Federal Partner Sales Director

MinIO is the industry leader in high-performance object storage and the company behind the world’s fastest, most widely deployed object store, powering production infrastructure for more than half of the Fortune 500, including 9 of the 10 largest global automakers and all 10 of the largest U.S. banks. Our enterprise offering, AIStor, is engineered to handle the scale, speed, and pressure of modern AI and analytics, from terabytes to exabytes, all in a single namespace.

The Federal Partner Sales Director will be responsible for leading and expanding our Federal partner ecosystem to drive revenue growth through strategic relationships with system integrators, value-added resellers (VARs), GSI's, FSI's, and OEM's. This role requires a deep understanding of the Federal IT landscape, strong channel sales experience, and a proven ability to build and manage high-performing partner relationships in support of Federal government customers.

• Develop and execute the go-to-market strategy for Federal partners including SIs, VARs, OEMs, and cloud service providers.
• Define partner segmentation and coverage models that support revenue and market share growth.

Partner Relationship Management

• Build, manage, and deepen relationships with key Federal partners to expand joint pipelines and closed businesses.
• Drive enablement programs, joint marketing initiatives, and executive alignment with strategic partners.

Revenue & Pipeline Generation

• Own the partner-sourced and partner-influenced revenue goals.
• Collaborate with direct sales teams and partners to develop account strategies, co-sell opportunities, and close business.

Federal Market Expertise

• Maintain deep knowledge of Federal procurement cycles, compliance requirements (e.g., FedRAMP, FISMA, CMMC), and agency buying patterns.
• Leverage knowledge of programs, contracts, and IDIQs to expand footprint across agencies.

Cross-Functional Leadership

• Work closely with sales, marketing, legal, operations, and product teams to ensure partner success and alignment with overall business objectives.
• Provide regular feedback on market trends, partner needs, and competitive insights to internal teams.

• 10+ years of experience in Federal sales, channel sales, or strategic partner management.
• Strong understanding of the Federal government market and public sector channel ecosystem.
• Experience selling or partnering in the data storage, cloud, or enterprise IT infrastructure space.
• Demonstrated success building and scaling partner programs and delivering against revenue targets.
• Excellent communication, negotiation, and relationship-building skills.
• Ability to navigate complex sales cycles and drive collaboration across internal and external stakeholders.
• Willingness to travel as required (10-25%).
• Existing relationships with key Federal SIs and VARs (e.g., Carahsoft, GDIT, Red River, Leidos,).

What We Offer

• Health Care Plan (Medical, Dental & Vision)
• 401K with 3% Contribution
• Pre-IPO Stock Options
• At least 12 Public Holidays
• Flexible Time Off