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Federal Channel Manager Jobs (NOW HIRING)

varonis

Federal Channel Manager

Washington, DC · On-site

$172K - $173K/yr

The Federal Channel Manager is responsible for driving and delivering sales leads and converting them into new business. (Civilian, FSI) The Varonis Federal Channel Manager works as the primary ...

Varonis

Federal Channel Manager

Washington, DC

$172K - $173K/yr

TheFederal Channel Manager is responsible for driving and delivering sales leads and converting them into new business. (Civilian, FSI) TheVaronis Federal Channel Managerworksas the primary resource ...

Varonis

Federal Channel Manager

Washington, DC · On-site

$172K - $173K/yr

TheFederal Channel Manager is responsible for driving and delivering sales leads and converting them into new business.(Civilian, DOD, IC, FSI) TheVaronis Federal Channel Managerworksas the primary ...

Tenable, Inc.

Federal Channel Sales Manager

Columbia, MD · Hybrid

$150K/yr

Your Role: As the Federal Channel Sales Manager, you will be the strategic architect of our partner ecosystem within the Federal sector. In this high-impact role, you will cultivate and lead ...

Tenable, Inc.

Federal Channel Sales Manager

Columbia, MD · On-site

$114K - $152K/yr

Your Role: As the Federal Channel Sales Manager, you will be the strategic architect of our partner ecosystem within the Federal sector. In this high-impact role, you will cultivate and lead ...

Motorola

$123K - $140K/yr

We are looking for a high-energy, strategic Channel Account Manager to join our Federal team. In this role, you will be the primary bridge between Motorola Solutions and our valued Federal resellers ...

Motorola

Channel Account Manager (Federal)

Linthicum, MD · On-site

$123K - $140K/yr

We are looking for a high-energy, strategic Channel Account Manager to join our Federal team. In this role, you will be the primary bridge between Motorola Solutions and our valued Federal resellers ...

Regal Rexnord

Channel Manager

Downers Grove, IL · Remote

$90K - $110K/yr

The Channel Manager is responsible for achieving sales growth, profitability, and partner ... Restrictions imposed by federal export control laws may limit this job opportunity to candidates ...

Kargo

Channel Manager

San Francisco, CA · On-site +1

$179K - $180K/yr

Experience * 5+ years experience in channel sales, partnerships or business development ... federal, state and local law.

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All JobsFederal Channel Manager Jobs

Federal Channel Manager information

See salary details

$70.5K

$142.4K

$153.5K

How much do federal channel manager jobs pay per year?

As of Jun 20, 2026, the average yearly pay for federal channel manager in the United States is $142,448.00, according to ZipRecruiter salary data. Most workers in this role earn between $152,000.00 and $153,000.00 per year, depending on experience, location, and employer.

What is a Federal Channel Manager?

A Federal Channel Manager is a professional responsible for developing and managing relationships between technology companies and their federal government partners or resellers. Their main goal is to drive sales of products and services to federal agencies by building and supporting a network of channel partners, such as value-added resellers, distributors, and system integrators. They ensure that partners are properly enabled, trained, and aligned with the company's federal market strategy. Additionally, Federal Channel Managers often navigate complex government procurement processes and compliance requirements to facilitate successful sales and partnerships.

What are the key skills and qualifications needed to thrive as a Federal Channel Manager, and why are they important?

To thrive as a Federal Channel Manager, you need expertise in channel sales, government contracting, and strong knowledge of federal procurement processes, often supported by a bachelor's degree in business or a related field. Familiarity with CRM systems, federal acquisition regulations (FAR), and distributor/partner management tools is typically required. Exceptional relationship-building, negotiation, and communication skills help foster productive partnerships and drive revenue growth. These capabilities are crucial for navigating the complexities of federal markets and ensuring compliance while achieving organizational sales targets.

What is the difference between Federal Channel Manager vs Federal Sales Manager?

AspectFederal Channel ManagerFederal Sales Manager
Primary FocusManaging channel partnerships and indirect sales channels for federal clientsDirectly selling products/services to federal agencies
Work EnvironmentCollaborates with partners, channel teams, and federal clientsEngages directly with federal government buyers and decision-makers
Required CredentialsExperience in channel sales, federal contracting, and certifications like FAC-C or DAWIASales experience, federal contracting knowledge, and similar certifications
Industry UsageCommon in tech, defense, and government solutions companiesFound in similar sectors, focusing on direct federal sales

The Federal Channel Manager primarily manages indirect sales channels and partnerships within the federal market, focusing on collaboration and partner development. In contrast, the Federal Sales Manager directly engages with federal agencies to close sales. Both roles require federal contracting knowledge and related certifications, but their core responsibilities differ in approach and interaction style.

How does a Federal Channel Manager typically collaborate with government partners and internal sales teams?

A Federal Channel Manager plays a key role in building and maintaining relationships with government-focused channel partners, such as resellers and system integrators. This often involves regular coordination with both external partners and internal sales, marketing, and technical teams to align on federal program requirements, compliance, and joint go-to-market strategies. Effective collaboration ensures that solutions meet government regulations and that all parties are kept informed of market opportunities, contract vehicles, and sales progress. Strong communication and organizational skills are essential for managing these complex, multi-stakeholder relationships.
More about Federal Channel Manager jobs
What cities are hiring for Federal Channel Manager jobs? Cities with the most Federal Channel Manager job openings:
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What job categories do people searching Federal Channel Manager jobs look for? The top searched job categories for Federal Channel Manager jobs are:
Federal Channel Manager jobs near you
Infographic showing various Federal Channel Manager job openings in the United States as of June 2026, with employment types broken down into 66% Full Time, 17% Part Time, and 17% Contract. Highlights an 96% Physical, 1% Hybrid, and 3% Remote job distribution, with an average salary of $142,448 per year, or $68.5 per hour.

Federal Channel Manager

varonis

Washington, DC • On-site

$172K - $173K/yr

Full-time

Posted 8 days ago

Job description

Description
Summary:
The Federal Channel Manager is responsible for driving and delivering sales leads and converting them into new business. (Civilian, FSI)
The Varonis Federal Channel Manager works as the primary resource for developing partners, growing relationships and is responsible for enabling our partners on what Varonis has to offer and how to position our products within the Federal government.
Responsibilities:
  • Build and cultivate strategic partnerships for the assigned territory
  • Develop a solid working knowledge of Varonis' products and understand the value they provide for potential customers
  • Develop deep consultative relationships and act as a primary point of contact for assigned territory partners to ensure partner satisfaction
  • Consistently articulate Varonis' value proposition to territory partners to maintain and increase Varonis' share of each partner's business
  • Maintain a detailed understanding of partners' business (growth initiative, strategic focus, investment areas, profitability factors, etc.)
  • Work with partners and resellers to identify and close new business
  • Connect Varonis Sales Representatives to target partners
  • Prospect using lead generation lists; cold calling as needed
  • Support the National Channel Managers in managing top partners in the territory
  • Meet onsite with designated partners at least 3 days per week
  • Provide detailed daily reports on the progress of weekly and monthly goals
  • Knowledge of the US Federal market; Civilian, DOW & Intelligence Community
  • Attend Federal conferences with Varonis sales & engineering teams
  • Firm understanding around federal contracts, budgets and buying processes

Requirements:
  • Minimum of 4 years of experience managing channel partners within federal market
  • Experience facilitating onboarding and enablement activities for channel partners
  • Knowledge of channel software ecosystems
  • Familiarity with CRM/PRM and forecasting systems
  • Excellent communication and presentation skills
  • Experience working with Hyperscalers

We invite you to check out our Instagram Page to gain further insight into the Varonis culture!
@VaronisLife
Varonis is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, and other legally protected characteristics
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