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.

How Jobgether works: We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team. We appreciate your interest and wish you the best!  Why Apply Through Jobgether? 

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