Federal Account Manager – VAR & MSP Partnerships

Location: Reston, Virginia

US Citizenship Required

Job Summary:
We are seeking a Federal Account Manager with deep expertise in VAR and MSP partnerships within the federal ecosystem. This individual will be responsible for driving revenue growth through strategic alliances, managing key federal accounts, and expanding our presence across government agencies via our channel partners. The ideal candidate has a proven track record in federal sales, strong relationships within the reseller and MSP community, and a deep understanding of government procurement processes. Experience in open-source technologies and their role in government IT modernization is highly desirable.

Key Responsibilities:

• Develop and execute a federal account strategy to drive revenue growth through VARs and MSPs.
• Identify, recruit, and enable strategic VAR and MSP partners to enhance AI and open-source adoption within federal agencies.
• Manage relationships with federal customers, ensuring successful adoption and expansion of AI and open-source solutions.
• Navigate complex procurement cycles, leveraging GSA schedules, OTAs, and other contract vehicles.
• Collaborate with internal teams, including sales engineering, marketing, and legal, to drive go-to-market strategies.
• Monitor and report on federal market trends, competitor activity, and partner performance.
• Drive pipeline growth and meet/exceed revenue targets through effective account management.
• Ensure compliance with all federal contracting requirements and regulations.
• Manage and be the main point of contact for VARs as they engage in contract capture, RFP responses, and dedicated campaigns.

Qualifications & Experience:

• 5+ years channel and/or direct selling experience selling SaaS solutions and services to the Federal marketplace.
• Relevant software industry experience in Software AI systems, enterprise, or infrastructure management; preferably SaaS expertise.
• Deep understanding of the Federal contract vehicle landscape.
• Exceptional interpersonal, writing, and presentation skills.
• Thrives in a fast-paced, high-growth, rapidly changing environment.
• Able to work independently and remotely from other members of your team and corporate.
• Proven experience working with VARs, MSPs, and government integrators.
• Strong knowledge of federal acquisition vehicles, such as GSA, SEWP, CIO-SP, and OTAs.
• Established relationships within the federal reseller and MSP ecosystem.
• Understanding of AI, open-source software, and emerging technologies in government applications.
• Demonstrated success in achieving and exceeding federal sales targets.
• Ability to travel as required for federal and partner engagements.

Preferred Qualifications:

• Experience working with defense, intelligence, and civilian agencies.
• Technical background or familiarity with AI-driven and open-source solutions.
• Active security clearance (or ability to obtain one).

If you’re a results-driven Federal Account Manager with a passion for AI, open-source technologies, and deep expertise in VAR/MSP partnerships, we’d love to hear from you.