Regulated Industries Partner Business Manager
WalkMe, Washington, District of Columbia, United States
Regulated Industries Partner Business Manager
WalkMe, an SAP company, pioneered the Digital Adoption Platform (DAP) to enable business leaders to fully harness technology in today's complex digital landscape. By leveraging WalkMe's features—guidance, engagement, insights, and automation—employees boost efficiency, executives gain greater visibility into digital usage, and organizations maximize their digital assets, driving successful digital transformation. Together, SAP and WalkMe form a powerful partnership that revolutionizes the digital transformation journey. This collaboration allows businesses to unlock the full potential of SAP's robust ERP solutions while seamlessly enhancing user experience and productivity with WalkMe's intuitive digital adoption platform. We are seeking an experienced
Federal, State, and Local Government & Education (SLED) Alliances Manager
to lead and manage our strategic partnerships across public sector organizations in North America. This role will develop and manage key alliances with government agencies, educational institutions, and ecosystem partners to drive pipeline & 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, public services, or regulated industries. What You'll Own
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, utilities 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 . What You Need to Succeed
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. Experience and understanding with
SAP
products beneficial. 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, company/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 . What Sets Us Apart
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. Hybrid Work Arrangement: We offer a hybrid work schedule to perfectly combine the benefits of remote work and the essential connections and collaborations of onsite work. 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. Stay healthy and happy with Wellness@WalkMe! Enjoy quarterly wellness reimbursements, daily BrightBreaks to recharge, and WalkMe’s annual Wellness Month every July—because your well‑being matters all year long. WalkMe provides health coverage options, where applicable, to ensure employees have access to essential medical benefits. Our offerings are designed to support the well‑being and diverse needs of our global workforce. WalkMe offers a generous annual leave policy tailored to meet regional standards, ensuring all employees enjoy sufficient time off to rest and recharge. WalkMe offers RefreshMe Days throughout the year to further strengthen our commitment to work/life balance. Robust Retirement Contributions: Ask HR about the specific offerings for your region! SAP’s acquisition of WalkMe highlights a commitment to enhancing user experience and streamlining software interactions, offering opportunities to work with cutting‑edge technology that drives efficiency and innovation in the workplace. Our job titles may span more than one career level. 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. At WalkMe, we approach Diversity, Equity and Inclusion (DEI) with the same level of collaboration, innovation and accountability that we bring to the rest of our business. We believe in the value of diversity and are committed to ensuring an equitable and inclusive workplace where every employee has an equal opportunity to achieve success. WalkMe does not discriminate. If a candidate requires a reasonable accommodation to complete a job application, pre‑employment testing, or a job interview or to otherwise participate in the hiring process, please contact your Talent Acquisition partner immediately.
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WalkMe, an SAP company, pioneered the Digital Adoption Platform (DAP) to enable business leaders to fully harness technology in today's complex digital landscape. By leveraging WalkMe's features—guidance, engagement, insights, and automation—employees boost efficiency, executives gain greater visibility into digital usage, and organizations maximize their digital assets, driving successful digital transformation. Together, SAP and WalkMe form a powerful partnership that revolutionizes the digital transformation journey. This collaboration allows businesses to unlock the full potential of SAP's robust ERP solutions while seamlessly enhancing user experience and productivity with WalkMe's intuitive digital adoption platform. We are seeking an experienced
Federal, State, and Local Government & Education (SLED) Alliances Manager
to lead and manage our strategic partnerships across public sector organizations in North America. This role will develop and manage key alliances with government agencies, educational institutions, and ecosystem partners to drive pipeline & 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, public services, or regulated industries. What You'll Own
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, utilities 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 . What You Need to Succeed
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. Experience and understanding with
SAP
products beneficial. 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, company/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 . What Sets Us Apart
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. Hybrid Work Arrangement: We offer a hybrid work schedule to perfectly combine the benefits of remote work and the essential connections and collaborations of onsite work. 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. Stay healthy and happy with Wellness@WalkMe! Enjoy quarterly wellness reimbursements, daily BrightBreaks to recharge, and WalkMe’s annual Wellness Month every July—because your well‑being matters all year long. WalkMe provides health coverage options, where applicable, to ensure employees have access to essential medical benefits. Our offerings are designed to support the well‑being and diverse needs of our global workforce. WalkMe offers a generous annual leave policy tailored to meet regional standards, ensuring all employees enjoy sufficient time off to rest and recharge. WalkMe offers RefreshMe Days throughout the year to further strengthen our commitment to work/life balance. Robust Retirement Contributions: Ask HR about the specific offerings for your region! SAP’s acquisition of WalkMe highlights a commitment to enhancing user experience and streamlining software interactions, offering opportunities to work with cutting‑edge technology that drives efficiency and innovation in the workplace. Our job titles may span more than one career level. 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. At WalkMe, we approach Diversity, Equity and Inclusion (DEI) with the same level of collaboration, innovation and accountability that we bring to the rest of our business. We believe in the value of diversity and are committed to ensuring an equitable and inclusive workplace where every employee has an equal opportunity to achieve success. WalkMe does not discriminate. If a candidate requires a reasonable accommodation to complete a job application, pre‑employment testing, or a job interview or to otherwise participate in the hiring process, please contact your Talent Acquisition partner immediately.
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