Federal & Public Sector Partner Channel Director

Forward; Washington (District of Columbia, VA); On-site; USD 240,000 - 300,000; Full time

Job summary

Forward is seeking a Partner Sales Director for Federal and Public Sector to build and scale its partner ecosystem across Federal, state, local and education markets. You will recruit resellers, distributors and MSPs, own the partner-sourced pipeline, and drive revenue through channel relationships.

This 100% channel role reports to the VP, Strategic Partnerships & Channel Sales, with a dotted line to the Federal Sales leader. Travel up to 25% across the DC region.

Qualifications

• 7-10 years selling into or supporting the Federal Government market, with 5+ years in channel or Partner sales.
• Proven success recruiting and growing Federal resellers, distributors, aggregators with consistent performance against Partner revenue, pipeline and closed‑won targets.
• A record of exceeding quota in an Enterprise software ARR model.
• An existing network of Federal Partners you can leverage immediately.

Responsibilities

• Build the Federal and Public Sector Partner strategy.
• Execute the Partner lifecycle: Recruit, Onboard, Enable, Grow.
• Recruit Federal resellers, distributors and MSPs; identify strategic Partners including contract-vehicle holders (GSA MAS, SEWP, CIO-SP, ITES).
• Onboard stakeholders to stand up a real go-to-market Partnership; drive partner agreements to signature.

Skills

Federal sales

Channel sales

Enterprise software

Partnership building

Sales enablement

Education

Bachelor's degree or equivalent

Tools

Salesforce

Job description

Forward is seeking a Partner Sales Director for Federal and Public Sector to build and scale its partner ecosystem across Federal, state, local and education markets. You will recruit resellers, distributors and MSPs, own the partner-sourced pipeline, and drive revenue through channel relationships.

This 100% channel role reports to the VP, Strategic Partnerships & Channel Sales, with a dotted line to the Federal Sales leader. Travel up to 25% across the DC region.