Channel Account Manager, Federal

Lookout, Inc. is the endpoint to cloud security company purpose-built for the intersection of enterprise and personal data. We safeguard data across devices, apps, networks and clouds through our unified, cloud-native security platform — a solution that's as fluid and flexible as the modern digital world. By giving organizations and individuals greater control over their data, we enable them to unleash its value and thrive. Lookout is trusted by enterprises of all sizes, government agencies and millions of consumers to protect sensitive data, enabling them to live, work and connect — freely and safely. To learn more about the Lookout Cloud Security Platform, visit www.lookout.com and follow Lookout on our blog, LinkedIn and Twitter.

We are seeking a high-impact, passionate Senior Federal Channel Account Manager to join Lookout’s Public Sector, Federal Team. In this critical role, you will be the driving force behind our Value-Added Reseller (VAR) strategy, taking full ownership of the recruitment, onboarding, development, and execution processes.

Who you are: 

You are a results-oriented, self-directed leader with a strategic orientation, proven ability to significantly increase indirect revenue. You will be responsible for driving a robust partner-sourced pipeline in the Federal Public Sector ecosystem via effective deal registration and management.

• Experience: 10+ years of proven experience as a Federal Channel Account Manager or Public Sector Alliance Manager in the enterprise cybersecurity space, focused exclusively on the Federal Public Sector (SLED experience is not applicable).
  
  
• Revenue Track Record: Demonstrated success in consistently overachieving indirect revenue targets, specifically in:
• Partner Sourced Revenue
• Partner Influenced Revenue
• Partner-closed Annual Recurring Revenue (ARR)
  
  
• Relationship Building: Verifiable experience establishing and managing successful, high-value relationships and technology alliances with System Integrators, Aggregators, and Value-Added Resellers within the Federal Public Sector.
  
  
• Strategic Acumen: Exceptional ability to articulate the value proposition of complex enterprise technology solutions.
  
  
• Leadership & Communication: An excellent communicator, collaborator, and negotiator with a high level of Emotional Quotient (EQ) and a natural talent for building lasting relationships.
  
  
• Education: BA/BS degree preferred 

What You Will Be Responsible For:

• Strategic Alliance Management: Define, execute, and manage the strategic direction for all federal channel partnerships.
  
  
• Indirect Revenue Team Leadership: Lead and mentor the external/indirect revenue team to ensure maximum productivity and target achievement.
  
  
• Program Execution: Drive the successful execution of channel programs, incentives, and marketing initiatives.
  
  
• Collaboration & Enablement: Ensure partners are fully enabled through effective training, sales tools, and technical resources.
  
  
• Partnership Development: Proactively recruit, onboard, and develop new strategic partners to expand market reach.
  
  
• Revenue Growth: Accountable for accelerating and exceeding channel-driven revenue and pipeline goals.
  
  
• Market Analysis & Strategy: Conduct continuous market analysis to identify new growth opportunities and inform strategic adjustments.
  
  
• Cross-Functional Collaboration: Partner closely with Sales, Marketing, Product, and Legal teams to support channel objectives.
  
  
• Performance Metrics & Reporting: Establish and report on key performance indicators (KPIs) to track channel health and measure ROI.
  
  
• Stakeholder Relationship Management: Cultivate and maintain executive-level relationships with client, channel, and alliance stakeholders.
  
  
• Event & Conference Representation: Act as the primary representative for Lookout at key industry events, conferences, and partner summits.