Alliances Sales Manager - Public Sector

WalkMe pioneered the Digital Adoption Platform (DAP) category to empower business leaders to realize the promise of technology in today's overwhelming digital world. Through WalkMe's guidance, engagement, insights, and automation, employees are more efficient, executives have better visibility into digital usage, and organizations maximize the full value of their digital assets to empower digital transformation.

About the Role

We are seeking an experienced Federal, State, and Local Government & Education (SLED) Alliances Manager to lead and manager our strategic partnerships across public sector organizations in North America. This role will be responsible for developing and managing key alliances with government agencies, educational institutions, and ecosystem partners to drive revenue growth, expand market presence, and enhance public sector engagement. The ideal candidate will have a strong background in government sales, channel management, and strategic partnerships within the public sector.

• Execute a comprehensive alliance strategy for federal, state, and local government agencies, healthcare, as well as higher education institutions in North America.
•  Build and maintain strategic relationships with key government and education stakeholders, system integrators, resellers, and technology partners.
•  Identify and engage with key government procurement vehicles, cooperative contracts, and grant-funded programs to optimize sales opportunities.
•  Drive collaboration with internal sales, marketing, legal, compliance, and product teams to align public sector needs with company solutions.
•  Work closely with public sector-focused value-added resellers (VARs) and government-focused solution providers to increase market penetration and capture. 
•  Lead contract negotiations and partnership agreements with government agencies and educational institutions.
•  Stay up to date with government regulations, procurement policies, and compliance requirements to ensure adherence to legal and policy frameworks.
•  Establish go-to-market strategies with strategic alliance partners to increase adoption of products and services in the public sector.
•  Develop joint business plans with key partners to drive mutual growth and ensure execution of agreed-upon initiatives.
• Represent the company at industry events, trade shows, and government summits to strengthen partnerships and brand presence.
•  Monitor and analyze public sector market trends, competitor activities, and emerging opportunities to inform business strategy.
•  Provide guidance on public sector pricing, licensing models, and contract vehicles to optimize competitive positioning.
•  Support lobbying efforts to advocate for policies that support business growth in the government and education sectors.
•  Work with internal teams to develop case studies and success stories showcasing impactful government and education partnerships.
•  Lead partner enablement initiatives, including workshops, and webinars tailored to the public sector audience.
•  Track, measure, and report on alliance performance metrics, including revenue impact, partner engagement, and market penetration.
•  Act as a trusted advisor to government and education customers, understanding their mission-critical challenges and aligning solutions accordingly.
•  Support cross-functional collaboration with product and engineering teams to influence product roadmaps based on public sector needs.
•  Foster a culture of innovation and problem-solving to accelerate growth in the Public Sector Regulated Industries technology ecosystem.

• 10+ years of experience in public sector alliances and government sales. 
• Proven track record of building and managing strategic partnerships in the federal, state, local, and education (SLED), non-profit and healthcare markets.
• Deep understanding of government procurement processes, contract vehicles (e.g., GSA Schedule, NASPO, OMNIA), and regulatory compliance.
• Experience working with value-added resellers (VARs), system integrators, and public sector-focused technology partners.
• Strong knowledge of funding mechanisms, including federal and state grants, cooperative purchasing agreements, and education-specific funding sources.
• Ability to navigate complex government contracts, RFPs, and bid processes.
• Strong network within government agencies, educational institutions, and industry organizations.
• Experience leading public sector go-to-market strategies with measurable revenue outcomes.
• Excellent negotiation skills and the ability to influence decision-makers within the Public Sector. 
• Excellent communication and presentation skills, with the ability to engage executive stakeholders and policymakers.
• Experience working with public sector technology stacks, cloud solutions, and emerging government IT trends.
• Knowledge of government security and compliance frameworks, such as FedRAMP, CJIS, HIPAA, and NIST.
• Ability to work cross-functionally with sales, marketing, legal, and product teams to align public sector initiatives with company goals.
• Proven ability to drive revenue growth and pipeline development through partnerships and alliances.
• Familiarity with lobbying efforts, public policy, and advocacy initiatives impacting government technology adoption.
• Bachelor’s degree (MBA or equivalent preferred).
• Ability to travel as needed for partner meetings, industry events, and government engagements.
• This is an exciting opportunity for a results-driven alliances professional to make a meaningful impact in the public sector technology space.

• At WalkMe, we are dedicated to building a workforce that reflects the diversity of our global community and clients we serve through inclusive programs and initiatives including equal pay, employee resource groups, holistic benefits and more.  We are committed to fostering an inclusive culture which celebrates the unique experiences and perspectives each Team Member brings to the workplace.   
• We seek to hire and develop the best talent, bringing a range of perspectives, experiences and background to the DAP category. This helps us better meet the diverse needs of our global communities and clients with creativity, insight, and market innovation.  We welcome and encourage applicants from across different genders, gender identity and expression, sexual orientation, race, age, national origin, citizen status, religion, body size, socioeconomic status, ability, neuro(a)typicality, physical appearance, veteran status or any other characteristic. 
• Flexible Work Arrangements: We offer hybrid and flexible hours to help manage work commitments and personal life effectively. 
• Supportive Culture: We focus on the whole person, celebrating what makes us unique, and create space for community.
• Professional Development: We encourage continuous learning and offer opportunities for career development through our career compass offering. 
• Comprehensive Health Care Coverage for our Employees and Families, 401(k) program with company matching (up to $5,000), and a vacation policy to encourage a healthy work-life balance.
• WalkMe is recognized as a Star Performer in DAP for the 2nd year in a row!
• WalkMe helps international companies such as: IBM, LinkedIn, Walgreens, Microsoft, Adobe, Hershey's, Quest Diagnostics and more!

Our job titles may span more than one career level. The starting base pay for this role is between $170,000 and $180,000. The actual base pay is dependent upon many factors, such as: training, transferable skills, work experience, business needs and market demands. The base pay range is subject to change and may be modified in the future. This role may also be eligible for bonus and benefits as part of our competitive total rewards package.

TO ALL RECRUITMENT AGENCIES:

WalkMe does not accept agency resumes. Please do not forward resumes to WalkMe employees or any other company location. WalkMe is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company that does not have a signed agreement with the Company for this specific role.