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

Serving the People Who Serve the People

Granicus is driven by the excitement of building, implementing, and maintaining technology that is transforming the Govtech industry by bringing governments and its constituents together. We are on a mission to support our customers with meeting the needs of their communities and implementing our technology in ways that are equitable and inclusive. Granicus has consistently appeared on the GovTech 100 list over the past 5 years and has been recognized as the best companies to work on BuiltIn.

Over the last 25 years, we have served 5,500 federal, state, and local government agencies and more than 300 million citizen subscribers power an unmatched Subscriber Network that use our digital solutions to make the world a better place. With comprehensive cloud-based solutions for communications, government website design, meeting and agenda management software, records management, and digital services, Granicus empowers stronger relationships between government and residents across the U.S., U.K., Australia, New Zealand, and Canada. By simplifying interactions with residents, while disseminating critical information, Granicus brings governments closer to the people they serve—driving meaningful change for communities around the globe.

Want to know more? See more of what we do here.

About Granicus

Granicus is the leading provider of digital solutions that enable government to deliver trusted, accessible, and impactful experiences. Our platform supports thousands of federal, state, and local agencies across civic engagement, digital services, communications, and regulatory solutions—helping governments better serve the public.

As Granicus expands its federal footprint, we are investing in a strong ecosystem of strategic partners to accelerate growth, expand solution value, and win at scale across civilian and defense agencies.

 

Role Overview

The Senior Federal Channel Partnerships Manager is responsible for defining, building, and scaling Granicus’ federal partner ecosystem. This role goes beyond traditional channel management—owning strategic alliances, technology partnerships, systems integrators (SIs), OEMs, and advisory partners that materially impact pipeline creation, deal execution, and longterm platform adoption.

This leader will work crossfunctionally with Federal Sales, Product, Marketing, and Executive Leadership to align partnerships to Granicus’ federal growth strategy, priority agencies, and solution offerings.

Federal Partner Strategy & Ecosystem Development

• Define and own Granicus’ federal alliances and partnerships strategy, aligned to company growth objectives and federal market priorities
• Identify, evaluate, and onboard strategic partnersincluding: 
• Global and midtier Systems Integrators
• Federal technology partners and ISVs
• OEM, data, and platform partners
• Advisory, consulting, and niche federal specialists
• Develop multiyear partnership roadmapstied to agency missions, acquisition vehicles, and solution portfolios

Revenue & GoToMarket Impact

• Drive partnersourced and partnerinfluenced pipelineacross federal civilian and defense agencies
• Collaborate with Federal Sales leadership on account mapping, deal strategy, and capture planning
• Enable partners to effectively position Granicus solutions across: 
• Digital services & CX
• Communications & public engagement
• Regulatory, permitting, and compliance workflows
• Support joint value propositions, bundled solutions, and cosell motions

Partner Enablement & Operational Excellence

• Build scalable partner programs, including: 
• Onboarding and certification
• Enablement content and training
• Joint marketing and demand generation
• Establish clear partner performance metrics, governance models, and quarterly business reviews
• Manage partner agreements, business plans, and ongoing relationship health

CrossFunctional Leadership

• Serve as the federal partner voiceinternally, ensuring alignment across Product, Marketing, Legal, and Finance
• Provide market feedback to influence product roadmap and integration priorities
• Represent Granicus in executivelevel partner discussions, industry forums, and federal events

Experience

• 8+ years of progressive experience in: 
• Federal alliances, partnerships, or channel leadership
• Federal SaaS, GovTech, or technology services
• Proven success building and scaling strategic partnerships that drive measurable revenue impact
• Strong understanding of: 
• Federal procurement and contracting vehicles
• Civilian and/or defense agency buying models
• Federal systems integrator ecosystem

Skills & Competencies

• Strategic thinker with the ability to translate vision into execution
• Executivelevel communication and relationshipbuilding skills
• Experience managing complex, multistakeholder partnerships
• Strong analytical and operational discipline (pipeline tracking, forecasting, partner performance)
• Comfortable working in a fastpaced, growthoriented environment

Preferred Qualifications

• Experience working with or selling through large federal SIs(e.g., Accenture Federal, Deloitte, Booz Allen, SAIC, Leidos, etc.)
• Background in digital services, CX platforms, communications, or regulatory technology
• Experience influencing product or platform integrations through partnerships

Why This Role Matters

This role is critical to scaling Granicus’ federal business beyond direct sales, unlocking larger deals, accelerating timetovalue for agencies, and positioning Granicus as a platform partner of choice across the federal government.

USD $159,000.00 - USD $188,000.00 /Yr.

Don’t have all the skills/experience mentioned above? At Granicus, we are trying to build diverse, inclusive teams. We do not have degree requirements for most of our roles. If you don’t meet every requirement above but are excited to learn more, we encourage you to apply. We might just be able to find another role that could be a perfect fit!

Security and Privacy Requirements

• Responsible for Granicus information security by appropriately preserving the Confidentiality, Integrity, and Availability (CIA) of Granicus information assets in accordance with the company's information security program.
• Responsible for ensuring the data privacy of our employees and customers, their data, as well as taking all required privacy training in a timely manner, in accordance with company policies.

The Team

• We are a remote-first company with a globally distributed workforce across the United States, Canada, United Kingdom, India, Armenia, Australia, and New Zealand.

The Culture

• At Granicus, we are building a transparent, inclusive, and safe space for everyone who wants to be
  a part of our journey.
• A few culture highlights include – Employee Resource Groups to encourage diverse voices
• Coffee with Mark sessions – Our employees get to interact with our CEO on very important and
  sometimes difficult issues ranging from mental health to work-life balance and current affairs.
• Microsoft Teams communities focused on wellness, art, furbabies, family, parenting, and more.
• We bring in special guests from time to time to discuss issues that impact our employee
  population
  

The Impact

• We are proud to serve dynamic organizations around the globe that use our digital solutions to make the world a better place — quite literally. We have so many powerful success stories that illustrate how our solutions are impacting the world. See more of our impact here.

At Granicus, we offer a comprehensive and flexible benefits package designed to support your well-being, growth, and work-life balancestarting from day one.
Heres what you can expect as a U.S.-based team member:

Flexibility & Balance

• Flexible Time Off Take the time you need to rest, recharge, and live your life.
  
• Company-Wide Wellbeing Days Paid days off to unplug and focus on your mental health.
  
• Work From Home Reimbursement Support a productive home office environment.

Health & Wellness

• Multiple Health Plan Options Including a 100% employer-paid plan.
  
• Employer HSA Contributions When enrolled in a High-Deductible Health Plan.
  
• Fitness Reimbursement Program Stay active, your way.
  
• On-Demand Mental Health Support Access to Headspace and other wellness tools.

Family & Future

• Paid Parental Leave For both birthing and non-birthing parents.
  
• Traditional & Roth 401(k) With a generous company match.
  
• Life & AD&D Insurance 100% employer-paid coverage for peace of mind.

Growth & Recognition

• Online Learning Platforms Fuel your professional development.
  
• Competitive Salary & Bonuses Your contributions are valued and rewarded.

Granicus is committed to providing equal employment opportunities. All qualified applicants and employees will be considered for employment and advancement without regard to race, color, religion, creed, national origin, ancestry, sex, gender, gender identity, gender expression, physical or mental disability, age, genetic information, sexual or affectional orientation, marital status, status with regard to public assistance, familial status, military or veteran status or any other status protected by applicable law.