Regulated Industries Partner Business Manager

• Execute a comprehensive alliance strategy for federal, state, and local government agencies, healthcare, as well as higher education institutions in North America.

• Build and maintain strategic relationships with key government, utilities and education stakeholders, system integrators, resellers, and technology partners.

• Identify and engage with key government procurement vehicles, cooperative contracts, and grant-funded programs to optimize sales opportunities.

• Drive collaboration with internal sales, marketing, legal, compliance, and product teams to align public sector needs with company solutions.

• Work closely with public sector-focused value-added resellers (VARs) and government-focused solution providers to increase market penetration and capture.

• Lead contract negotiations and partnership agreements with government agencies and educational institutions.

• Stay up to date with government regulations, procurement policies, and compliance requirements to ensure adherence to legal and policy frameworks.

• Establish go-to-market strategies with strategic alliance partners to increase adoption of products and services in the public sector.

• Develop joint business plans with key partners to drive mutual growth and ensure execution of agreed-upon initiatives.

• Represent the company at industry events, trade shows, and government summits to strengthen partnerships and brand presence.

• Monitor and analyze public sector market trends, competitor activities, and emerging opportunities to inform business strategy.

• Provide guidance on public sector pricing, licensing models, and contract vehicles to optimize competitive positioning.

• Support lobbying efforts to advocate for policies that support business growth in the government and education sectors.

• Work with internal teams to develop case studies and success stories showcasing impactful government and education partnerships.

• Lead partner enablement initiatives, including workshops and webinars tailored to the public sector audience.

• Track, measure, and report on alliance performance metrics, including revenue impact, partner engagement, and market penetration.

• Act as a trusted advisor to government and education customers, understanding their mission-critical challenges and aligning solutions accordingly.

• Support cross-functional collaboration with product and engineering teams to influence product roadmaps based on public sector needs.

10+ years of experience in public sector alliances and government sales.

Proven track record of building and managing strategic partnerships in the federal, state, local, and education (SLED), non-profit and healthcare markets.

Deep understanding of government procurement processes, contract vehicles (e.g., GSA Schedule, NASPO, OMNIA), and regulatory compliance.

Experience working with value-added resellers (VARs), system integrators, and public sector-focused technology partners.

Strong knowledge of funding mechanisms, including federal and state grants, cooperative purchasing agreements, and education-specific funding sources.

Ability to navigate complex government contracts, RFPs, and bid processes.

Strong network within government agencies, educational institutions, and industry organizations.

Experience leading public sector go-to-market strategies with measurable revenue outcomes.

Experience and understanding with SAP products beneficial.

Excellent negotiation skills and the ability to influence decision-makers within the Public Sector.

Excellent communication and presentation skills, with the ability to engage executive stakeholders and policymakers.

Experience working with public sector technology stacks, cloud solutions, and emerging government IT trends.

Knowledge of government security and compliance frameworks, such as FedRAMP, CJIS, HIPAA, and NIST.

Ability to work cross-functionally with sales, marketing, legal, and product teams to align public sector initiatives with company goals.

Proven ability to drive revenue growth and pipeline development through partnerships and alliances.

Familiarity with lobbying efforts, public policy, and advocacy initiatives impacting government technology adoption.

Bachelor’s degree (MBA or equivalent preferred).

Ability to travel as needed for partner meetings, company/industry events, and government engagements.