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

Nutanix

Sr Manager, Federal Sales - Civilian

Washington, DC · On-site

$307K - $461K/yr

SR MANAGER SALES - FEDERAL Hungry, Humble, Honest, with heart! The Opportunity We are looking for ... Sales efforts are conducted through Channel Partners and interacting directly with the end customer.

NEXA

Director of Government Channel Sales

Washington, DC

$125K - $140K/yr

Build and execute a government channel strategy for federal, state, local, education, and public ... Build and manage strategic relationships with government-focused distributors, resellers, contract ...

New

NEXA

Director of Government Channel Sales

Washington, DC · Remote

Build and execute a government channel strategy for federal, state, local, education, and public ... Build and manage strategic relationships with government-focused distributors, resellers, contract ...

New

NEXA

Director of Government Channel Sales

Washington, DC · Remote

Build and execute a government channel strategy for federal, state, local, education, and public ... Build and manage strategic relationships with government-focused distributors, resellers, contract ...

New

NEXA

Director of Government Channel Sales

Washington, DC · On-site

$125K - $140K/yr

Build and execute a government channel strategy for federal, state, local, education, and public ... Build and manage strategic relationships with government-focused distributors, resellers, contract ...

New

Five Guys

eCommerce Channels Manager

Alexandria, VA · On-site

The eCommerce Channel Manager involves managing and optimizing online sales channels to drive ... federal employment laws. For further information, please review the Know Your Rights notice from ...

CORAS

Account Executive - Navy

Mclean, VA · On-site

$140K - $200K/yr

Generate and manage a qualified pipeline capable of exceeding annual revenue targets. * Lead ... Experience working through Carahsoft and major federal channel partners. Success Metrics * Annual ...

Coras

Account Executive - Navy

Mclean, VA · On-site +1

$140K - $200K/yr

Generate and manage a qualified pipeline capable of exceeding annual revenue targets. * Lead ... Experience working through Carahsoft and major federal channel partners. Success Metrics * Annual ...

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 ...

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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 Jul 15, 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.

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 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 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
Infographic showing various Federal Channel Manager job openings in Reston, VA as of July 2026, with employment types broken down into 100% Full Time. Highlights an 100% In-person job distribution, with an average salary of $148,196 per year, or $71.2 per hour.
Sr Manager, Federal Sales - Civilian

Sr Manager, Federal Sales - Civilian

Nutanix

Washington, DC • On-site

$307K - $461K/yr

Full-time

Medical, Retirement, PTO

Re-posted 11 days ago

Job description

SR MANAGER SALES - FEDERALHungry, Humble, Honest, with heart!The OpportunityWe are looking for an experienced, motivated, and creative Federal Sales Manager for our Civilian Healthcare & Scientifics team. As a sales leader, you are responsible for the growth and management of the sales team. Essential to success in this role is a keen ability develop teams and relationships within the target agencies. Your team is responsible for selling Nutanix’s Products and Solutions to a named list of federal programs. Sales efforts are conducted through Channel Partners and interacting directly with the end customer.Sales at NutanixOur US 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 RoleThe language and needs of Federal customers are unique and the industry is experiencing unprecedented change. We want someone who will be able to clearly articulate the value of Nutanix while respecting the overwhelming needs and responsibilities the Federal Sector faces. Deep understanding of the changing environment within the Federal sector and how the drive for simplicity, cloud-first strategies, and cost savings can be used to build positive relationships and to deliver significant sales success.
  • Own Civilian Healthcare & Scientifics sales number, revenue targets and sales projections
  • Reports to the Sr Director of Federal Civilian sales and will be responsible for building and managing a team
  • Works closely with new as well as established partners to generate new business opportunities
  • Work with marketing team to ensure effective marketing strategy and channel team on channel strategy
  • Ensure timely and accurate revenue, customer and management reports using in-house systems, evangelizing the use of SFDC for forecasting requirements and prospect tracking
  • Manage, mentor and ramp all account managers on the team as well as partner closely with System Engineering team
  • Work closely with Systems Engineers, Inside Reps, Field Marketing, Professional Services, and Channel Management to ensure target quotas as achieved and exceeded
  • Travel up to 50%
What You’ll Bring
  • 3+ years of management experience preferred
  • Minimum of 3-7 years in quota carrying sales role with demonstrated achievement
  • Proven ability to work effectively with and across all levels of business and IT contacts within very large and complex organizations
  • Extensive experience negotiating large 7 figure deals with extremely complex terms, conditions, price pressures and considerations
  • Self-starter who takes initiative, works with limited direction, and has experience with companies pursuing and undergoing rapid growth
  • Highly trusted individual who maintains and expect high standards for self and team
  • BA/BS degree or higher
About UsFounded in 2009 and headquartered in San Jose, California, Nutanix is a passionate team of 6000+ employees worldwide. Our people (we call ourselves “Nutants”) are the heartbeat of #LifeAtNutanix and one of the many things that makes Nutanix a great place to work. We share an intellectual curiosity, a bias for action, and an obsession for our customers. We are builders and problem solvers with an entrepreneurial spirit. Above all, we celebrate what makes each of us unique.We are humbled to be recognized as one of Bloomberg’s Top 50 Companies to Watch in 2020 and one of the Fortune 100 Best Companies to Work For® 2020.We’re growing fast and disrupting the computing industry. Join us and make your mark.About our businessNutanix is a global leader in cloud software and a pioneer in hyperconverged infrastructure solutions, making computing invisible anywhere. Companies around the world use Nutanix software to leverage a single platform to manage any app, at any location, at any scale for their private, hybrid, and multi-cloud environments.The pay range for this position at commencement of employment is expected to be between $307,920 and $461,880 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.#LI-KK1

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