Strategic Partner Manager, Federal

Sales Reston, Virginia

We are: 

Accelerators of innovation. Enablers of collaboration. Protectors of ideas. 

Code42 speeds the time to detect and respond to Insider Risks by delivering a fast, simple path to data loss detection, investigation and response. With our product, Incydr™, security teams easily protect corporate data and reduce insider risk while fostering a collaborative and productive culture for employees. We’re here to support organizations made up of people that move fast and think big. The ones who work together to solve hard problems and relentlessly pursue better. 

You belong at Code42 if you crave being a part of a transparent and team-first culture, you want to drive innovation, and security is always top of mind. We look for authentic people who are inquisitive, enjoy solving complex problems, and provide diverse insights to help us think differently and thrive together. 

Interested? Head to code42.com/careers to learn more about why we’ve consistently been recognized for the quality of our product and the culture of our company. 

Don’t wait. #BeCode42

THE ROLE: 

Code42 is looking for a self-motivated, flexible and technology-oriented Strategic Partner Manager to join our growing Federal Sales Team. The ideal candidate will have experience with signing up and managing key cybersecurity reseller partners, Distribution partners and Federal System Integrators in the Federal security software market.

WHAT YOU’LL BE RESPONSIBLE FOR:

  • Identify and develop new Federal channel reseller partners for Code42.
  • Maintain an accurate and robust pipeline and forecast of business opportunities.
  • Work with the direct sales team to co-manage opportunities with our resellers.
  • Set a strategic sales plan for your target market aligned with the larger corporate strategy.
  • Work cross-functionally to develop and manage the sales pipeline.
  • Prepare and give business reviews to senior management regarding progress in the Federal market.
  • Understanding of compliance requirements of highly regulated customers in the public sector to include system accreditation frameworks which leverage the NIST guidelines.
  • A working knowledge of FedRAMP and Impact Levels.
  • Established network within the government partner and acquisition space.
  • Experience developing an indirect sales channel, growing partner competencies, and delivering sell-through revenue.
  • Ability to drive strategic technology discussions at multiple levels with partners and customers
  • Develop compelling business value propositions that encourage Resellers, SI’s and Market Influencers to invest in promoting Code42
  • Leverage and develop existing Channel relationships with Resellers, SI’s and Market Influencers to maximize revenue and reduce the sales cycle
  • Develop and implement a territory business plan to maximize the growth opportunity and facilitate greater market acceptance of Code42
  • Ensure partner representation at relevant internal forums and appropriate events e.g. user groups, trade shows etc.

WHAT YOU BRING:

  • Minimum 8+ years of business development, or enterprise sales experience with a focus on Federal resellers, VAR’s and channel partners .
  • Experience working with U.S Federal government agencies.
  • Experience with government technology capture, procurement, and contracting processes.
  • Understand and navigate federal contracting vehicles and procedures.
  • Understand the technical considerations and certifications specific to the public sector.
  • Self-starter and self-motivated with an entrepreneurial spirit and the ability to collaborate to solve complex business challenges.
  • Experience with security SaaS and/or software sales
  • Where permitted by applicable law, must have received or be willing to receive the COVID-19 vaccine by date of hire to be considered for employment, if not currently employed by Code42.
  • Ideal location is the Washington, DC Beltway area

WHY #BECODE42:

A first-class onboarding experience which includes professional development, personal development all while learning and living our Code42 values. We provide comprehensive benefits that include health, dental, vision, wellness, 401k, maternity/paternity leave, generous paid time off and volunteer opportunities. At Code42 everyone is an owner. We participate in a commission or bonus plans and all receive stock options. We win together.


Code42 values workplace diversity and ensuring an environment of mutual respect. Employment opportunities are available to all applicants without regards to race, color, creed, religion, sex, national origin, age, marital status, veteran status, sexual orientation, gender identity or expression, disability, genetic information, or any other category protected by law. We believe that diversity and inclusion are critical to our success, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool. We are proud to be an equal opportunity employer.