Apply on Employer Site

Omnissa · 1 day ago

Federal Partner Business Manager

United States

Full-time

Remote

Senior Level

$220K/yr - $320K/yr

5+ years exp

Omnissa is the first AI-driven digital work platform, built to support flexible, secure, work-from anywhere experiences. The Federal Partner Business Manager will be responsible for building and developing Omnissa’s ecosystem of federal partners, focusing on distributors and driving pipeline growth and partner-led revenue.

Consumer ApplicationsCyber SecurityInformation TechnologyOnline PortalsSoftware

No H1B

Responsibilities

Develop and implement partner sales strategies aligned with Omnissa’s federal business objectives to consistently achieve and exceed revenue targets

Build, develop, and manage relationships with assigned federal partners. Serve as the primary point of contact and trusted advisor for partner sales, marketing, and technical teams

Identify, recruit, and onboard new federal partners into Omnissa’s Partner Program, ensuring they have the tools, knowledge, and resources needed to deliver successful outcomes for their customers

Enable partners on Omnissa’s federal value propositions, use cases, competitive differentiation, and product updates. Coordinate training and certification activities to ensure partners have the necessary skills and competency for success

Work with partners to create joint business plans, including federal sales target alignment, demand generation campaigns, marketing programs, and enablement plans. Track progress through regular business reviews and performance metrics

Collaborate with Omnissa federal sales teams to build joint pipelines and execute co-selling motions. Identify and support strategic opportunities through deal registration, account mapping, and partner engagement

Monitor federal market trends, competitive activities, and customer feedback to identify opportunities for business growth and development

Engage with internal and external stakeholders to develop business cases, programs, and processes that enable partners to execute on Omnissa’s federal go-to-market strategies. Ensure alignment with federal compliance, contracting, and procurement requirements

Qualification

Partner/channel managementFederal channel knowledgeTechnical acumenBusiness developmentStrategic planningData-driven decision makingPresentation skillsCommunication skillsNegotiation skillsInternal collaboration

Required

Minimum of 5-7 years in partner/channel management, alliances, or sales within the enterprise software or cloud/SaaS industry, preferably with a focus on the federal government or public sector

Familiarity working with distributors like Carahsoft and the federal VAR community, as well as the largest and most strategic federal enterprise resellers

Familiarity with Omnissa solutions, VMware Workspace ONE & Horizon, or competing technologies in VDI, EMM, application virtualization, or federal workspace solutions is highly desirable

Strong ability to build trusted relationships and drive business development. Excellent presentation, communication, and negotiation skills across executive, sales, pre-sales, and services stakeholders

Build actionable partner business plans that provide intelligence and insight for both short-term tactical wins and long-term federal GTM success. Include marketing plans, enablement activities, and pipeline development strategies

Support partners in developing best-in-class sales, consulting, deployment, and managed services practices to drive federal customer digital workspace transformations

Work closely with internal stakeholders across Omnissa, including Go-to-Market teams, to accelerate key partner programs, initiatives, and federal-focused campaigns

Track partner KPIs, forecast growth, and report performance. Leverage data strategically to guide partner engagement, pipeline development, and business decisions

Highly trusted individual who sets and maintains high standards. A positive, energetic approach differentiates you in the federal marketplace and fosters confidence among partners and internal teams