Develop and implement partner sales strategies aligned with Omnissa’s federal business objectives to consistently achieve and exceed revenue targets.
Build, develop, and manage relationships with assigned federal partners. Serve as the primary point of contact and trusted advisor for partner sales, marketing, and technical teams.
Identify, recruit, and onboard new federal partners into Omnissa’s Partner Program, ensuring they have the tools, knowledge, and resources needed to deliver successful outcomes for their customers.
Enable partners on Omnissa’s federal value propositions, use cases, competitive differentiation, and product updates. Coordinate training and certification activities to ensure partners have the necessary skills and competency for success.
Work with partners to create joint business plans, including federal sales target alignment, demand generation campaigns, marketing programs, and enablement plans. Track progress through regular business reviews and performance metrics.
Collaborate with Omnissa federal sales teams to build joint pipelines and execute co-selling motions. Identify and support strategic opportunities through deal registration, account mapping, and partner engagement.
Monitor federal market trends, competitive activities, and customer feedback to identify opportunities for business growth and development.
Engage with internal and external stakeholders to develop business cases, programs, and processes that enable partners to execute on Omnissa’s federal go-to-market strategies. Ensure alignment with federal compliance, contracting, and procurement requirements.

Requirements

Minimum of 5-7 years in partner/channel management, alliances, or sales within the enterprise software or cloud/SaaS industry, preferably with a focus on the federal government or public sector.
Familiarity working with distributors like Carahsoft and the federal VAR community, as well as the largest and most strategic federal enterprise resellers.
Familiarity with Omnissa solutions, VMware Workspace ONE & Horizon, or competing technologies in VDI, EMM, application virtualization, or federal workspace solutions is highly desirable.
Strong ability to build trusted relationships and drive business development.
Excellent presentation, communication, and negotiation skills across executive, sales, pre-sales, and services stakeholders.
Build actionable partner business plans that provide intelligence and insight for both short-term tactical wins and long-term federal GTM success.
Support partners in developing best-in-class sales, consulting, deployment, and managed services practices to drive federal customer digital workspace transformations.
Work closely with internal stakeholders across Omnissa, including Go-to-Market teams, to accelerate key partner programs, initiatives, and federal-focused campaigns.
Track partner KPIs, forecast growth, and report performance. Leverage data strategically to guide partner engagement, pipeline development, and business decisions.
Highly trusted individual who sets and maintains high standards. A positive, energetic approach differentiates you in the federal marketplace and fosters confidence among partners and internal teams.

Benefits

employee ownership
health insurance
401k with matching contributions
disability insurance
paid-time off
growth opportunities

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

partner/channel managementbusiness developmentsales strategiesfederal compliancecontractingprocurementVDIEMMapplication virtualizationdigital workspace transformations

Soft Skills

relationship buildingpresentation skillscommunication skillsnegotiation skillsstrategic thinkingcollaborationdata analysisproblem-solvingleadershipenergetic approach