Ecosystem Sales Manager Carahsoft

You will develop and execute a public-sector channel strategy centered on the Carahsoft partnership. You will run scalable campaigns, map accounts, identify whitespace, and turn partner activity into new customer opportunities and renewals. You will coordinate with account executives, marketing, sales leaders, distributors, and hyperscalers; support events and partner enablement; and forecast and report on pipeline, campaign performance, and territory impact.

Responsibilities

• Develop and execute a channel strategy for federal, state, local, and education markets.
• Manage the Carahsoft partnership to drive partner-sourced pipeline, customer acquisition, marketplace transactions, and renewals.
• Use knowledge of government contract vehicles to support public-sector opportunities.
• Own revenue outcomes in collaboration with account executives, marketing, sales leaders, and cross-functional partners.
• Apply government procurement requirements and compliance considerations to partner-led sales motions.
• Drive partner-sourced Scale pipeline through scalable programs, campaigns, and account mapping.
• Integrate partners into territory planning and demand-generation activities.
• Execute repeatable Carahsoft-led campaigns, including industry plays, account blitzes, and roadshows.
• Identify whitespace and conduct account mapping to surface new logo opportunities.
• Support Carahsoft enablement, activation, hyperscaler co-sell, and marketplace acceleration programs.
• Execute event-driven distributor strategies before, during, and after events.
• Manage one-to-many partner engagement through portals and automated systems.
• Provide weekly pipeline forecasts, opportunity reports, and campaign performance insights.

Requirements

• Experience in sales development, business development, channel sales, or partner-driven pipeline generation in a business-to-business environment.
• Experience with United States public-sector channel strategy across federal, state, local, or education markets.
• Knowledge of government procurement and contract vehicles, including General Services Administration schedules, Solutions for Enterprise-Wide Procurement, and National Association of State Procurement Officials agreements.
• Familiarity with partner ecosystems, distributors, long-tail partners, and hyperscalers including Amazon Web Services and Google Cloud.
• Ability to design, execute, and improve scalable campaign-driven demand generation.
• Experience using Salesforce and sales development or marketing automation tools for pipeline management, forecasting, and reporting.
• Analytical skills for interpreting campaign results, activation metrics, and territory impact.
• Written and verbal communication skills for repeatable messaging and cross-functional collaboration.
• Interest in open source software and modern software development practices.
• Openness to travel for partner events and field collaboration.

Benefits

• Health, financial, and well-being benefits.
• All-remote asynchronous work environment.
• Flexible paid time off.
• Team Member Resource Groups.
• Equity compensation.
• Employee Stock Purchase Plan.
• Growth and development support.
• Parental leave.
• Home office support.