Partner Operations Liaison

• Partner Relationship Management
  • Serve as the central point of contact and accountability for our client's strategic partners, as well as targeted emerging partners identified by leadership, across OEMs and Services partners.
  • Work with Sales and Leadership to maintain strategic initiatives and quarterly, review the Strategic Partner list based on current business priorities and growth targets.
  • Own and manage partner deal registrations and pricing coordination for Strategic Partners in collaboration with Sales.
  • Own distribution relationships, Rebate Incentive Agreements, and inform inside and outside sales teams of any new distribution alignment.
  • Maintain continual engagement with partner contacts (calls, events, quarterly business reviews) and record all activities in CRM.
  • Act as the escalation point for partner issues across Sales, Marketing, Technology, and Service Delivery.
  • Recommend and document the appropriate level of partnership for each partner using CRM data, market intelligence, and field feedback.
  • Drive Senior-to-Senior engagement planning and execution in coordination with Sales and Leadership.
  • Attend pertinent meetings, trade shows, and any other events as deemed important to the overall growth strategy
• Program Development & Enablement
  • Define baseline requirements for each partner, including training, certifications, revenue expectations, and lead behaviors.
  • Build and maintain Partner Levels and their associated benefits and obligations (e.g. Gold, Silver, Strategic).
  • Enable emerging or underdeveloped manufacturers to build federal-ready channel programs (deal reg structure, pricing policy, compliance, GSA/FSS mapping, contract utilization).
  • Drive partner participation in Sales Kickoffs, Partner Advisory Boards, speaking engagements, and awards programs.
• Sales & Marketing Alignment
  • Coordinate with Sales to target underdeveloped partner patches and increase breadth of field engagement.
  • Partner with Marketing to design and execute co-branded campaigns, lead-sharing agreements, and MDF-backed activities.
  • Align internal teams on partner strategies and ensure they meet partner training and engagement expectations.
• Market Development Funds (MDF) Stewardship
  • Raise and organize MDF opportunities from partners and make them visible internally.
  • Stay in continual sync with MDF owners (Sales Leadership, Finance, Marketing) to align on priorities.
  • Manage planning, logistics, and execution for MDF-funded efforts, ensuring alignment with partner strategy.
  • Maintain that MDF spend strategy decisions stay with company leadership, while enabling smooth execution.
• Accountability, Tracking & Incentives
  • Maintain partner/distributer contact info, capabilities, engagement activities, and compliance status.
  • Track engagement history, deal influence, and performance trends over time.
  • Produce partner health scorecards and dashboards.
  • Design and maintain partner incentive structures (SPIFs, lead-sharing rewards, co-marketing incentives) to drive desired behaviors.
  • Implement clear joint pursuit agreements outlining responsibilities and expected outcomes on major opportunities.
  • Run quarterly reviews with each key partner against defined goals.

Qualifications :

• 5+ years in partner/channel management
• Market Development Fund program management experience
• GSA Federal Supply Schedule (FSS) and federal contracting familiarity
• Distributor relationship management experience
• Federal Community Relationships:
  • Bring established and active relationships with partner contacts across the federal IT community.
  • Existing relationships with federal channel program managers, partner development managers and alliance leadership.
  • A strategic relationship builder who can develop and grow high-impact partner ecosystems
• Federal Acquisition and Contracting knowledge:
  • Working knowledge of federal government acquisition vehicles and contracting processes; RFP award cycles, and how partners engage across Civilian, DOD, and/or Intelligence Community accounts.
• Ability to travel approximately 40% during peak seasons:
  • Support partner meetings, industry events, trade shows, Quarterly Business Reviews (QBRs), and Sales Kickoffs (SKOs).
  • Travel will be concentrated around key industry event seasons and quarterly business review cycles with lighter periods in between.
• Skilled at aligning Sales, Marketing, and Leadership around shared partner strategies and revenue goals
• Highly organized with strong attention to detail in managing partner programs, deal registrations, and pricing coordination
• A proactive communicator who maintains consistent partner engagement and effectively navigates escalations
• Data-driven, using CRM insights and performance metrics to guide decisions and optimize partner outcomes
• Accountable and results-oriented, with a track record of driving partner engagement and measurable growth