Channel Manager - HPE Federal

Arrow Electronics•McLean, VA

2d•$151,600 - $180,404•Hybrid

About The Position

Arrow’s immixGroup is seeking an HPE Federal Channel Manager to drive growth, partner engagement, and market development for the HPE and HPE Networking portfolio in the U.S. public sector. The role develops strategic relationships with federal reseller partners, systems integrators, and HPE stakeholders to accelerate revenue growth, expand market share, and execute partner-led go-to-market initiatives across Federal, Defense, Intelligence, and SLED markets. The position calls for a strong understanding of federal procurement, channel strategy, partner enablement, and HPE infrastructure, networking, hybrid cloud, and as-a-service solutions. The Channel Manager leads assigned public sector channel partners, grows pipeline and revenue, recruits and develops partners, and creates joint business plans. The role coordinates with HPE and Arrow/immixGroup sales, technical, marketing, contracts, finance, and business development teams; supports partner training and engagement around public sector procurement; and monitors market trends and partner performance. The position is hybrid, with two days in the office and three days remote, and is based in McLean, Virginia. Work is covered by ITAR, so viable candidates must be eligible for an export license or qualify as a U.S. Person.

Requirements

At least 8 years of experience in public sector channel sales, partner management, business development, or enterprise technology sales.
Proven success working with federal reseller partners, systems integrators, distribution partners, and OEM organizations.
Strong understanding of Federal and SLED procurement processes, contract vehicles, acquisition strategies, and compliance requirements.
Experience developing and executing partner business plans, go-to-market strategies, and revenue growth initiatives.
Ability to build executive-level relationships and influence stakeholders across partner and vendor organizations.
Strong understanding of federal technology trends, including cloud, AI, infrastructure modernization, networking, cybersecurity, and as-a-service consumption models.
Excellent communication, presentation, negotiation, and relationship management skills.
Ability to analyze pipeline performance, identify growth opportunities, and execute strategic account plans.
Proficiency with Salesforce CRM, forecasting tools, and channel performance reporting.
Self-motivated, able to work independently and collaborate effectively across sales, marketing, technical, and partner organizations.
Must be eligible for an export license or be a U.S. Person, as work is covered by ITAR.

Nice To Haves

Experience supporting or selling HPE, HPE Aruba Networking, or comparable infrastructure and networking technologies is highly preferred.

Responsibilities

Serve as the primary business leader for assigned HPE and HPE Networking public sector channel partners, driving pipeline growth, revenue attainment, and market expansion.
Develop expertise across HPE compute, storage, networking, hybrid cloud, AI infrastructure, GreenLake, and HPE Aruba Networking solutions.
Build and maintain executive, sales, and technical relationships within partner organizations.
Identify, recruit, onboard, and develop strategic federal reseller and systems integrator partners.
Create and execute joint business plans covering revenue targets, pipeline development, marketing, training, and executive engagement.
Leverage immixGroup and Arrow value-added services, resources, and programs to improve partner capabilities and profitability and accelerate solution adoption.
Collaborate with HPE Federal sales leadership, account managers, channel teams, solution architects, and marketing organizations to align partner investments and sales activities with federal opportunities.
Drive partner enablement through training, certifications, workshops, and solution-focused sales plays.
Facilitate partner engagement around federal contract vehicles, agency-specific procurement strategies, and public sector buying programs.
Coordinate joint business development activities, including agency engagements, partner events, executive briefings, and demand generation.
Work with immixGroup contracts, sales operations, and business development teams to maximize partner use of government contract vehicles and public sector procurement opportunities.
Partner with finance and sales leadership to identify growth opportunities, accelerate deal velocity, and maximize HPE portfolio profitability.
Provide accurate forecasting, pipeline management, and business reporting, and remain accountable for growth objectives and partner performance metrics.
Monitor federal market trends, agency priorities, competitive activity, and emerging technology initiatives to identify partner growth and market differentiation opportunities.