IC2 - Partner Manager, Federal

ABOUT THE ROLE Kion is the FinOps+ platform: a governance-led, AI-driven approach to cloud financial management that prevents waste, accelerates decisions, and scales processes. Kion is self-hosted in your AWS or Azure environment, which fits the security and compliance needs of government agencies. Federal customers include CMS and NASA.

The Federal Partner Division builds and runs Kion's relationships with the partners that federal agencies buy through and work with. That includes cloud providers, distributors, resellers, systems integrators and the contract vehicles they hold. The team makes it easy for partners to sell, deliver and co-market Kion to their federal customers.

YOUR DAY-TO-DAY:

Partner relationship support

• Act as day-to-day contact for an assigned set of federal partners: answer questions, route requests and follow up on commitments.
• Prepare for and join partner business reviews, account mapping sessions and joint planning meetings.
• Keep partner contacts, agreements and status current in the CRM.

Pipeline and deal support

• Register and track partner-sourced and partner-influenced opportunities, including AWS Partner Central (ACE) referrals.
• Coordinate between partners, Kion federal sales and solutions engineering so deals move forward.
• Help partners with quoting and ordering through distributors, marketplaces and federal contract vehicles.

Partner enablement

• Schedule and run onboarding for new partner sellers and engineers.
• Keep partner-facing materials current: pitch decks, battlecards, pricing guides and demo environments.
• Track partner training and certification progress.

Co-marketing and events

• Help plan joint campaigns, webinars and content with partner marketing teams.
• Support Kion's presence at federal events and partner-hosted briefings.

Reporting and operations

• Build weekly and quarterly reports on partner pipeline, sourced revenue and activity.
• Spot trends and gaps across the partner base and bring recommendations to the division lead.
• Keep partner program documentation and processes organized.

What success looks like

By day 90, the hire runs day-to-day work for a set of partners with light oversight. After that, success is measured by partner pipeline and activity.

First 30 days

Completes Kion product and FinOps+ training; learns the federal buying process and the main contract vehicles; meets each key partner contact

Days 31–60

Owns Salesforce hygiene for assigned partners; runs first partner enablement session; produces the weekly partner pipeline report

Days 61–90

Day-to-day owner for an assigned set of partners; supports at least one partner business review; brings one improvement to the partner process

Ongoing

Partner-sourced and partner-influenced pipeline against target; number of partner sellers enabled; deal registration turnaround time; partner satisfaction

WHAT WE ARE EXPECTING FROM YOU (I.E., THE QUALIFICATIONS YOU MUST HAVE):

Required qualifications

• 1–3 years in partner management, channel sales, business development, sales operations or a similar customer-facing role.
• Bachelor's degree or equivalent work experience.
• Clear written and spoken communication, including with senior partner and government contacts.
• Strong organization: tracks many threads at once and follows through.
• Comfortable with Salesforce, AI-assisted sales tools and spreadsheets.
• Basic understanding of cloud computing (AWS, Azure or similar).
• U.S. citizenship, required for work with our federal customers and partners.

Preferred qualifications

• Experience in the federal market: at a government contractor, reseller, distributor, systems integrator or agency.
• Familiarity with federal buying: GSA schedules, GWACs such as NASA SEWP, and cloud marketplaces such as AWS Marketplace.
• Exposure to AWS partner programs, including ACE co-selling.
• Knowledge of FinOps, AI Tokenomics, cloud governance or cloud security concepts.
• AWS Cloud Practitioner or a similar entry-level cloud certification.

WHAT WE WILL PROVIDE IN RETURN:

Compensation and benefits

Compensation is set based on experience and location. This role carries a variable component tied to partner results.

• Base salary: $75,000–$95,000
• On-target earnings (OTE): $110,000–$135,000, with variable pay tied to partner-sourced and partner-influenced pipeline and revenue
• ISO

Equal opportunity

Kion is an equal opportunity employer. We consider all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status or any other characteristic protected by law.

ABOUT KION

Kion offers FinOps+, an approach that unifies automated guardrails, AI-driven FinOps, and beyond public cloud cost management in a policy-driven platform. With FinOps+, teams can proactively govern and eliminate waste before it happens, extend visibility and optimization beyond public cloud (AI, SaaS, and private cloud), and leverage AI for smarter forecasting and faster decision-making. FinOps+ moves beyond simply tracking costs, it accelerates value, serving as the bridge between cost control and operational excellence to do more with less while ensuring long-term efficiency. Kion serves leading regulated enterprises and agencies including Verizon, NASA, Indeed, Insulet and the Centers for Medicare & Medicaid Services (CMS). Learn more at: kion.io.