3+ years of experience in sales or business development in the Federal/Public Sector, specifically in Defense or National Security.
Strong understanding of the cybersecurity landscape, including workforce readiness and threat actors.
Experience with government procurement vehicles and large-scale tender processes.
Proven track record of executing actionable plans in complex sales cycles.
Excellent presentation and negotiation skills for engaging with stakeholders at all organizational levels.
Willingness to travel within focus regions for business development activities.
Responsibilities
Manage relationships with Federal resellers and system integrators to embed HTB solutions in government contracts.
Collaborate with technology partners to enhance cyber readiness solutions for government agencies.
Identify and qualify new public sector opportunities, ensuring HTB is the preferred provider.
Support partner sales throughout the government procurement process, including RFI/RFP stages.
Lead Quarterly Business Reviews with key partners to align on performance and goals.
Facilitate training for partner teams, promoting HTB's hands-on training approach.
Maintain accurate data tracking within PRM and CRM regarding public sector engagements.
Benefits
100% employer-covered medical, dental, and vision insurance for employees.
401K plan with employer matching contributions.
Paid life and AD&D insurance with supplemental options.
Short-term and long-term disability insurance coverage.
Healthcare and dependent care flexible spending accounts (FSA).
Generous paid maternity and paternity leave policy.
25 annual leave days for work-life balance.
Home office allowance to support your remote setup.
Dedicated budget for training, professional development, and conference participation.
Access to state-of-the-art equipment for your work needs.
Full Job Description
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
US
Fully Remote
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!
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
About Hack The Box
Hack The Box is a cybersecurity training platform that offers a range of virtual labs and challenges to help individuals and organizations improve their skills and knowledge in the field. The platform is designed to simulate real-world scenarios and provide hands-on experience in a safe and controlled environment. Hack The Box was founded in 2017 and is headquartered in Limassol, Cyprus.
