and Finance
- Provide market feedback to influence product roadmap and integration priorities
- Represent Granicus in executive‑level partner discussions, industry forums, and federal events
Benefits
- Flexible Time Off
- Company-Wide Wellbeing Days
- Work From Home Reimbursement
- Multiple Health Plan Options – Including a 100% employer-paid plan
- Employer HSA Contributions
- Fitness Reimbursement Program
- On-Demand Mental Health Support
- Paid Parental Leave
- Traditional & Roth 401(k) – With a generous company match
- Life & AD&D Insurance – 100% employer-paid coverage
- Online Learning Platforms
- Competitive Salary & Bonuses
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
