• Lead and overachieve channel recruitment, sales targets and growth • Be responsible for creating, developing, and managing to a joint business plan with assigned partners and sales regions • Be measured primarily on sales targets while demonstrating your ability to work across all levels within the target partner organization • Identify, communicate, and jointly develop a plan to address sales & revenue trends as needed with Federal channel partners and FSIs • Generate awareness/enthusiasm/drive among partner sales and engineering teams • Perform quarterly business reviews (QBR) with assigned partners • Assist with and monitoring and execution of planned field activities • Coordinate, administer, manage and/or deliver training for partner sales and technical staff • Develop and drive incentive programs to scale pipeline build and accelerate closing business through partners • Recruit/Enlist/Enable new reseller partners and integrators • Be required to do some travel