Partner Development Manager, Federal

Hack The Box; Washington (District of Columbia); On-site; USD 171,000 - 214,000; Full time

Benefits offered by this job

Home Office Allowance

25 annual leave days

Professional development budget

Healthcare coverage (medical/dental/ve

Training and conferences budget

Job summary

Hack The Box is seeking a Partner Development Manager (Federal) to architect and grow our public sector ecosystem across North America. You will manage federal resellers, GSIs, and defense contractors, enabling them to win large government tenders.

The role focuses on building Federal GTM strategies, navigating procurement processes, and aligning with internal teams on workforce transformation for government agencies. Remote US-based position with travel for partner alignments.

Qualifications

• Federal/public sector experience in North America (3+ years) in sales, business development, or channel management.
• Strong cybersecurity domain knowledge and ability to discuss skills gaps and workforce readiness.
• Experience with government procurement vehicles and large-scale tender processes.
• Track record of creating and executing revenue growth plans in complex, multi-year sales cycles.
• Excellent presentation and negotiation skills with ability to influence procurement officers to C-level executives.
• Willingness to travel across focus regions for reviews, forums, and partner alignment meetings.

Responsibilities

• Relationship management of Federal resellers, GSIs, and boutique defense contractors.
• Drive business development and growth through pipeline management and tender support.
• Coordinate communications and operations, including quarterly business reviews and partner enablement.

Skills

Federal public sector experience

Cybersecurity domain knowledge

Framework fluency

Strategic execution

Communication

Mobility/travel willingness

Job description

Ready to embark on the quest to join Hack The Box? At the end of this journey, you'll become a proud member of Hack The Box, with the ultimate mission to raise cyber resilience so that every organization can stay ahead of tomorrow’s threats.

Overview

The Partner Development Manager (Federal) is the architect of our public sector ecosystem across North America. You will manage strategic resellers, boutique defense contractors, and large System Integrators, working closely with Sales and Marketing to ensure partners are cleared, enabled, and positioned to win large-scale government tenders.

Location & Work Mode

• US
• Fully Remote

Key Responsibilities

1. Relationship Management

• Federal Resellers & GSIs: Manage existing specialized federal resellers and SIs, ensuring HTB is embedded in their cyber practice and long-term government contracts.
• Complementary Tech Alliances: Work with existing strategic technology partners that have a strong federal footprint, exploring joint GTM motions to provide a holistic cyber readiness solution for government agencies.

2. Business Development & Growth

• Pipeline & Frameworks: Identify and qualify new public sector opportunities; help partners navigate frameworks and procurement vehicles so HTB becomes the preferred upskilling provider.
• Co-Selling & Tender Support: Support partner sales cycles by navigating complex government procurement processes, providing HTB expertise during RFI/RFP stages.
• Mission-Aligned GTM: Collaborate with internal teams to build federal GTM strategies, focusing on workforce transformation within SLED, military, and intelligence communities.

3. Communication & Operations

• QBRs & Executive Alignment: Lead quarterly business reviews with key federal partners to track performance and realign on strategic goals.
• Enablement: Facilitate partner sales and technical team training so they can articulate the shift from “theoretical training” to “hands‑on cyber performance.”
• Partner Ops: Maintain high data hygiene within PRM and CRM, tracking partner-sourced pipeline, deal registrations, and accreditation levels within the public sector vertical.

Targets

The role is measured on partner-sourced pipeline and revenue within focus federal/public sector regions in North America.

Qualifications & Experience

• Federal/Public Sector Experience (Required): 3+ years in sales, business development, or channel management within the federal, defense, or national security sectors in North America.
• Cybersecurity Domain Knowledge: Strong understanding of the cyber landscape, comfortable discussing skills gap, threat actors, and workforce readiness.
• Framework Fluency: Demonstrated experience with government procurement vehicles and large-scale tender processes.
• Strategic Execution: Experience creating and executing actionable plans to grow revenue in complex, multi-year sales cycles.
• Communication: Excellent presentation and negotiation skills, with the ability to influence stakeholders from procurement officers to C-level executives.
• Mobility: Willingness to travel throughout the focus regions for business reviews, defense forums, and partner alignment meetings.

Compensation & Benefits

• OTE Compensation: USD 171,000‑214,000 (70/30 split)
• Medical, Dental & Vision (employee coverage 100% paid)
• 401(k) with employer match
• Employer-paid Life and AD&D Insurance
• Supplemental Life Insurance
• Short-term and Long-term Disability
• Healthcare and Dependent Care FSA
• Paid paternity & maternity leave
• 25 annual leave days
• Home Office Allowance
• Dedicated budget for training and professional development, participation in conferences
• State-of-the-art equipment
• Full access to the Hack The Box lab offerings

Hack The Box participates in E-Verifiy. For more information, please click here.