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It Channel Sales Jobs (NOW HIRING)

Gormat

Federal Channel Sales Director

Washington, DC · On-site

Utilize extensive knowledge of government IT spending priorities and budgeting cycles to prioritize ... Channel Partner Enablement - Develop product and sales competency within assigned partner ...

Auvik Networks

Director, Channel Sales

Auvik's network management software helps IT teams by automating time-consuming tasks, streamlining ... What's this role about? We're looking for a Director of Channel Sales to accelerate and scale Auvik ...

Gormat

Federal Channel Sales Director

Washington, DC · On-site

Utilize extensive knowledge of government IT spending priorities and budgeting cycles to prioritize ... Channel Partner Enablement - Develop product and sales competency within assigned partner ...

Auvik Networks

Director, Channel Sales

Home, WA · On-site +1

Auvik's network management software helps IT teams by automating time-consuming tasks, streamlining ... What's this role about? We're looking for a Director of Channel Sales to accelerate and scale Auvik ...

Auvik Networks

Auvik's network management software helps IT teams by automating time-consuming tasks, streamlining ... What's this role about? We're looking for a Director of Channel Sales to accelerate and scale Auvik ...

FirstComm

Be Seen First

Channel Sales Manager

Simi Valley, CA · Remote

$85K - $110K/yr

Channel Manager Employment Status : Full Time DEPARTMENT: Sales FSLA status: Exempt REPORTS TO ... it to partners along with the FirstComm value proposition. MINIMUM REQUIREMENTS: · Historical ...

Oasis Security

Channel Sales Engineer

... Sales Engineer to build the technical foundation of that motion. This is a builder role. You will ... If you've built channel technical motions before, want to do it again from the ground up, and want ...

Arago US, Inc.

Junior Channel Sales Manager

New York, NY

$166K/yr

Build-up and expansion of partnerships with IT vendors service providers and consulting companies ... Work with sales reps on various Channel oriented opportunities * Collaboration in offer situations ...

Netskope

National Channel Sales Director

New York, NY · On-site

$209K - $330K/yr

... know it to dissolve. We realized a new perimeter was needed, one that is built in the cloud and ... The National Channel Sales Director will come on board with the full support of the executive team ...

Solera

Sr. Director of Channel Sales

Manhattan, NY · On-site +1

Senior Director of Channel Sales/Virtual US Who We Are Solera is a global leader in data and ... p. 4). It is impossible to list every requirement for, or responsibility of, any position.

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All JobsIt Channel Sales Jobs

It Channel Sales information

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$59K

$143.1K

$153K

How much do it channel sales jobs pay per year?

As of Jun 10, 2026, the average yearly pay for it channel sales in the United States is $143,100.00, according to ZipRecruiter salary data. Most workers in this role earn between $152,000.00 and $152,000.00 per year, depending on experience, location, and employer.

What are some common challenges faced by IT Channel Sales professionals when building and maintaining partner relationships?

IT Channel Sales professionals often encounter challenges such as aligning partner goals with their own company's objectives, managing multiple partner accounts with different needs, and staying up-to-date with rapidly changing technology offerings. Building trust and providing consistent support to partners is essential, as is navigating potential conflicts between direct and indirect sales channels. Successful professionals regularly communicate with partners, provide training resources, and proactively address concerns to strengthen long-term collaborations.

What is IT Channel Sales?

IT Channel Sales refers to the process of selling information technology products and services through third-party partners, such as resellers, distributors, or value-added resellers (VARs), rather than directly to end customers. Channel sales professionals focus on building and managing relationships with these partners to expand a company's market reach, drive sales growth, and provide support. They often work with software, hardware, or cloud solutions, and are responsible for partner training, enablement, and joint marketing initiatives. This role requires strong communication, negotiation, and strategic planning skills.

What are the key skills and qualifications needed to thrive as an IT Channel Sales professional, and why are they important?

To thrive as an IT Channel Sales professional, you need strong sales acumen, knowledge of IT products and solutions, and experience in building partner relationships, often supported by a relevant degree or sales certifications. Familiarity with CRM platforms, partner management tools, and sales enablement systems is commonly required. Outstanding communication, negotiation, and relationship-building skills help individuals excel in creating and maintaining productive channel partnerships. These skills are vital for driving revenue growth, expanding market reach, and fostering mutually beneficial relationships between vendors and channel partners.

What is the difference between It Channel Sales vs It Sales Representative?

AspectIt Channel SalesIt Sales Representative
Primary FocusManaging relationships with partners and resellers to sell IT products/servicesDirectly selling IT products/services to end customers
Work EnvironmentCollaborative with channel partners, often in office settingsCustomer-facing, often traveling or in client offices
Required CredentialsIT knowledge, sales experience, channel management skillsIT knowledge, sales skills, customer service experience

It Channel Sales professionals focus on building and maintaining relationships with channel partners and resellers to expand product reach, while It Sales Representatives directly engage with end customers to close sales. Both roles require strong IT knowledge and sales skills, but their target audiences and daily interactions differ significantly.

More about It Channel Sales jobs
What cities are hiring for It Channel Sales jobs? Cities with the most It Channel Sales job openings:
What states have the most It Channel Sales jobs? States with the most job openings for It Channel Sales jobs include:
What job categories do people searching It Channel Sales jobs look for? The top searched job categories for It Channel Sales jobs are:
It Channel Sales jobs near you
Infographic showing various It Channel Sales job openings in the United States as of June 2026, with employment types broken down into 1% As Needed, 65% Full Time, 27% Part Time, and 7% Contract. Highlights an 91% Physical, 1% Hybrid, and 8% Remote job distribution, with an average salary of $143,100 per year, or $68.8 per hour.

Federal Channel Sales Director

Gormat

Washington, DC • On-site

Full-time

Posted 14 days ago

Job description

Work Site: Washington D.C. w/ hybrid work opportunity.
***This is a direct hire for AppGate.
We are searching for a dynamic, self-starter to join the team as a Federal Channel Sales Director. This individual will be directly responsible for managing assigned strategic partners within the Federal ecosystem. The primary focus will be to drive incremental partner-led revenue (new business & net new logos), coordinate sales and technical enablement with new and existing partners, and foster a productive engagement model between Sebastian Tech Solutions' Federal team and its partners. The ideal candidate is experienced working in a small team environment, comfortable with change, and motivated to help drive growth.
Responsibilities:
  • GTM Planning – Develop and execute our client's go-to-market (GTM) plan in alignment with the extended team (Federal Regional Sales Directors, Sales Engineers, Solution Architects, Channel Sales, Marketing, and Leadership).
  • Pipeline Development – Identify new federal partner target opportunities, qualify existing and future federal program pipelines, and represent our client with critical mission owners and stakeholders across the FSI, DoD/IC, and Civilian communities. Develop selling opportunities within partner organizations, expand into new divisions and organizations, and cultivate selling relationships within assigned Federal Systems Integrator (FSI) partner accounts for sell-through. Utilize extensive knowledge of government IT spending priorities and budgeting cycles to prioritize business development efforts.
  • Channel Partner Management – Build, cultivate, and develop strong partnerships with designated partners.
  • Channel Partner Enablement – Develop product and sales competency within assigned partner portfolios and influence their GTM and sales strategies to drive partner-sourced pipelines.
  • Influencer Recruitment and Management – Leverage the Federal Advisory Board and a network of contacts in the federal IT market to engage influencers and decision-makers looking to solve mission-critical challenges for federal customers.
  • Quota Attainment – Achieve assigned channel quota through designated partner accounts.
  • Cyber Community Engagement – Monitor relevant bid-boards, attend industry events, and leverage professional networks to identify and qualify major program opportunities for DoD and Civilian agencies via FSI influence or sell-through.
Experience & Qualifications:
  • Bachelor's degree required.
  • 5 - 10 years of experience working for a security software provider in a Federal Channel Manager capacity.
  • A DOD issued Secret clearance is preferred.
  • Adaptability to changes in the work environment; ability to manage competing demands, adjust approaches as needed, and deal effectively with frequent change, delays, or unexpected events.
  • Strong background in both strategy and execution, with a focus on building and scaling federal partner programs through cross-functional GTM motions.
  • Deep understanding of the Federal Channel ecosystem, including the roles of Federal Systems Integrators, Resellers, Technology Alliance Partners, and Distributors, and how to align these stakeholders to drive growth.
  • Established and positive relationships within the cybersecurity partner ecosystem.
  • Strong negotiation, presentation, communication, and interpersonal skills.
  • Experience with Salesforce.com preferred.
  • Prior engagement with Federal Systems Integrators such as GDIT, Leidos, CACI, and/or Booz Allen Hamilton is preferred.

Job Posted by ApplicantPro