COMPANY DESCRIPTION
Rancher Government Solutions (RGS) is specifically designed to address the unique security and operational needs of the U.S. Government and military as it relates to application modernization, containers, and Kubernetes.
Rancher is a complete open-source software stack for teams adopting containers. It addresses the operations and security challenges of managing multiple Kubernetes clusters at scale, while providing DevOps teams with integrated tools for running containerized workloads.
RGS supports all Rancher products with U.S. based American citizens with the highest security clearances who are currently supporting programs across the Department of Defense, Intelligence Community, and civilian agencies.
If you are eager to learn, thrive in a collaborative environment, and are passionate about the Open-Source enterprise software sales landscape, we encourage you to apply.
POSITION SUMMARY
We're looking for a highly motivated and detail-oriented Federal Partner Manager to join our growing RGS Ecosystem team.
This integral role focuses on strategic Partner relationships and providing business development for sell-to and sell-through partner motions, covering RGS product and services. A proven track record in Government technology sales in the Federal sector, experience with complex sales cycles and solution selling is highly valued.
DUTIES AND RESPONSIBILITIES
Sales, Strategy and Execution:
- Develop and implement effective strategies and account plans to achieve revenue targets, lead generation, pipeline management and forecasting. Expand RGS's market reach and contribute to targeted partner-led revenue growth.
- Support quarterly business reviews, align goals, and drive activities that position RGS for success.
- Track active programs and pipeline while collaborating with Account Execs’ to support deal closure and expand partner-driven revenue.
Technical Acumen:
- Understanding of relevant technologies (e.g.,Kubernetes, security, cloud computing) and the ability to translate technical features into business value. Build, grow and expand the RGS solution portfolio.
Partner Relationship & Coordination:
- Establish and maintain strong strategic relationships with key Partner stakeholders. Coordinate and collaborate across RGS internal teams and with partners on joint roadmaps, GTM strategies, and new capture/teaming efforts.
- Support joint marketing initiatives, events, the development of joint offerings "Powered by RGS," and efforts to drive ecosystem integrations (Embedded, Cloud, OEM).
- Other duties as assigned.
QUALIFICATIONS
- Minimum of 5 years of sales experience, with at least 2 years of specialized experience selling directly to and with Federal Channel partners. Software sales experience is preferred, but Strategic Channel Partner sales experience will be considered.
- Proven track record of driving revenue growth within the government sector, with a focus on Federal Channel partners.
A strong understanding of Kubernetes, AI and Software product sales is highly preferred; will consider candidates with a proven sales track record and a passion for learning and mastering our product. - Excellent communication and interpersonal skills, with the ability to build and maintain strong client relationships.
- Ability to develop and execute strategic sales plans.
- Ability to travel as needed.