14 дней назад
Senior Federal Channel Account Manager (Cybersecurity)
Вакансия из Hirify Global, списка международных tech-компанийДля мэтча и отклика нужен Plus
Мэтч & Сопровод
Для мэтча с этой вакансией нужен Plus
Описание вакансии
Текст:
TL;DR
Senior Federal Channel Account Manager (Cybersecurity): Building and scaling VAR and FSI partnerships that drive PKI, CLM, and post-quantum cryptography solutions into U.S. Federal Government modernization initiatives with an accent on federal procurement, two-tier distribution, and partner-led revenue growth. Focus on aligning contract vehicles, co-selling active RFPs, managing channel governance, and forecasting pipeline across complex public-sector sales cycles.
Location: Remote within the United States, with preference for Washington, D.C., Northern Virginia, or Maryland. The role requires 40–60% travel and regular on-site collaboration with federal VAR and FSI partners. Applicants must be legally authorized to work in the United States.
Company
provides trust infrastructure and security software for cryptographic identities, certificates, keys, and digital interactions across enterprises and government agencies.
What you will do
- Own and grow relationships with federal Value-Added Resellers, Federal Systems Integrators, distributors, and prime contractors.
- Build joint business plans with strategic partners and establish targets for pipeline, bookings, and named-account coverage.
- Drive SaaS and on-premises software revenue through the VAR and FSI channel while meeting quarterly and annual sales quotas.
- Align partner activity with federal contract vehicles such as GSA Schedules and SEWP.
- Enable partner sales and technical teams through product positioning, market strategy, compliance training, and hands-on co-selling.
- Coordinate federal RFP capture, deal registration, partner-of-record decisions, channel governance, and CRM forecasting.
Requirements
- 5+ years of software channel management or indirect sales experience focused on the U.S. Federal Government ecosystem, including DoD, Intelligence, or Civilian agencies.
- Proven relationships with federal VARs, distributors, FSIs, and prime contractors, with practical knowledge of the two-tier distribution model.
- Strong foundation in cybersecurity infrastructure, IAM, PKI, cryptography, or cloud-native security.
- In-depth knowledge of the Federal Acquisition Regulations and federal capture processes.
- Experience with enterprise sales methodologies such as MEDDPICC or MEDDIC.
- Exceptional communication, negotiation, presentation, and executive stakeholder influence skills.
Nice to have
- Based in the Washington, D.C., Northern Virginia, or Maryland metropolitan area.
- Bachelor's degree in Business, Marketing, Information Technology, Cyber Security, or a related field.
Culture & Benefits
- Entrepreneurial environment balancing autonomy and structure.
- Second Friday company-wide day off in most months.
- Comprehensive global benefits, paid parental leave, adoption and fertility support, and competitive time off.
- Wellbeing resources, wellness allowance, mindfulness app membership, and Wellness Wednesdays.
- Professional development through talent-development and cross-functional meetings.
- Volunteer time off, nonprofit matching, employee ambassador programs, and DEIB initiatives.
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