Partner Development Manager, Federal

About the role

The Partner Development Manager (Federal) at Hack The Box (HTB) is the architect of our public sector ecosystem across North America. Your core focus will be relationship management with Federal resellers and System Integrators, ensuring HTB is integrated into their Cyber Practices and long-term government contracts. You will also work with complementary tech alliances to provide a holistic Cyber Readiness solution for government agencies.

Responsibilities

• Manage existing specialized Federal resellers and System Integrators, ensuring HTB is baked into their Cyber Practices and long-term government contracts.
• Work with existing strategic technology partners that have a strong Federal footprint to explore joint GTM motions.
• Identify and qualify new public sector opportunities, helping partners navigate government procurement frameworks and vehicles.
• Support partner sales cycles by navigating complex government procurement processes, providing "HTB expertise" during RFI/RFP stages.
• Collaborate with internal teams to build Federal GTM strategies, focusing on workforce transformation within SLED, military, and intelligence communities.
• Lead Quarterly Business Reviews with key Federal partners to track performance, share updates on the HTB roadmap, and realign on strategic mission goals.
• Facilitate the training of partner sales and technical teams to ensure they can articulate the shift from "theoretical training" to "hands-on cyber performance."
• Maintain high data hygiene within our PRM and CRM, tracking "Partner-Sourced" pipeline, deal registrations, and accreditation levels specifically within the Public Sector vertical.

Requirements

• 3+ years of experience in sales, business development, or channel management specifically within the Federal, Defense, or National Security sectors in NAMER.
• A strong understanding of the cyber landscape, including the skills gap, threat actors, and workforce readiness.
• Demonstrated experience working with government procurement vehicles and large-scale tender processes.
• Experience creating and executing actionable plans to grow revenue within complex, multi-year sales cycles.
• Excellent presentation and negotiation skills, with the ability to influence stakeholders from procurement officers to C-level executives at major defense firms.
• Willingness to travel throughout the focus regions for business reviews, defense forums, and partner alignment meetings.

Qualifications

• Master's degree in Computer Science, Cybersecurity, or a related field.
• Proven track record of building and maintaining relationships with key stakeholders.
• Experience in developing and executing go-to-market strategies for complex, multi-year sales cycles.
• Strong analytical and problem-solving skills.
• Ability to communicate effectively with both technical and non-technical audiences.

Skills

• Strategic thinking and execution.
• Government procurement and tender processes.
• Relationship management and partnership building.
• Business development and growth.
• Effective communication and negotiation.

Benefits

• OTE Compensation: USD 171,000-214,000 (70/30 split).
• Medical, Dental & Vision (employee coverage 100% paid by Hack The Box).
• 401K with employer match.
• Employer-paid Life and AD&D Insurance.
• Supplemental Life Insurance.
• Healthcare and Dependent Care FSA.
• Paid paternity & maternity leave.
• 25 annual leave days.
• Home Office Allowance.
• Dedicated budget for training and professional development, participation in conferences.
• State-of-the-art equipment.
• Full access to the Hack The Box lab offerings.

Pay

OTE Compensation: USD 171,000-214,000 (70/30 split)

Schedule

US Fully Remote