Illumination Systems Arizona

Partner Sales Director, Federal

Illumination Systems Arizona

full-time

Posted on:

Origin:  • 🇺🇸 United States • Washington

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Job Level

Lead

Tech Stack

Cloud

About the role

  • Develop and execute the go-to-market strategy for Federal partners including SIs, VARs, OEMs, and cloud service providers.
  • Define partner segmentation and coverage models that support revenue and market share growth.
  • Build, manage, and deepen relationships with key Federal partners to expand joint pipelines and closed businesses.
  • Drive enablement programs, joint marketing initiatives, and executive alignment with strategic partners.
  • Own the partner-sourced and partner-influenced revenue goals.
  • Collaborate with direct sales teams and partners to develop account strategies, co-sell opportunities, and close business.
  • Maintain deep knowledge of Federal procurement cycles, compliance requirements (e.g., FedRAMP, FISMA, CMMC), and agency buying patterns.
  • Leverage knowledge of programs, contracts, and IDIQs to expand footprint across agencies.
  • Work closely with sales, marketing, legal, operations, and product teams to ensure partner success and alignment with overall business objectives.
  • Provide regular feedback on market trends, partner needs, and competitive insights to internal teams.

Requirements

  • 10+ years of experience in Federal sales, channel sales, or strategic partner management.
  • Strong understanding of the Federal government market and public sector channel ecosystem.
  • Experience selling or partnering in the data storage, cloud, or enterprise IT infrastructure space.
  • Demonstrated success building and scaling partner programs and delivering against revenue targets.
  • Excellent communication, negotiation, and relationship-building skills.
  • Ability to navigate complex sales cycles and drive collaboration across internal and external stakeholders.
  • Willingness to travel as required (10-25%).
  • Existing relationships with key Federal SIs and VARs (e.g., Carahsoft, GDIT, Red River, Leidos,).