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Federal Channel Manager Jobs in Virginia (NOW HIRING)

DH Technologies

Federal Account Executive

Leesburg, VA · On-site

... Channel Development and DH Tech Partners to exceed sales objectives. This position will manage all aspects of the sales process and will play an integral role in the success of the overall Federal ...

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Federal Channel Manager information

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 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.
What are popular job titles related to Federal Channel Manager jobs in Virginia? For Federal Channel Manager jobs in Virginia, the most frequently searched job titles are:
What job categories do people searching Federal Channel Manager jobs in Virginia look for? The top searched job categories for Federal Channel Manager jobs in Virginia are:
What cities in Virginia are hiring for Federal Channel Manager jobs? Cities in Virginia with the most Federal Channel Manager job openings:
Federal Channel Manager jobs near you
Infographic showing various Federal Channel Manager job openings in Virginia as of August 2026, with employment types broken down into 1% As Needed, 86% Full Time, 12% Part Time, and 1% Contract. Highlights an 93% Physical, 3% Hybrid, and 4% Remote job distribution.

Director, Federal Sales - Civilian

Infoblox, Inc.

Richmond, VA • On-site, Remote

Full-time

Medical, Retirement, PTO

Posted 23 days ago

Job description


At Infoblox, every breakthrough begins with a bold "what if."
What if your ideas could ignite global innovation?
What if your curiosity could redefine the future?
We invite you to step into the next exciting chapter of your career journey. Bring your creativity, drive, your daring spirit, and feel what it's like to thrive on a team big enough to make an impact, yet small enough to make a difference. Our cloud-first networking and security solutions already protect 70% of the Fortune 500, and we're looking for creative thinkers ready to push that influence even further. Join us and discover how far your bold "what if" can take the world, your community, and your career.
Here, how we empower our people is extraordinary: Glassdoor Best Places to Work 2025, Great Place to Work-Certified in five countries, and Cigna Healthy Workforce honors three years running - and what we build is world-class: recognized as CybersecAsia's Best in Critical Infrastructure 2024 -evidence that when first-class technology meets empowered talent, remarkable careers take shape.
So, what if the next big idea, and the next great career story, comes from you? Become the force that turns every "what if" into "what's next".
In a world where you can be anything, Be Infoblox.
Director, Regional Sales- Federal Civilian
We have an opportunity for a Regional Director, Federal Civilian to join our Americas Sales Organization, reporting to the President Infoblox Federal. This sales leadership role is responsible for leading a team of Enterprise Account Executives focused on driving new business acquisition, customer expansion, and strategic account growth across a defined territory. The Regional Director will develop and execute regional sales strategies, drive forecast accuracy and pipeline discipline, and coach sellers through complex enterprise opportunities.
As a member of the regional leadership team, you will partner closely with Sales Engineering, Customer Success, Professional Services, Marketing, Channel, and Revenue Operations to accelerate growth and deliver predictable business outcomes. This role requires a proven enterprise sales leader with a track record of developing high-performing Account Executives, exceeding bookings targets, and driving execution within cybersecurity, networking, cloud, SaaS, or adjacent enterprise technology markets.
Be a Contributor - What You'll Do
Regional Sales Leadership
  • Lead a team of Enterprise Account Executives responsible for achieving bookings, pipeline generation, and customer acquisition objectives
  • Develop and execute territory strategies aligned with Infoblox's growth priorities and go-to-market initiatives
  • Drive balanced execution across new logo acquisition, customer expansion, competitive displacement, and partner-led opportunities
  • Establish operating rhythms that improve forecast accuracy, pipeline visibility, and sales execution
  • Monitor territory performance and identify opportunities for growth and market penetration
  • Leverage data, analytics, and AI-driven insights to improve forecasting, territory planning, and account prioritization

Team Development and Coaching
  • Recruit, hire, onboard, develop, and retain top-performing Enterprise Account Executives
  • Foster a culture of accountability, continuous improvement, and customer-centric selling
  • Conduct regular pipeline reviews, opportunity inspections, and account planning sessions
  • Coach sellers on prospecting, qualification, executive engagement, negotiation, and deal strategy
  • Support professional development and career growth for team members

Strategic Sales Execution
  • Drive disciplined execution of forecasting, pipeline management, territory planning, and sales process adherence
  • Reinforce adoption of enterprise sales methodologies, including MEDDPICC, value-based selling, and strategic account planning
  • Assist sellers in navigating complex enterprise opportunities and competitive situations
  • Improve team productivity through data-driven decision-making and operational rigor
  • Leverage AI-enabled tools and market intelligence to identify whitespace opportunities, buying signals, and competitive risks

Customer and Partner Engagement
  • Develop executive relationships with key customers and prospects throughout the region
  • Participate in strategic customer meetings, executive briefings, and critical deal engagements
  • Partner with channel organizations, alliance partners, and distributors to expand market coverage and accelerate growth
  • Support customer retention and expansion efforts in collaboration with Customer Success and Professional Services

Cross-Functional Collaboration
  • Partner closely with Sales Engineering, Customer Success, Professional Services, Marketing, Channel, and Revenue Operations teams
  • Collaborate on territory planning, pipeline generation initiatives, and go-to-market execution
  • Represent Infoblox at customer events, partner engagements, and industry conferences
  • Provide market feedback and customer insights to leadership and cross-functional stakeholders

Be Prepared - What You Bring
  • 8+ years of enterprise technology sales experience
  • 3+ years of first-line sales leadership experience managing quota-carrying Account Executives
  • Proven success leading enterprise sales teams to exceed bookings and growth targets
  • Experience driving new logo acquisition and expansion within enterprise accounts
  • Demonstrated ability to recruit, coach, and develop high-performing sales professionals
  • Strong forecasting, pipeline management, territory planning, and opportunity inspection skills
  • Experience leveraging CRM, analytics, and AI-enabled sales tools to improve business outcomes
  • Experience selling cybersecurity, networking, cloud, SaaS, infrastructure, or related enterprise technology solutions
  • Strong understanding of enterprise sales methodologies including MEDDPICC and value-based selling
  • Demonstrated ability to work cross-functionally with Sales Engineering, Customer Success, Marketing, Channel, and Product teams
  • Executive presence and ability to engage effectively with senior customer stakeholders
  • Strong business acumen, communication skills, and operational discipline
  • Bachelor's degree required

Be Successful - Your Path First 90 Days
  • Build relationships with team members, customers, partners, and key stakeholders
  • Assess territory performance, pipeline health, and forecast accuracy
  • Establish consistent operating rhythms for forecasting, pipeline reviews, and account planning
  • Identify opportunities to improve sales execution and team performance

Six Months
  • Improve forecast accuracy, pipeline accountability, and opportunity progression
  • Strengthen seller performance through coaching and development
  • Drive increased new logo acquisition and expansion opportunities
  • Enhance collaboration across Sales, Customer Success, Sales Engineering, and Channel teams

One Year
  • Consistently achieve or exceed regional bookings and pipeline targets
  • Build a high-performing team of Enterprise Account Executives
  • Improve seller productivity and forecast predictability
  • Expand Infoblox's footprint across strategic enterprise accounts
  • Strengthen customer and partner relationships across the territory

Belong- Your Community
Our culture thrives on inclusion, rewarding the bold ideas, curiosity, and creativity that move us forward. In a community where every voice counts, continuous learning is the norm. So, whether you code, create, sell, or care for customers, you'll grow and belong here.
Be Rewarded - Benefits That Help You Grow, Thrive, Belong
  • Comprehensive health coverage, generous PTO, and flexible work options
  • Learning opportunities, career-mobility programs, and leadership workshops
  • Sixteen paid volunteer hours each year, global employee resource groups, and a "No Jerks" policy that keeps collaboration healthy
  • Modern offices with EV charging, healthy snacks (and the occasional cupcake), plus hackathons, game nights, and culture celebrations
  • Charitable Giving Program supported by Company Match
  • We practice pay transparency and reward performance. Offers reflect role location, internal equity, experience, skills, education, and certifications. Base salary for this position: $175,000 - $210,000 plus bonus or commissions

Ready to Be the Difference?
Infoblox is an Affirmative Action and Equal Opportunity Employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.
#LI - Remote
#LI - SH1

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