8m ago
Compliance Associate
Zeal Group·General Legal · Fintech
🏢On-site
|Hong Kong, Hong Kongkyc
Federal Partner Manager
Filevine | Sales/Customer Success/Key Account Management | Legal Technology
On-site
Full Time
United States of America
Filevine is a Legal AI company delivering Legal Operating Intelligence for the future of legal work. Grounded in a singular system of truth, Filevine brings together data, documents, workflows, and teams into one unified platform—where modern legal work happens with clarity and consistency.
Powered by LOIS, the Legal Operating Intelligence System, Filevine connects context across every matter to transform legal operations from reactive to proactive. LOIS reads, understands, and reasons across your data to surface insight, automate complexity, and give professionals the clarity and confidence to see more, know more, and do more. Fueled by a team of exceptional collaborators and innovators, Filevine’s rapid growth has earned AI awards and recognition from Deloitte and Inc. as one of the most innovative and fastest-growing technology companies in the country.
Role Summary:
As Federal Partner Manager, you will own and grow Filevine's reseller and teaming-partner channel — the network of resellers, systems integrators, and prime contractors that extends our federal reach and originates business beyond our direct pursuit. You will recruit and activate the right partners, build joint go-to-market plans with them, and drive partner-sourced pipeline into the sales team, turning contract vehicles and prime relationships into a repeatable engine. You will work across our existing channel relationships (including our contract-vehicle partners) and build new ones, coordinating closely with Sales, Proposal, and GTM to convert partner reach into won federal business. We are building a small, elite team to attack this market, and this role owns the channel that multiplies everyone else's reach.
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Own the reseller and teaming-partner channel recruiting, onboarding, and activating resellers, systems integrators, and prime contractors that extend Filevine's federal reach.
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Build and execute joint go-to-market plans with partners developing joint value propositions, co-sell motions, and pipeline targets that align each partner's strengths with Filevine's federal priorities.
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Originate partner-sourced pipeline driving teaming opportunities into the sales team, and ensuring qualified opportunities are handed off and worked to close.
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Manage Filevine's contract-vehicle and channel relationships maximizing our position on existing vehicles and identifying new reseller and teaming paths to broaden federal access.
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Negotiate and execute teaming agreements coordinating with legal and contracts to put the right structures in place for joint pursuits.
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Build deep relationships with key decision-makers inside partner organizations becoming the trusted point of contact who keeps joint pursuits moving.
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Run partner operating cadences business reviews, joint pipeline reviews, and enablement sessions that keep partners productive and accountable to shared goals.
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Coordinate cross-functionally with Sales, Proposal, Product, and Marketing to align technical, commercial, and delivery aspects of partner-driven deals.
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Provide market intelligence and partner feedback to internal teams to inform positioning, roadmap, and channel strategy.
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Track and forecast partner-sourced pipeline and manage partner activity and relationships with rigor in Salesforce.
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5+ years of federal channel, partnerships, or business-development experience, with a proven track record of building and monetizing reseller, systems-integrator, or teaming relationships.
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A strong track record of originating partner-sourced pipeline and driving it to closed federal business.
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Deep understanding of how resellers, SIs, and prime contractors operate — their business models, buying processes, and how they win in the federal market.
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Fluency in federal contract vehicles and teaming mechanics (GSA MAS, GWAC/IDIQ, NASA SEWP, ITES-SW2, OTAs, and prime/sub teaming structures).
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Experience negotiating and executing teaming agreements and channel partnerships.
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The ability to balance strategic leadership with hands-on execution — a conceptual thinker who also does the work.
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Excellent relationship-building skills across all levels, from partner sales and engineering teams to senior partner leadership.
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Strong cross-functional coordination skills, working across sales, proposal, product, and marketing.
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The ability to articulate the value of AI-native case management to partners, and the drive to build a channel that multiplies Filevine's reach in a market we are creating.
Filevine is an Equal Opportunity Employer. Qualifications for employment, promotion and other terms and conditions of employment are based upon the ability to perform the job. Equal-employment opportunities are provided to all applicants and employees without regard to race, creed, religion, color, age, national origin, sex, disability, veteran status, or other legally protected class. Filevine is committed to providing reasonable accommodations for qualified individuals with disabilities. If you need assistance or accommodation due to disability, or if you have concerns related to Filevine’s equal employment opportunities, you may contact us at legal@filevine.com
Cool Company Benefits:
- A dynamic, rapidly growing company, focused on helping organizations thrive
- Medical, Dental, & Vision Insurance (for full-time employees)
- Competitive & Fair Pay
- Maternity & paternity leave (for full-time employees)
- Short & long-term disability
- Opportunity to learn from a dedicated leadership team
- Top-of-the-line company swag
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Communication about this opportunity, or any open role at Filevine, will only come from representatives with email addresses using "filevine.com". Other addresses reaching out are not affiliated with Filevine and should not be responded to.
Required Skills
business_developmentsalesforce
Required Languages
🇬🇧 English
Key competency: Sales/Customer Success/Key Account Management