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Partner Development Manager, Federal

1 month, 2 weeks ago
United States
Full-time
Mid Level
Partnerships Manager
Sales and Business Development
CRM Cybersecurity
Apply Now
Hack The Box

Hack The Box

Hack The Box serves as a premier Cybersecurity Performance Center, providing advanced training and certification resources for both aspiring security professionals and established teams to enhance their skills and drive peak cyber performance.

Internet Software & Services
51-250
Founded 2017
$70M raised
View All Jobs 10

Description

  • Manage strategic Federal resellers, system integrators, and other public sector partners across North America.
  • Build HTB into partner cyber practices and long-term government contracts.
  • Develop joint go-to-market motions with complementary technology alliances that have a Federal footprint.
  • Identify and qualify new public sector opportunities and help partners navigate procurement frameworks and vehicles.
  • Support partner sales cycles through RFI and RFP stages and position HTB for government tenders.
  • Collaborate with Sales and Marketing to shape Federal go-to-market strategies for SLED, military, and intelligence audiences.
  • Lead quarterly business reviews with key partners to review performance, roadmap updates, and strategic alignment.
  • Train partner sales and technical teams to effectively represent HTB’s hands-on cyber upskilling value proposition.
  • Maintain accurate partner data in PRM and CRM systems, including sourced pipeline, deal registrations, and accreditation status.
  • Track partner-sourced pipeline and revenue performance across focus Federal and public sector regions.

Requirements

  • 3+ years of experience in sales, business development, or channel management within Federal, Defense, or National Security sectors in North America.
  • Experience working with government procurement vehicles and large-scale tender processes.
  • Understanding of the cybersecurity landscape, including cyber skills gaps, threat actors, and workforce readiness (preferred).
  • Experience creating and executing revenue growth plans in complex, multi-year sales cycles.
  • Excellent presentation and negotiation skills with the ability to influence stakeholders from procurement officers to C-level executives.
  • Willingness to travel throughout the focus regions for business reviews, defense forums, and partner meetings.
  • Experience working with strategic technology partners or public sector ecosystem partners (preferred).
  • Strong operational discipline with high data hygiene in CRM and partner management systems.

Benefits

  • OTE compensation of USD 171,000–214,000 with a 70/30 split.
  • Medical, dental, and vision coverage with 100% of employee premiums paid by Hack The Box.
  • 401(k) with employer match.
  • Paid paternity and maternity leave.
  • 25 annual leave days.
  • Home office allowance.
  • Dedicated budget for training and professional development, including conference participation.
  • State-of-the-art equipment and full access to Hack The Box lab offerings.

Interested in this position?

Apply directly on the company website

Apply Now

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