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

Qualys

Public Sector Channel Manager

Washington, DC · On-site

$172K - $173K/yr

As a Public Sector Channel Manager (USA), you play a pivotal role in expanding our market presence ... federal and state/local government. The successful candidate will have a proven track record in ...

Trellix

Federal Civilian Account Manager

Reston, VA · On-site

$170K - $310K/yr

Federal Civilian Account Manager About Trellix Trellix is a global company redefining the future of ... Channel Ecosystem Leverage: Partner closely with federal channel partners, system integrators, and ...

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 ...

Trellix

Federal Civilian Account Manager

Reston, VA · On-site

$170K - $310K/yr

Federal Civilian Account Manager About Trellix Trellix is a global company redefining the future of ... Channel Ecosystem Leverage: Partner closely with federal channel partners, system integrators, and ...

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 ...

Qualys

Public Sector Channel Manager

Washington, DC · Remote

$172K - $173K/yr

... federal and state/local government. The successful candidate will have a proven track record in ... Maniacal execution of plans with proactive management and follow up. * Establish and track key ...

Cohesity

Channel Sales Engineer - Federal

Washington, DC · On-site +1

Cohesity is a leader in AI-powered data security and management. Aided by an extensive ecosystem of ... exceptional Federal Channel team. As a Channel Sales Engineer, you will play a pivotal role in ...

SpyCloud

Senior Sales Engineer - Federal

Washington, DC · On-site

$163K - $213K/yr

Drive channel partnerships through solution architect/SME engagement. * Conduct product ... Ability to manage multiple demands and operate in a rapidly evolving environment. * Willingness to ...

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 ...

Qualys

Public Sector Channel Manager

Washington, DC · On-site

$172K - $173K/yr

... federal and state/local government. The successful candidate will have a proven track record in ... Maniacal execution of plans with proactive management and follow up. * Establish and track key ...

Filevine

Partner Manager - Federal

Washington, DC · On-site

Role Summary As Federal Partner Manager, you will own and grow Filevine's reseller and teaming ... You will work across our existing channel relationships (including our contract-vehicle partners ...

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All JobsFederal Channel JobsFederal Channel Manager JobsFederal Channel Manager Jobs in Reston, VA

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 Sep 13, 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 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.

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 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.

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
Infographic showing various Federal Channel Manager job openings in Reston, VA as of September 2026, with employment types broken down into 84% Full Time, 15% Part Time, and 1% Contract. Highlights an 86% Physical, 2% Hybrid, and 12% Remote job distribution, with an average salary of $148,196 per year, or $71.2 per hour.

National Channel Sales Manager, Public Sector

Washington, DC • On-site

Verkada
Software Development • 1 - 5K employees
Learn more about Verkadaexternal

$172K/yr

Full-time

Medical, Dental, Vision, PTO

Re-posted 5 days ago

Job description

About the Role

As our Channel Partner Leader, you'll drive Verkada's Federal and State revenue growth through new and existing channel partners. Working closely with the Head of Federal and The Head of State, along with their teams, you'll build and execute the partner strategy that surfaces new business across a nationwide portfolio of State and Federal partners and geographies, with the goal of sourcing 50% of Federal revenue through the channel.

You'll manage a large portfolio of State and Federal partners, building joint accountability plans, identifying whitespace, confirming pipeline, and executing strategic plans that tie directly to the Public Sector Division's goals.

This is an individual contributor role. It requires hands-on execution and with a focus on deal registrations and booked revenue against Public Sector Division targets. Close collaboration with Sales, Marketing, and Verkada's corporate Partner team is essential to your success and to the health of our Federal channel business.

What You'll Do
  • Own, manage, and grow Verkada's Public Sector channel business by developing and expanding relationships across a defined portfolio of certified partners: value-added resellers (VARs), distributors, and strategic partners.
  • Build trusted executive relationships across the partner ecosystem, from front-line sellers to C-level leadership, to drive long-term, mutual business growth.
  • Partner with the Federal sales team to identify, develop, and close strategic opportunities across Public Sector customers.
  • Create and execute quarterly business plans with partners to generate pipeline, grow revenue, and expand into new markets.
  • Design and deliver sales enablement and technical training that empowers partner organizations to sell and support Verkada.
  • Lead partner marketing initiatives and co-selling activities to generate demand and accelerate deals.
  • Serve as the voice of the Federal channel inside Verkada, advocating for partner needs and driving alignment with internal sales, marketing, and product teams.
  • Associate pipeline and deal registrations to the right partners, and forecast and manage that business in Salesforce.
  • Travel up to 50% nationally to support partner engagements, business planning sessions, and customer opportunities.
Requirements
  • 10+ years selling into or supporting the Public Sector market.
  • Proven success managing Federal reseller, VAR, distribution, or channel partner relationships.
  • A demonstrated track record of exceeding sales targets, including recognition such as President's Club or equivalent.
  • Experience building executive relationships with stakeholders ranging from front-line sales teams to C-level leadership.
  • Strong command of channel sales strategies, partner programs, and Federal procurement processes.
  • Experience influencing and driving results across cross-functional teams without direct authority.
  • Highly organized, with the ability to manage competing priorities, execute independently, and consistently hit deadlines.
  • Proficiency with Salesforce and standard business productivity tools (Google Workspace and similar).
  • Excellent verbal, written, and presentation skills.
  • Based in or near the Washington, D.C. metropolitan area.
  • Willingness and ability to travel up to 50% nationally.
US Employee Benefits

Verkada is committed to investing in the holistic health and wellbeing of all employees and their families. Our benefits and perks programs include, but are not limited to:

  • Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under most plans and 80% for family premiums
  • Nationwide medical, vision and dental coverage
  • Health Saving Account (HSA) and Flexible Spending Account (FSA) with tax saving options
  • Expanded mental health support
  • Paid parental leave policy & fertility benefits
  • Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time
  • Professional development stipend
  • Wellness/fitness benefits
  • Healthy lunches and dinners provided daily

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