Strategic Partnership Manager

About the role

The Strategic Partnership Manager is responsible for driving revenue growth through a combination of partner engagement, enterprise sales, and full-cycle deal ownership. This role focuses on building and expanding relationships with OEM and channel partners while identifying and closing new business opportunities across existing and prospective accounts.

Responsibilities

• Build, strengthen, and expand strategic relationships with OEM and channel partners to drive joint revenue growth
• Own partner communication and account strategy, ensuring consistent engagement and opportunity development
• Represent Federated in partner trainings, events, and field engagements, converting insights into pipeline opportunities
• Manage a full-cycle sales pipeline from prospecting through close, maintaining clear ownership of deal progression and outcomes
• Drive net-new and expansion revenue across enterprise accounts through solution-based selling of technology and services
• Drive growth of recurring revenue through managed services, SaaS offerings, licensing, and long-term customer agreements
• Consult with customers on technology solutions that may include hardware, software, licensing, professional services, and recurring managed services
• Collaborate with engineering, operations, project management, and marketing teams to develop and deliver customer solutions

Requirements

• Minimum 3 years of experience in B2B sales, preferably within technology or solutions-based environments
• Strong relationship management skills with customers and partners
• Experience managing a sales pipeline and forecasting opportunities
• Experience owning deals through the full sales cycle from prospecting to close
• Preferred: Experience selling networking, security, managed services, or SaaS solutions
• Experience working with OEM or channel partners such as Axis Communications, Cisco Meraki, Arista, or Cloudflare
• Proven track record of meeting or exceeding sales targets
• Familiarity with CRM tools and structured sales methodologies