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

CORAS, Inc.

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 ...

Chobani

Director of Sales, Retail Channel

Washington, DC · Remote

Account Management & Execution * Serve as the senior relationship owner for key retail accounts and ... by federal, state, and local laws. The salary range for this full-time position is $170,000 - $220 ...

Nutanix

Federal Account Manager

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 ...

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

Strategic Account Manager - Federal

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 ...

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 ...

Checkmarx Ltd.

Federal Account Manager

Washington, DC · On-site

Ability to travel to channel and customer sites Requirements * 2 - 3 years of experience in Federal sales or account management * Mastery of MEDDPICC/MEDDIC to qualify opportunities and drive ...

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 ...

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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 85% Full Time, 13% Part Time, and 2% Contract. Highlights an 81% Physical, 2% Hybrid, and 17% Remote job distribution, with an average salary of $148,196 per year, or $71.2 per hour.

Account Executive - Navy

Mclean, VA • On-site

Executive 1 Holding Company
51 - 200 employees
Learn more about Executive 1 Holding Companyexternal

$140K - $200K/yr

Other

Medical, Dental, Vision, Retirement, PTO

Re-posted 3 days ago

Job description

Overview

Account Executive – Navy. CORAS is seeking a high-performing Account Executive to drive growth across the Department of the Navy. This role is responsible for identifying, developing, and closing enterprise software opportunities supporting decision intelligence, portfolio management, readiness, modernization, and AI-enabled mission planning. The ideal candidate has existing relationships across NAVAIR, NAVSEA, OPNAV, Marine Corps Systems Command, and associated program offices. They understand how defense organizations buy software and can navigate government acquisition pathways from pilot to enterprise deployment.

Responsibilities
  • Develop and execute account strategies across Navy and Marine Corps organizations.
  • Identify new opportunities within NAVAIR, NAVSEA, OPNAV, PEOs, Warfare Centers, and Systems Commands.
  • Build relationships with Flag Officers, SES leaders, Program Executive Offices, Program Managers, and technical decision makers.
  • Generate and manage a qualified pipeline capable of exceeding annual revenue targets.
  • Lead customer discovery sessions to understand operational challenges and modernization priorities.
  • Coordinate demonstrations, workshops, proof-of-concepts, and pilot programs.
  • Work closely with solution engineers and product teams to align CORAS capabilities with customer requirements.
  • Navigate Navy acquisition vehicles including:
    • SBIR Phase III
    • OTA
    • SEWP
    • GSA
    • Existing contract vehicles
  • Forecast accurately and maintain opportunity information within CRM.
  • Represent CORAS at industry events, conferences, and government engagements.
Required Qualifications
  • 7+ years of enterprise software sales experience.
  • 5+ years selling directly into the Department of the Navy.
  • Existing relationships across NAVAIR, NAVSEA, OPNAV, or Marine Corps organizations.
  • Demonstrated success closing six- and seven-figure software opportunities.
  • Experience selling SaaS, analytics, AI, decision support, data platforms, or enterprise software.
  • Strong understanding of Navy budgeting, acquisition, and procurement processes.
  • Ability to travel as needed.
  • Eligible for a Secret Clearance
Preferred Qualifications
  • Prior military service or civilian service within the Department of the Navy.
  • Experience with AI, machine learning, data analytics, or decision intelligence platforms.
  • Familiarity with IL5, FedRAMP, SIPR, and JWICS environments.
  • Experience working through Carahsoft and major federal channel partners.
Success Metrics
  • Annual bookings target
  • Qualified pipeline generation
  • New customer acquisition
  • Expansion revenue within existing accounts
  • Executive relationship development
  • Customer retention and growth
Benefits
  • Medical, Dental and Vision coverage
  • 401(k) Matching
  • PTO

Location: Candidate is required to live in the D.C., Maryland, or Virginia (DMV) area with the flexibility to travel to our McLean, VA office when needed.

Salary: $140,000 - $200,000 Base + Commission Eligible

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