✦ Luna Orbit — Sales & Business Development

Partner Manager - Public Sector

at ONTIC TECHNOLOGIES

📍 Remote, US Remote 💰 $125K – $230K USD / year Posted April 14, 2026
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Position Details

Salary $125K – $230K USD / year
Type Not Specified
Experience mid
Exp. Years Not specified
Education Not specified
Category Sales & Business Development

About this role

This role is responsible for maximizing revenue opportunities in the public sector by managing existing channel partners and recruiting new resellers/referral partners. You will drive partner-sourced pipeline through enablement, joint business planning, and regular performance reviews.

Key Responsibilities

  • Manage existing distributor (Vertosoft) and reseller partnerships
  • Identify and recruit new resellers and referral partners
  • Build and execute partner enablement programs
  • Drive net new opportunities with partners and align on account/close plans for GWACs access
  • Create joint business and partner success plans and host quarterly business reviews

Technical Overview

The role supports selling a SaaS platform for public sector security programs. It focuses on GTM execution via partner channels, including coordination across Sales, SDR, BDR, and Marketing, and alignment around account and close plans for GWAC access.

Ideal Candidate

The ideal candidate is a partner-focused sales professional experienced managing public sector channel relationships, including distributors and VARs. They have a proven track record driving partner-sourced pipeline through joint selling, lead qualification, and partner enablement, along with strong cross-functional coordination with Sales, SDR/BDR, and Marketing.

Must-Have Skills

Partner managementPartner enablementPipeline generationJoint salesLead qualificationPublic sector VAR management responsibilitiesPartner recruitment and enablement

Nice-to-Have Skills

Experience with public sector distributorsExperience with value-added resellers (VARs)Experience with GWACs (implied)

Tools & Platforms

Microsoft Office (implied by enablement/communications; not explicitly stated)

Required Skills

partner managementdistributor partnershipsreseller partnershipsvalue-added resellersVARpartner identification and recruitmentpartner enablementpipeline developmentpipeline generationdistributionjoint saleslead qualificationgo-to-market strategyGWACs accessquarterly business reviewsjoint business planspartner success plans

Hard Skills

Partner managementExisting distributor partnerships managementReseller partnerships managementPartner identificationPartner recruitmentPartner enablementPipeline developmentPipeline generationDistribution partnershipsJoint salesChannel partner strategyLead qualificationGo-to-market strategy developmentBusiness reviews with partnersJoint business plansPartner success plansCRM/forecasting for partners (implied by pipeline and account/close plans)Account and close plan alignmentGWACs access (implied bySaaS platform positioning for approved public sector channelsQuarterly business reviews

Soft Skills

Relationship managementCross-functional collaborationStrategic planningCommunicationAccountabilityEnablement leadershipSales leadership

Industry & Role

Industry Government/Public Sector
Job Function Grow public sector revenue by managing and enabling distributor and VAR partner relationships.
Role Subtype Channel Partner Manager

Keywords for Your Resume

Partner ManagerPublic Sector Partner Managerpartner managementexisting distributorVertosoftreseller partnershipsvalue-added resellersVARIdentify and recruitpipeline generationdistributionjoint saleslead qualificationenablement programspartner enablementjoint business planspartner success plansquarterly business reviewsGWACsgo-to-market strategySaaS platformpublic sector distributorsapproved public sector channelsPublic Sector

Deal Breakers

Must manage existing distributor and reseller partnerships (Vertosoft and VAR relationships), Must be able to drive partner-sourced pipeline and coordinate account/close plan alignment for GWAC access, Preference for Washington D.C. Area candidates (may be a strong requirement depending on internal screening)

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