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Federal Channel Manager Jobs in Reston, VA (NOW HIRING)

Zayo Group, LLC

Channel Manager

Ashburn, VA · On-site

$65K - $80K/yr

As our Channel Manager , you will be responsible for cultivating new partnerships and managing ... federal, state, provincial or local laws. This policy applies to all terms and conditions of ...

Arrow Electronics

Channel Field Sales Manager

Mclean, VA · On-site

$153.60K/yr

Channel Field Sales Manager immixGroup is looking for a Manager of Channel Sales to drive growth ... Experience with federal contracting * Solving complex problems * Contributing to process ...

eVisit

Federal Account Executive

Mclean, VA · On-site +1

Channel & Partner Co-Sell: Work alongside Primes and other federal channel/SI partners to route ... Success Metrics: Track and manage key success metrics, including but not limited to: * Quota ...

eVisit

Federal Account Executive

Mclean, VA · Remote

Channel & Partner Co-Sell: Work alongside Primes and other federal channel/SI partners to route ... Success Metrics: Track and manage key success metrics, including but not limited to: * Quota ...

eVisit

Federal Account Executive

Washington, DC · Remote

Channel & Partner Co-Sell: Work alongside Primes and other federal channel/SI partners to route ... Success Metrics: Track and manage key success metrics, including but not limited to: * Quota ...

eVisit

Federal Account Executive

Washington, DC · On-site +1

Channel & Partner Co-Sell: Work alongside Primes and other federal channel/SI partners to route ... Success Metrics: Track and manage key success metrics, including but not limited to: * Quota ...

eVisit

Federal Account Executive

Mclean, VA · On-site +1

Channel & Partner Co-Sell: Work alongside Primes and other federal channel/SI partners to route ... Success Metrics: Track and manage key success metrics, including but not limited to: * Quota ...

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Federal Channel Manager information

See Reston, VA salary details

$73.3K

$148.2K

$159.7K

How much do federal channel manager jobs pay per year?

As of May 29, 2026, the average yearly pay for federal channel manager in Reston, VA is $148,196.00, according to ZipRecruiter salary data. Most workers in this role earn between $158,100.00 and $159,200.00 per year, depending on experience, location, and employer.

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.

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.

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 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.

What are popular job titles related to Federal Channel Manager jobs in Reston, VA? For Federal Channel Manager jobs in Reston, VA, the most frequently searched job titles are:
What job categories do people searching Federal Channel Manager jobs in Reston, VA look for? The top searched job categories for Federal Channel Manager jobs in Reston, VA are:
What cities near Reston, VA are hiring for Federal Channel Manager jobs? Cities near Reston, VA with the most Federal Channel Manager job openings:
Federal Channel Manager jobs near you

Federal Channel Sales Director

Gormat

Washington, DC • On-site

Full-time

Posted 4 days ago

Job description

Work Site: Washington D.C. w/ hybrid work opportunity.
***This is a direct hire for AppGate.
We are searching for a dynamic, self-starter to join the team as a Federal Channel Sales Director. This individual will be directly responsible for managing assigned strategic partners within the Federal ecosystem. The primary focus will be to drive incremental partner-led revenue (new business & net new logos), coordinate sales and technical enablement with new and existing partners, and foster a productive engagement model between Sebastian Tech Solutions' Federal team and its partners. The ideal candidate is experienced working in a small team environment, comfortable with change, and motivated to help drive growth.
Responsibilities:
  • GTM Planning - Develop and execute our client's go-to-market (GTM) plan in alignment with the extended team (Federal Regional Sales Directors, Sales Engineers, Solution Architects, Channel Sales, Marketing, and Leadership).
  • Pipeline Development - Identify new federal partner target opportunities, qualify existing and future federal program pipelines, and represent our client with critical mission owners and stakeholders across the FSI, DoD/IC, and Civilian communities. Develop selling opportunities within partner organizations, expand into new divisions and organizations, and cultivate selling relationships within assigned Federal Systems Integrator (FSI) partner accounts for sell-through. Utilize extensive knowledge of government IT spending priorities and budgeting cycles to prioritize business development efforts.
  • Channel Partner Management - Build, cultivate, and develop strong partnerships with designated partners.
  • Channel Partner Enablement - Develop product and sales competency within assigned partner portfolios and influence their GTM and sales strategies to drive partner-sourced pipelines.
  • Influencer Recruitment and Management - Leverage the Federal Advisory Board and a network of contacts in the federal IT market to engage influencers and decision-makers looking to solve mission-critical challenges for federal customers.
  • Quota Attainment - Achieve assigned channel quota through designated partner accounts.
  • Cyber Community Engagement - Monitor relevant bid-boards, attend industry events, and leverage professional networks to identify and qualify major program opportunities for DoD and Civilian agencies via FSI influence or sell-through.

Experience & Qualifications:
  • Bachelor's degree required.
  • 5 - 10 years of experience working for a security software provider in a Federal Channel Manager capacity.
  • A DOD issued Secret clearance is preferred.
  • Adaptability to changes in the work environment; ability to manage competing demands, adjust approaches as needed, and deal effectively with frequent change, delays, or unexpected events.
  • Strong background in both strategy and execution, with a focus on building and scaling federal partner programs through cross-functional GTM motions.
  • Deep understanding of the Federal Channel ecosystem, including the roles of Federal Systems Integrators, Resellers, Technology Alliance Partners, and Distributors, and how to align these stakeholders to drive growth.
  • Established and positive relationships within the cybersecurity partner ecosystem.
  • Strong negotiation, presentation, communication, and interpersonal skills.
  • Experience with Salesforce.com preferred.
  • Prior engagement with Federal Systems Integrators such as GDIT, Leidos, CACI, and/or Booz Allen Hamilton is preferred.

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