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Federal Channel Manager Jobs (NOW HIRING)

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 ...

Medela

Channel Category Manager

Mchenry, IL · On-site

$149K - $150K/yr

Channel Category Manager Medela LLC in McHenry, IL www.medela.com Hybrid: Three days in the office ... federal, state, or local law or ordinance.

Medela

Channel Category Manager

Mchenry, IL · Hybrid

$149K - $150K/yr

Channel Category Manager Medela LLC in McHenry, IL www.medela.com Hybrid: Three days in the office ... federal, state, or local law or ordinance.

Horizon3.ai

Senior Federal Field Marketing Manager

You will work in close partnership with Federal sales leadership, the Channel Field Marketing Manager, Carahsoft, and Federal channel parHorizon3.ai's strongest Federal proof points - FedRAMP High ...

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Federal Channel Manager information

See salary details

$70.5K

$142.4K

$153.5K

How much do federal channel manager jobs pay per year?

As of Jun 20, 2026, the average yearly pay for federal channel manager in the United States is $142,448.00, according to ZipRecruiter salary data. Most workers in this role earn between $152,000.00 and $153,000.00 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.
More about Federal Channel Manager jobs
What cities are hiring for Federal Channel Manager jobs? Cities with the most Federal Channel Manager job openings:
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What job categories do people searching Federal Channel Manager jobs look for? The top searched job categories for Federal Channel Manager jobs are:
Federal Channel Manager jobs near you
Infographic showing various Federal Channel Manager job openings in the United States as of June 2026, with employment types broken down into 66% Full Time, 17% Part Time, and 17% Contract. Highlights an 96% Physical, 1% Hybrid, and 3% Remote job distribution, with an average salary of $142,448 per year, or $68.5 per hour.
Federal Account Executive

Federal Account Executive

eVisit

Mclean, VA • On-site, Remote

Full-time

Posted 4 days ago

Job description

Position Overview

Role Summary

We are seeking a highly driven Federal Account Executive who will own the full sales cycle for federal accounts; developing the territory plan, leading capture, building stakeholder coalitions across government program offices and prime integrators, and closing multi-year platform agreements that modernize care delivery for service members, veterans, and federal beneficiaries.

Core Responsibilities:

  • Territory & Quota Ownership: Own quota and territory plan for federal market (VA, DHA, DoD/DoW, IHS, HHS sub-agencies, or assigned mix).
  • Capture Strategy & Execution: Build and execute a capture strategy for each priority opportunity: stakeholder map, mission case, value engineering, partner ecosystem, and contract vehicle path.
  • Executive & Program Engagement: Run consultative C-suite and program-office engagements with CIOs, CMIOs, clinical leaders, contracting officers, and SI partners.
  • Cross-Functional Partnership: Partner with eVisit's federal solutions engineering, operations, legal, and proposal teams to respond to RFIs/RFPs and shape opportunities.
  • Channel & Partner Co-Sell: Work alongside Primes and other federal channel/SI partners to route deals through the right vehicles (GSA, SEWP, CIO-SP3/4, OTA, IDIQ).
  • Market Representation: Represent eVisit at federal health and digital-health events (HIMSS, AFCEA, DHITS, etc.) and provide product and pricing feedback to the federal go-to-market and product teams; shape eVisit's federal roadmap from the field.

Success Metrics: Track and manage key success metrics, including but not limited to:

  • Quota attainment and bookings against plan
  • New federal logos closed and pipeline conversion rate
  • Multi-year contract value (TCV) per deal
  • Pipeline coverage and forecast accuracy

Requirements

Education: Bachelor's degree or equivalent operational experience. Military service explicitly counts.

Experience:

  • Minimum of 7 years of quota-carrying enterprise SaaS or healthcare technology sales, with at least 3 years selling directly into U.S. federal health customers (VA, DHA, DoD, IHS, HHS, or related).
  • Demonstrated record of closing $1M+ ARR (or equivalent multi-year contract value) federal deals.
  • Working fluency in federal procurement: GSA Schedule, SEWP, CIO-SP3/4, OTA, IDIQ task orders, and how to route a deal through the right vehicle.
  • Experience selling alongside or through federal channel/SI partners.

Skills:

  • Consultative, capture-style selling at the C-suite and program-office level.
  • Strong territory planning and account-mapping discipline.
  • Excellent written and verbal communication; able to translate clinical and technical value to government stakeholders.
  • Forecast hygiene and CRM discipline (Salesforce or comparable).
  • Ability to operate independently in a high-ambiguity, early-stage federal practice.

Preferred Qualifications:

  • Existing relationships at VA Office of Connected Care, HHS, DHA, or DoW Defense Health Program offices.
  • Background in digital healthcare platforms, virtual care, telehealth, EHR, or clinical workflow software.
  • Veteran status or prior military service.
  • For DHA / DoD / DoW / IC Accounts: ability to obtain a Secret clearance (current or eligible).
  • Based in the DMV (McLean / Tysons / Arlington / DC / suburban MD); willingness to travel 30-50% to federal customer sites and partner offices.

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