The core mission of the Partner Development Manager (Federal)At Hack The Box (HTB), we are the world's leading platform for cybersecurity upskilling, certification, and talent assessment. We are redefining how Defense Departments and Public Sector entities develop their cyber workforce. By providing a gamified, hands-on environment, we help missions close the skills gap, defend against state-sponsored threats, and build elite, sovereign cyber capabilities.
The Partner Development Manager, Federal will be the architect of our public sector ecosystem across North America. You will be responsible for managing strategic resellers, boutique defense contractors, and large System Integrators who hold the keys to the region's most critical infrastructure. You will work closely with Sales and Marketing to ensure our partners are cleared, enabled, and positioned to win large-scale government tenders.
Location & Work Mode The adventures that await you:1. Relationship Management- Federal Resellers & GSIs: This is your core focus. You will manage existing specialized Federal resellers and SIs. You will ensure HTB is baked into their Cyber Practice and long-term government contracts.
- Complementary Tech Alliances: Work with existing strategic technology partners that have a strong Federal footprint. You will explore joint GTM motions to provide a holistic Cyber Readiness solution for government agencies.
2. Business Development & Growth- Pipeline & Frameworks: Identify and qualify new public sector opportunities. You will help partners navigate frameworks and government procurement vehicles to ensure HTB is the preferred upskilling provider.
- Co-Selling & Tender Support: Support partner sales cycles by navigating complex government procurement processes. You will provide the "HTB expertise" during RFI/RFP stages, ensuring our value proposition is clearly articulated to technical and non-technical government stakeholders.
- Mission-Aligned GTM: Collaborate with internal teams to build Federal GTM strategies, focusing on workforce transformation within SLED, military, and intelligence communities.
3. Communication & Operations- QBRs & Executive Alignment: Lead Quarterly Business Reviews with key Federal partners to track performance, share updates on the HTB roadmap and realign on strategic mission goals.
- Enablement: Facilitate the training of partner sales and technical teams. Ensure they can articulate the shift from "theoretical training" to "hands-on cyber performance" that HTB provides.
- Partner Ops: Maintain high data hygiene within our PRM and CRM. Track "Partner-Sourced" pipeline, deal registrations, and accreditation levels specifically within the Public Sector vertical.
Targets: The role is measured on partner-sourced pipeline and revenue within focus Federal/Public Sector regions in North America. Skills, knowledge, and experience points required to unlock the role:- Federal/Public Sector Experience (Required): 3+ years of experience in sales, business development, or channel management specifically within the Federal, Defense, or National Security sectors in NAMER.
- Cybersecurity Domain Knowledge: A strong understanding of the cyber landscape is preferred. You should be comfortable discussing the skills gap, threat actors, and workforce readiness.
- Framework Fluency: Demonstrated experience working with government procurement vehicles and large-scale tender processes.
- Strategic Execution: Experience creating and executing actionable plans to grow revenue within complex, multi-year sales cycles.
- Communication: Excellent presentation and negotiation skills, with the ability to influence stakeholders from procurement officers to C-level executives at major defense firms.
- Mobility: Willingness to travel throughout the focus regions for business reviews, defense forums, and partner alignment meetings.
What your Hack The Box adventure will have in store:- You'll have the exhilarating opportunity to contribute to a product that is highly appreciated by users and the cybersecurity community at large.
- You'll experience a highly supportive and caring environment, fostering growth, flexibility, and autonomy.
- You'll embark on an exciting journey of continuous learning and problem-solving, leveling up as our organization grows.
- Most importantly, you'll have a blast at HTB because fun is an essential ingredient in our recipe for success! Just wait until you see our global meet-ups!
The gems you'll be enjoying:- OTE Compensation: USD 171,000-214,000 (70/30 split)
- Medical, Dental & Vision (employee coverage 100% paid for by Hack The Box)
- 401K w/ employer match
- Employer-paid Life and AD&D Insurance
- Supplemental Life Insurance
- Short-term and Long-term Disability
- 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; so you can learn how to hack
