What are the responsibilities and job description for the Senior Public Sector Partnerships Manager position at Menlo Ventures?

As a Senior Public Sector Partner Manager, you will help manage our external partner relationships—addressing both their day-to-day tactical needs and our longer-term partner strategy. You will draw on your Public Sector / Federal expertise, relationship management skills, and organizational acumen to ensure that our partners are able to successfully sell and support our cloud-based ediscovery software specifically to Public Sector clients. As a senior member of the team, you will excel in a fast-paced, self-starting environment. You will collaborate effectively with the many related areas of the company—from Business Development to Sales and Marketing, Customer Success, and Engineering—and are committed to developing strong working relationships with our outside partners.

Skills, Experience, Qualifications, If you have the right match for this opportunity, then make sure to apply today.

Comfortable operating in a matrix environment, you are a strong advocate for Public Sector partner needs, without losing sight of what’s best for the company and Everlaw’s users. You are metrics- and process-driven, are equally comfortable obsessing over details and thinking about the big picture, and want to execute as much as you want to ideate. You know Federal, State, and Local, the contracting process and the major Integrators in IT. You understand the Federal Acquisition Regulation (FAR) and Government contracting, from Prime / Sub relationships to business size standards, socioeconomic contracting practices, and set-asides. If you’re excited about scaling and growing at a fast-growing SaaS company, we’d love to hear from you!

This is a full-time position based in our Washington, D.C. office with a hybrid work schedule : in office M / W / Th with the option to work from home Tu / Fr.

In your role, you'll...

Create partnerships with the MEGA 5 contractors and other integrators and Valued-Added Resellers (VARS) that are delivering eDiscovery capabilities within Public Sector.
Work with our Master Distributor in Public Sector to further access to contracts and Public Sector resellers.
Review and constantly refine / adapt our partnerships to ensure that Everlaw can respond to opportunities ranging from small-business set-asides to complex, services-oriented requirements.
Lead regular funnel reviews, RFx reviews, and responses, quarterly strategic reviews with each partner, focusing on satisfaction trends, teaming success and any necessary remediation, ensuring that the satisfaction of partner users is in-line with direct users.
Analyze opportunities early in the process, creating a framework for recommending partners particularly well-suited to win opportunities based on partner knowledge, certifications, socioeconomic status, contracts held and current business with the Public Sector customer involved.
Set up and conduct regular meetings with support leads at each partner to surface and address tactical questions and issues.
Using the framework designed by our Business Development organization, Deploy and monitor training and certification plans for all relevant partner personnel, including training related to feature releases.
Refine Public Sector partner metrics, including what we report, how we report it, and how we gather the data.
Go on-site with partners in support of their sales and marketing efforts, and our joint campaigns.
Monitor and enhance referral partner performance in collaboration with sales and marketing.

About you

At least 7 years experience working as a Channel Manager, or within the Public Sector Partner ecosystem, managing relationships between OEMs and Integrators, Distributors, VARs and / or other ecosystem partners.

Detailed knowledge of the Federal / Public Sector marketplace, including major players, contracts, acquisition rules and teaming / partnering processes. Deep knowledge of contractual teaming structures, CTA, subcontracting and RFx processes.

Initiative and superior organizational skills, including the ability to make progress on multiple workstreams at once.

Passion for delivering excellent support, and helping others to do the same.

Excellent written and verbal communication skills.

Solid technical chops, understanding of key Public Sector SaaS standards (e.g. FedRAMP / StateRAMP, FISMA, CJIS, ITAR etc.).

You are authorized to work in the United States. Please note that currently, Everlaw is not sponsoring employment visas.

Pluses

You have experience managing Public Sector channel partnerships—particularly ones with complex and potentially conflicting interests—with a solid understanding of Public Sector dynamics and empathy for the partner point of view.

You have knowledge of the ediscovery market, including the major software platforms, service providers, and clients.

You have experience working at SaaS software and / or services provider, preferably in a client-facing role.

You have past experience working with Carahsoft, Immix or DLT.

Benefits

The expected salary range for this role is between $155,000 - $190,000. The final offered salary will be dependent upon many factors including the candidate’s experience and skills. The base pay range is subject to change in the future. This role is also eligible for additional incentive pay / commission.

Substantial equity.

401k with company matching.

Health, dental, and vision.

Flexible Spending Accounts for health and dependent care expenses.

Paid parental leave and sick leave.

Seventeen paid vacation days plus ten bankable federal holidays.

Generous annual allocation for Learning & Development opportunities.

Company-sponsored life and disability insurance.

Reimbursement of bar membership.

Perks

Work in Downtown DC, just steps from the Metro line and dozens of restaurants.

Flexible work-from-home days on Tuesdays and Fridays.

Monthly home internet reimbursement.

Select your preference of hardware (Mac or PC) and customize your desk setup.

Enjoy a wide variety of snacks and beverages in the office.

Bond over company-wide out-of-the-box events and fun activities with your team.

Time off for company-sponsored volunteer events and 4 paid hours per quarter to volunteer at a charitable organization of your choice.

Take advantage of learning and career development opportunities.

Ranked #9 on Glassdoor's Best Places to Work 2023 for US small and medium companies.

One of Wealthfront’s 2021 Career Launching Companies, and ranked #2 on the “2022 Bay Area Best Places to Work” list by the San Francisco Business Times and the Silicon Valley Business Journal.

One of Fast Company’s World's Most Innovative Companies for 2022 and proud contributor of free ediscovery resources to benefit the greater good through “Everlaw for Good”.

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Salary : $155,000 - $190,000

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