Channel Partner Manager, Ramp

• We are looking for candidates with a proven track record of selling into the public sector, building strong reseller partnerships, and navigating the unique procurement and compliance requirements in SLED, with federal experience as a plus
• Minimum 5 years of experience in Sales, Business Development, or Channel Partnerships, with at least 3 years focused on the public sector (SLED, federal preferred)
• Strong discovery and consultative selling skills in government procurement environments
• Demonstrated success in selling through public sector resellers, integrators, and cooperative agreements
• Experience negotiating and executing partnership agreements, including working through legal documentation and compliance processes
• History as a top performer, consistently exceeding quotas
• Excellent written and verbal communication skills; ability to navigate complex stakeholder groups in public sector environments
• Bias for action and ability to thrive in a fast-paced startup environment
• Strong cross-functional collaborator who can engage with legal, compliance, product, and go-to-market teams

Desirable

• As an early partner manager on the Public Sector channel team, you’ll have the opportunity to build and scale our practice areas, distributing Ramp through government resellers, cooperative purchasing agreements, and strategic partners
• You will be expected to sign and activate new government resellers, work cross-functionally to navigate legal and contractual processes (e.g. , OMNIA, NASPO, Carahsoft), and ensure successful partner activation and quota attainment
• Sign public sector partners and create comprehensive GTM plans
• Drive revenue for Ramp by generating client referrals from public sector resellers and cooperative contracts
• Identify and build relationships with multiple stakeholders across government agencies and reseller organizations
• Educate public sector partners and agencies on Ramp’s offering and articulate value props tailored to SLED and federal
• Work cross-functionally across legal, compliance, marketing, direct sales, and product to support partner enablement and activation
• Navigate cooperative purchasing agreements (e.g., OMNIA, NASPO, Carahsoft) to accelerate Ramp adoption
• Consistently achieve or exceed quota through partner-driven referrals and sales