Federal Channel Account Manager

This position will be responsible for managing and growing relationships with channel partners, including resellers, distributors, and Federal Systems integrators, focused on serving federal, state, and local government agencies. This role combines strategic planning, sales execution, and partner enablement to drive revenue growth and expand market share in the public sector. 

KEY DUTIES 

Partner Relationship Management 

• Build and maintain strong relationships with all channel partners serving the public sector. 

• Act as the primary point of contact for assigned partners, ensuring alignment with company objectives. 
• Conduct regular business reviews to assess partner performance, set goals, and identify growth opportunities. 

Sales Enablement 

• Train and enable partners to effectively position and sell Fortra’s cybersecurity solutions. 

• Collaborate with the marketing team to provide partners with resources, tools, and campaigns tailored to the public sector. 
• Support partners in developing go-to-market strategies, proposal responses, and technical demonstrations. 

Revenue Growth 

• Drive channel sales to achieve and exceed revenue targets within the public sector. 

• Identify and onboard new partners to expand coverage and capabilities. 
• Collaborate with internal sales teams to develop and execute joint account strategies with partners. 

Public Sector Expertise 

• Stay informed about public sector procurement processes, regulations, and market trends. 

• Assist partners in navigating complex government procurement cycles, including RFPs and contracts. 
• Ensure compliance with public sector policies and contractual obligations. 

Collaboration and Reporting 

• Work closely with internal teams, including sales, marketing, and product, to align channel strategies with company goals. 

• Provide regular updates to leadership on partner performance, market trends, and competitive dynamics. 

• Influence product and service offerings based on feedback from partners and public sector clients. 

QUALIFICATIONS 

• Bachelor’s degree in Business, Marketing, or a related field. An advanced degree is a plus. 

• 10+ years of channel sales or account management experience, preferably in the cybersecurity or technology sector. 

• Proven track record of driving revenue growth through channel partnerships. 

• Experience working with key Public Sectors partners in Carahsoft, Booz Allen Hamilton, CACI, and other VAR’s.  

• Experience working with public sector clients and understanding government procurement processes. 

• Strong relationship-building and communication skills. 

• Ability to develop and execute strategic channel plans. 

• Ability to travel 25% 

• Knowledge of cybersecurity solutions and public sector market dynamics. 

• Proficiency in CRM systems (e.g., Salesforce) and sales analytics tools. 

• Existing relationships with public sector-focused partners is highly desirable. 

• Washington, DC metro location is preferred.