Browse All Jobs

Partner Manager, Federal System Integrators

Federal System Integrator Partner Manager driving revenue growth.
Box
On-Site
United States
USD 192,500 - 240,500
Job Description
Box is seeking a Partner Manager, Federal System Integrators to transform Intelligent Content Management (ICM) in the Federal sector. This role involves building and managing strategic Federal System Integrator (FSI) partnerships to influence deal execution, co-sell motions, and joint GTM strategies. The Partner Manager will accelerate partner-led ARR and enable FSIs to deliver Box-powered solutions for Federal customers. They will align closely with public sector sales, Box Consulting, and SI partners to win large-scale Federal deals.

What this role involves:
  • Owning and managing a portfolio of Federal SIs, ensuring strong co-sell alignment and deal execution.
  • Developing and executing partner-led GTM strategies, driving ICM and AI-powered workflows within Federal agencies.
  • Identifying repeatable, scalable solutions with partners (e.g., AI-driven document automation, secure content collaboration).
  • Negotiating and structuring joint solutions, pilots, and multi-year contracts with FSIs, focusing on ICM & AI modernization.
  • Engaging in federal procurement cycles, ensuring partners leverage Box effectively for RFPs, BPAs, and contract vehicles.
  • Collaborating with partners like Google, Carahsoft, and Salesforce to ensure Box is positioned optimally in public sector buying channels.
  • Driving Box solutions and proactive enablement within FSI partner teams.
  • Aligning FSIs with Box AI capabilities, metadata automation, and enterprise compliance solutions for Federal use cases.
  • Working cross-functionally with Box Consulting, Customer Success, and Solutions Engineering to ensure FSIs can deliver Box-powered implementations.
  • Facilitating executive alignment between Box and SI leadership, ensuring strategic investment in Federal SI partnerships.
  • Owning partner-influenced revenue targets, ensuring FSIs drive measurable ARR impact and growth with Box.
  • Tracking, measuring, and optimizing partner-led pipeline development, deal velocity, and win rates.
  • Ensuring SI partners proactively build pipeline through Federal industry events, webinars, and joint sales plays.
  • Partnering closely with Box Public Sector Sales (AEs, SEs, OBRs) to activate SI-driven pursuits.

Requirements:
  • 7+ years of experience in SI Partner Management or Public Sector GTM (Federal strongly preferred).
  • Deep knowledge of the Federal SI ecosystem (e.g., Deloitte, Accenture Federal, SAIC, GDIT, Booz Allen, Leidos, KPMG, Armedia).
  • Proven track record of building and executing SI-led GTM programs that drive revenue.
  • Strong negotiation and deal-making experience, including structuring SI-led contracts, revenue share models, and joint solutions.
  • Experience working in Federal procurement cycles, including GSA Schedules, BPAs, OTAs, and IDIQs.
  • Understanding of cloud content solutions, AI-driven automation, and public sector compliance/security frameworks (FedRAMP, CMMC, NIST, DoD IL4/5).
Apply Manually

Box

Box is a leading provider of intelligent content management solutions. Its platform empowers organizations to collaborate effectively, manage content lifecycles, secure critical assets, and transform business workflows using enterprise AI. Founded in 2005, Box simplifies work for global organizations across various industries. The company's mission is to bring intelligence to content management, enabling customers to transform workflows across their organizations. Box is headquartered in Redwood City, CA, with offices across the United States, Europe, and Asia.

All Jobs at Box (91)