Channel Account Manager – Federal

Channel Account Manager – Federal

Requirements

• Experience working with federal and SLED distribution and reseller partners to drive adoption and sales growth.
• Deep knowledge of public sector procurement, including contract vehicles and compliance regulations.
• Proven ability to develop GTM plans that drive partner-led deal registrations and pipeline acceleration.
• Strong operational skills, capable of supporting large sales teams while ensuring compliance with strict government regulations.
• Strategic relationship-building ability, with experience engaging and mobilizing key technical and sales stakeholders within partner organizations.
• Metrics-driven approach, with a track record of achieving revenue goals through partner engagement.
• Problem-solving and conflict resolution skills, with the ability to navigate procurement challenges and remove barriers to sales execution.

Responsibilities

• Develop and execute go-to-market strategies to increase partner-sourced revenue within the federal and SLED markets.
• Build and strengthen relationships with key distribution and reseller partners, ensuring they are enabled to sell and position our solutions effectively.
• Navigate government procurement processes, contract vehicles, and compliance regulations to accelerate sales cycles.
• Drive sales enablement initiatives, engaging technical sellers and engineers within partner organizations to fuel pipeline growth.
• Collaborate with internal teams (marketing, presales, and federal sales teams) to execute joint GTM plans that maximize partner success.
• Ensure alignment with federal channel sales rules of engagement, including spending limitations and compliance requirements.
• Support a 15-person federal sales team, providing operational expertise to ensure smooth execution in the public sector space.

Preferred Qualifications

No preferred qualifications provided.