Federal Partner Account Manager

Accountabilities:

• • Serve as a trusted strategic advisor to major federal partners, developing mutually beneficial relationships aligned with business priorities and long-term growth objectives.
  • Build and execute joint business plans that drive revenue, profitability, pipeline development, market share, and partner loyalty.
  • Develop and manage executive-level relationships across national partners, including value-added resellers, distributors, systems integrators, ISVs, and managed service providers.
  • Create scalable strategies for selling with, selling to, and selling through partners, tailoring solutions to their customer base and market opportunities.
  • Develop deep knowledge of partner priorities, federal industry trends, IT investment strategies, technology portfolios, and competitive dynamics to strengthen value propositions.
  • Coordinate sales cadences, education, marketing initiatives, executive briefings, forecasting, business planning, and customer engagements in collaboration with partners and internal specialists.
  • Lead account mapping between partners and field sales teams to identify opportunities and increase pipeline, revenue, and profitability.
  • Drive partner enablement by encouraging investment in sellers, solution architects, and other resources aligned with the technology portfolio.
  • Monitor partner sales activity and pipeline development, including direct engagement with partner sales organizations when appropriate.
  • Ensure partners understand and comply with applicable standards of business conduct, legal obligations, and partner program requirements.
  • Anticipate business needs, identify gaps against sales targets, and develop creative strategies to accelerate strategic growth.

  Requirements:

  • 8+ years of sales experience within the federal ecosystem, either at the end-user account or partner level, including experience supporting major partners and developing strategic growth opportunities.
  • 5+ years of experience in the federal partner/channel space, with a strong understanding of partner business models, channel dynamics, and federal customers.
  • 5+ years of networking sales experience, including technologies such as switching, routing, wireless LAN, firewalls, and SASE.
  • 5+ years of experience developing new business and expanding existing accounts, including demonstrated success engaging and influencing C-suite stakeholders.
  • Proven experience presenting to medium and large audiences, including senior executives.
  • University or bachelor’s degree preferred; an advanced degree or MBA is advantageous, with equivalent relevant experience also considered.
  • Strong technology and sales acumen, with the ability to understand emerging trends and translate technology capabilities into compelling business outcomes.
  • Advanced account management and financial skills, including the ability to build strategic plans, evaluate business opportunities, understand financial fundamentals, and forecast sales performance.
  • Strong negotiation, conflict-management, communication, and stakeholder-management skills.
  • Ability to influence partners and internal teams, build consensus, and operate effectively across complex organizations.
  • Excellent time management and organizational skills, with the ability to prioritize competing opportunities and consistently meet deadlines.
  • Entrepreneurial mindset with the creativity, urgency, and independence required to identify new opportunities and develop innovative sales strategies.
  • Strong understanding of federal procurement processes, including relevant Federal Acquisition Regulations and experience working through federal contracts.
  • Ability to work independently in a remote environment while maintaining strong collaboration with internal and external stakeholders.

  Benefits:

  • Compensation: $194,500–$456,500 USD annually in Virginia, Maryland, and Washington, D.C., representing the combined base salary and target-level sales compensation at 100% attainment.
  • Compensation structure: Approximately 60% base salary and 40% target-level sales compensation.
  • Health and wellbeing: Comprehensive benefits designed to support physical, financial, and emotional wellbeing.
  • Professional development: Career development programs and opportunities to build expertise or explore other areas of the organization.
  • Remote work: Primarily work from home as a designated remote/teleworker position.
  • Inclusive culture: A flexible and collaborative environment that values diverse backgrounds, perspectives, and individual contributions.
  • Career growth: Opportunities to work on strategic federal accounts, develop executive-level relationships, and influence high-impact technology initiatives.
  • Additional U.S. employee benefits are available according to the applicable benefits program and eligibility requirements.