Federal Partner Business Manager

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. Omnissa is the first AI‑driven digital work platform, built to support flexible, secure, work‑from‑anywhere experiences. We integrate industry‑leading solutions—including Unified Endpoint Management, Virtual Apps and Desktops, Digital Employee Experience, and Security & Compliance—into a seamless, autonomous workspace that adapts to how people work. Our platform boosts employee engagement while optimizing IT operations, security, and cost.

We are seeking an experienced and motivated Federal Partner Sales Business Manager to join our Partner and Channel team in the Americas. In this role, you will be an instrumental member of our team and will be directly responsible for building and developing Omnissa’s ecosystem of federal partners, with a specific focus on distributors such as Carahsoft and the broader Value Added Reseller (VAR) community.

You will support Omnissa’s overall Federal Partner GTM strategy, driving pipeline growth, solution adoption, and partner‑led revenue.

• Partner Sales Strategy:
  Develop and implement partner sales strategies aligned with Omnissa’s federal business objectives to consistently achieve and exceed revenue targets.
• Relationship Management:
  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.
• Partner Recruitment & Onboarding:
  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.
• Partner Enablement:
  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.
• Joint Business Planning:
  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.
• Co‑Selling & Pipeline Development:
  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.
• Market Intelligence:
  Monitor federal market trends, competitive activities, and customer feedback to identify opportunities for business growth and development.
• Program & Process 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.

• Proven Experience:
  
  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.
• Federal Channel Knowledge:
  Familiarity working with distributors like Carahsoft and the federal VAR community, as well as the largest and most strategic federal enterprise resellers.
• Technical Acumen:
  Familiarity with Omnissa solutions, VMware Workspace ONE & Horizon, or competing technologies in VDI, EMM, application virtualization, or federal workspace solutions is highly desirable.
• Partner Relationship & Business Development:
  Strong ability to build trusted relationships and drive business development. Excellent presentation, communication, and negotiation skills across executive, sales, pre‑sales, and services stakeholders.
• Strategic Planning & Execution:
  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.
• Partner Enablement & Practice Development:
  Support partners in developing best‑in‑class sales,…