Manager of Public Sector Channels – Americas

Exterro is seeking an experienced and strategic leader to serve as the Manager of Public Sector Channels for the Americas. In this critical role, you will drive growth within Exterro’s Public Sector channel, overseeing partnerships across North and South America. You will focus on cultivating relationships with public sector agencies, expanding the partner ecosystem, and leading a high-performing team. This role is central to advancing Exterro’s mission in digital forensics, cybersecurity, and data privacy by fostering impactful partnerships with government and public sector entities.

Roles and Responsibilities:

Strategic Channel Leadership & Growth

• Develop and execute a public sector channel strategy that aligns with Exterro’s business objectives and addresses the unique needs of government and public sector entities.
• Identify and recruit key partners within the public sector, including federal, state, and local government agencies, to expand Exterro’s presence and influence.
• Lead and manage the Public Sector Channels team, ensuring alignment with corporate goals and accountability for performance metrics.

Partner Relationship Management & Development

• Build and maintain strong relationships with strategic public sector partners, understanding their unique challenges and tailoring solutions to meet their needs.
• Implement a structured engagement framework, including regular check-ins, QBRs (Quarterly Business Reviews), and performance assessments to strengthen partner relationships.
• Ensure that partners are equipped with training and resources to represent Exterro’s solutions effectively in the public sector.

Pipeline Development & Account Strategy

• Drive pipeline development through account mapping and collaborative strategy with partners, targeting key government agencies and public sector opportunities.
• Enable partners in opportunity creation, supporting them with necessary resources, introductions, and co-selling initiatives.
• Manage and forecast the sales pipeline, ensuring transparency and alignment with revenue goals.

Cross-Functional Collaboration & Joint Initiatives

• Work closely with Exterro’s Marketing, Sales, and Product teams to design and execute joint initiatives that resonate with public sector audiences.
• Plan and lead public sector-focused campaigns, webinars, and events, promoting Exterro’s solutions in cybersecurity, digital forensics, and data privacy.
• Leverage data-driven insights to refine and optimize marketing and sales strategies for maximum impact within the public sector.

Performance Tracking, Reporting & Continuous Improvement

• Monitor and report on public sector partner performance against defined KPIs, providing data-driven insights for continuous improvement.
• Track and analyze channel effectiveness, making strategic adjustments as necessary to achieve growth objectives.
• Provide regular updates to senior leadership on partner performance, channel health, and market dynamics.

Public Sector Market Expansion

• Identify and pursue new business opportunities by analyzing emerging trends in public sector cybersecurity and digital forensics.
• Expand Exterro’s reach by entering new markets and industry segments within the public sector.
• Establish Exterro as a trusted partner for government agencies, advocating for public sector needs within Exterro’s broader strategic planning.

Skills and Experience:

• Experience: 4+ years in channel management, with a focus on the public sector and/or government verticals; experience working with digital forensics and/or cybersecurity 
• Leadership: Proven track record of driving growth and achieving revenue targets in a channel-driven environment.
• Strategic Vision: Strong strategic and analytical skills, with the ability to develop, communicate, and execute a channel strategy for public sector growth.
• Relationship Building: Demonstrated success in cultivating relationships with public sector agencies and government partners.
• Communication: Exceptional verbal and written communication skills, with the ability to represent Exterro to high-level stakeholders and convey complex information effectively.<