Partner Manager, Federal Channel

FormAssembly; Washington (District of Columbia); On-site; USD 100,000 - 120,000; Full time

Benefits offered by this job

Health benefits

Mental Health benefits

401(k) match

Unlimited PTO

Paid holidays

Flexible schedule

Parental leave

Charitable match

Professional development budget

Mac laptop

Job summary

FormAssembly seeks a leader to own public sector partnerships, leveraging our FedRAMP High authorization to accelerate revenue and partner-led growth. You will cultivate and expand relationships with federal technology partners, systems integrators, and resellers, guiding joint GTM plans and driving new opportunities.

With a mature partnerships org and a remote-first culture, you will navigate government procurement and manage a healthy partner pipeline across federal and other agencies,

Qualifications

• 5+ years of experience managing partner, channel, or alliance relationships.
• Experience in public sector sales across federal, state, or local agencies.
• Strong procurement knowledge and negotiation skills.

Responsibilities

• Manage and expand a government-focused partner book (resellers, systems integrators, technology partners).
• Formulate joint account strategies and GTM plans with each partner.
• Navigate public sector procurement mechanisms (RFPs, cooperative purchasing, GSA schedules).
• Act as FormAssembly's ambassador at public sector events.
• Oversee partner pipeline and communicate progress to sales and leadership.

Skills

Public sector sales

Partner management

Negotiation

Regulated environments

No security clearance

Job description

The Role: Serve as FormAssembly's lead on public sector partnerships, leveraging our FedRAMP High authorization—a key differentiator held by very few competitors. Backed by our mature partnership organization, you will establish and expand strategic alliances with technology partners, systems integrators, and resellers targeting primarily federal agencies to accelerate revenue generation and partner-led pipeline growth.

What You'll Do

• Manage and expand a book of government-focused partners, serving as the primary relationship owner for resellers, systems integrators, and technology partners that primarily sell into federal and, to a lesser extent, state and local agencies.
• Formulate joint account strategies and go-to-market plans with each partner, establishing shared goals and defining collaborative approaches to capture public sector opportunities.
• Successfully navigate public sector-specific procurement mechanisms, including state and local RFPs, cooperative purchasing agreements, and GSA schedules.
• Serve as FormAssembly's ambassador at public sector industry events.
• Oversee a healthy and active partner pipeline, monitoring deal progression from lead generation through conversion and communicating updates to sales and partnership leadership.

Requirements

• 5+ years of experience managing partner, channel, or alliance relationships, with proven expertise in public sector sales across federal, state, or local agencies.
• Demonstrated track record of achieving revenue goals driven by partners, combined with a strong grasp of government procurement processes.
• Proven ability to build strategic relationships and drive successful negotiations.
• A strong level of comfort operating effectively within highly regulated, compliance-focused environments.
• No security clearance required

Salary range: $100,000 - $120,000 + variable ($50,000 - $75,000)

FormAssembly is a completely remote/distributed team. We thrive through digital communication, and work to connect numerous times a day. Our culture is vibrant, fun, and unique! Read more about it here. Some of our benefits include:

Benefits

• Health benefits (health, dental, vision) for Team Members based in the United States
• Mental Health benefits with SpringHealth
• 401(k) with 4% company match
• Unlimited PTO (with a required minimum use of 2 weeks per year) for Salaried/Exempt staff, or 4 weeks of paid vacation for hourly/non-exempt employees.
• 9 paid company holidays
• Flexible work schedule; work from anywhere!
• Generous Paid parental leave (up to 16 weeks)
• Charitable contribution match
• Budget for professional development
• Company provided Mac laptop

You'll be joining a talented and fun team, working together to build something great!