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Federal Channel Manager Jobs in Washington (NOW HIRING)

Nutanix

Federal Account Manager - DISA

Washington, DC · On-site

The OpportunityWe are looking for an experienced, motivated, and creative Federal Account Manager ... Nutanix Channel Partner Representatives may also participate in the sales call to help qualify the ...

Nutanix

Federal Account Manager - DoD

Washington, DC · On-site

The Opportunity We are looking for an experienced, motivated, and creative Federal Account Manager ... Nutanix Channel Partner Representatives may also participate in the sales call to help qualify the ...

Nutanix

Federal Account Manager - DoD

Mclean, VA · On-site

The Opportunity We are looking for an experienced, motivated, and creative Federal Account Manager ... Nutanix Channel Partner Representatives may also participate in the sales call to help qualify the ...

SpyCloud

Manager, Federal Sales Engineering

Washington, DC · Remote

$167K - $250K/yr

We are seeking an experienced Manager, Federal Sales Engineering to lead our public sector pre ... Drive channel and partner engagement with public sector resellers, system integrators, and solution ...

Colossal Contracting LLC

Federal Account Manager

MD · On-site +1

$100K - $150K/yr

... Manager to support our rapidly growing federal sales division. Account Managers at Colossal ... Collaborate with Channel to facilitate new programs, messages, campaigns, and product launches.

Fortinet Federal

Partner Sales Manager

Reston, VA

$181K - $258K/yr

Act as a trusted advisor to partners, aligning Fortinet Federal resources to support growth and resolve business or technical challenges Qualifications * 3+ years of channel sales, partner management ...

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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 Washington?

For Federal Channel Manager jobs in Washington, the most frequently searched job titles are:

What job categories do people searching Federal Channel Manager jobs in Washington look for?

The top searched job categories for Federal Channel Manager jobs in Washington are:

What cities in Washington are hiring for Federal Channel Manager jobs?

Cities in Washington with the most Federal Channel Manager job openings:

Federal Channel Manager jobs near you

Federal Account Manager - DISA

Nutanix

Washington, DC • On-site

Full-time

Medical, Retirement, PTO

Re-posted 20 days ago

Job description

Hungry, Humble, Honest, with Heart.The OpportunityWe are looking for an experienced, motivated, and creative Federal Account Manager supporting DISA to join our team. You will part of the Federal sales team and be responsible for selling Nutanix’s products and solutions through channel partners and interacting directly with customers in the region. You will also work very closely with a Sales Engineer in the territory. About the TeamOur Federal sales team at Nutanix is growing! We are a driven & passionate team of salespeople with a desire to disrupt the current state of the data center within Federal accounts. We are looking to expand our team to include additional A-players who are looking to bring simplicity and efficiency to a complicated world. Your RoleIn this role you will develop an account plan to sell to customers based on their business needs. You will build and strengthen the business relationship with current accounts as well as new prospects. It will be necessary to provide status information to your Manager including forecast/pipeline information. It will be beneficial to identify Nutanix customer references that can be utilized when reference selling. As well as, provide product feedback back to engineering to improve Nutanix complete block solutions..
  • Use relationship management techniques to develop selling opportunities within partner organizations; penetrate new divisions and organizations within assigned partner accounts; develop new selling relationships within assigned partner accounts; develop new direct selling opportunities.
  • Schedule and attend sales call appointments with a prospect in a partner organization. Nutanix Channel Partner Representatives may also participate in the sales call to help qualify the opportunity.
  • Respond to RFP's and follow up with prospects.
  • Recommend marketing strategies.
  • Provide status information to your Manager including forecast/pipeline information.
  • Provide, or facilitate training opportunities for your accounts.
  • Recommend marketing strategies.
What You Will BringEssential to success in this role is a keen ability to develop new accounts and to penetrate new divisions and organizations within your assigned accounts. Nutanix provides unrivaled support and tools from the Engineering, Marketing, and Product Development departments for you to leverage to exceed sales performance goals. In this position you would be working very closely with the co-founders and VPs and have a large amount of influence on sales team decisions and initiatives.
  • 5 to 10 years of Federal sales experience preferred.
  • Experience with FED sales cycle and contracts
  • Experience that demonstrates a strong level of expertise in technical specifications required to sell Nutanix products and services is required.
  • Bachelor’s Degree or equivalent experience.
The pay range for this position at commencement of employment is expected to be between USD $ 245,680 and USD $ 368,520 per year. However, base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other elements, including a sign-on bonus, restricted stock units, and discretionary awards in addition to a full range of medical, financial, and/or other benefits (including 401(k) eligibility and various paid time off benefits, such as vacation, sick time, and parental leave), dependent on the position offered. Details of participation in these benefit plans will be provided if an employee receives an offer of employment.If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors. Our application deadline is 40 days from the date of posting. In good faith, the posting may be removed prior to this date if the position is filled or extended in good faith. #LI-KK1

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