[Hiring] Partner Manager @Ontic

Role Description

As Ontic’s first dedicated public sector Partner Manager, you’ll be responsible for maximizing revenue opportunities through the existing partner network and through new public sector partnerships. This role focuses on driving revenue growth by nurturing partner relationships and collaborating closely with partners to generate new business through pipeline generation, distribution, joint sales, and engaging with potential partners to form new partnerships.

You’ll develop and execute strategies to qualify partner-sourced leads and coordinate internally across Sales, SDR, BDR, and Marketing to achieve shared revenue goals. This role owns relationships with public sector distributors and value-added resellers (VARs), ensuring our SaaS platform is easy to buy, well-positioned, and actively sold through approved public sector channels.

The public sector Partner Manager will drive growth through the strategic development and management of partnerships with other organizations. You’ll play a critical role in Ontic’s public sector go-to-market strategy by identifying, developing, and nurturing partnerships that drive revenue, increase customer acquisition, and expand our ecosystem.

Candidates based in Washington D.C. Area will be strongly preferred.

What You’ll Do:

• Existing Partner Management:
  • Manage the existing distributor (Vertosoft) and reseller partnerships.
• Partner Identification and Recruitment:
  • Identify and recruit new resellers and referral partners into Ontic’s ecosystem.
• Partner Enablement:
  • Help build and execute enablement programs for partners to ensure they are up to speed on the latest Ontic has to offer.
• Pipeline Development:
  • Work with partners to drive net new opportunities as well as ensuring applicable partners are aligned with current account and close plans for access to GWAC’s.

Responsibilities:

• Public Sector VAR Management Responsibilities:
  • Identify and recruit new strategic resellers and SI partners to drive revenue growth.
  • Enable and activate existing partners through training, enablement and joint selling.
  • Coordinate the technical and marketing aspects of partnership launches.
  • Create joint business plans and partner success plans for each partner.
  • Host quarterly business reviews with partners to drive accountability and report on success metrics.
  • Work hand-in-hand with Ontic’s public sector sales organization.
  • Add value to end user account plans.
  • Generate partner-sourced net-new sales pipeline and revenue.
• Day-to-Day Responsibilities:
  • Partner Relationship Management:
    • Serve as the primary point of contact for assigned partners, maintaining strong, growth-focused relationships.
    • Conduct regular check-ins and executive/quarterly business reviews with partners, to review shared business goals, identify new opportunities, and drive accountability.
  • Partner Identification and Outreach:
    • Initiate conversations and establish relationships with potential partners.
    • Identify and recruit new strategic resellers and SI partners to drive revenue growth.
  • Revenue Generation and Sales Support:
    • Collaborate with partners to identify revenue opportunities, including partner-sourced deal registration and co-sell opportunities.
    • Assist the public sector Sales team in converting partner-sourced leads, ensuring a seamless and effective handoff.
    • Strategize on conversion tactics, tailoring approaches based on partner and client profiles.
  • Partner Enablement and Training:
    • Lead onboarding of new partners, ensuring they understand our product, value proposition, and mutual goals.
    • Provide training and resources to partners so they can advocate for our solution, effectively refer leads and support joint sales efforts.
    • Conduct ongoing training sessions and create materials to keep partners informed and engaged.
  • Go-to-Market Strategy Execution:
    • Coordinate the technical and marketing aspects of partnership launches in partnership with Ontic’s Marketing team.
    • Work closely with Marketing to develop and execute go-to-market campaigns, including co-marketing initiatives, field events, webinars and other entitlements.
    • Collaborate on cross-promotional campaigns to generate demand and awareness through the partner network.
  • Performance Analysis and Reporting:
    • Monitor and report on revenue generated from partner activities, providing insights to optimize the partner revenue program.
    • Analyze metrics such as partner-driven leads, conversion rates, and revenue impact to refine strategies.

Qualifications

• 5+ years of experience in business development, strategic alliances, account management, or channel sales in the public sector ecosystem.
• Proven experience in driving sales opportunities from lead generation to closure, effectively negotiating agreements and building long-lasting partnerships.
• Ability to quickly understand the security ecosystem and articulate the Ontic value both verbally and in writing.
• Willingness to travel ~30%.
• Bonus points:
  • Experience with OSINT or Risk Intelligence.
  • Experience with platform technology.
  • Entrepreneurial mindset with a passion for taking initiatives from ideation to impact.
  • Passion for fast-paced, sometimes unpredictable growth culture and environment.
  • Experience in identifying market opportunities with a track record of initiating go-to-market plans and sales follow-through.

Benefits

• Competitive Salary
• Medical, Vision & Dental Benefits
• 401k
• Stock Options
• HSA Contribution
• Learning Stipend
• Flexible PTO Policy
• Quarterly company ME (mental escape) days
• Generous Parental Leave policy
• Home Office Stipend
• Mobile Phone Reimbursement
• Home Internet Reimbursement for Remote Employees
• Anniversary & Milestone Celebrations