Channel Manager - HPE Federal

Arrow•McLean, VA

19h•$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 across the HPE and HPE Networking portfolio within 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 requires an understanding of federal procurement, channel strategy, partner enablement, and HPE infrastructure, networking, hybrid cloud, and as-a-service solutions. The Channel Manager serves as the business leader for assigned public sector channel partners, develops partner capabilities and business plans, and coordinates sales, marketing, and business development activities. The role works with HPE and Arrow teams to pursue federal opportunities, use government contract vehicles, increase partner competency, and achieve growth and profitability objectives. It also maintains forecasts and reporting, tracks partner performance, and monitors federal market and technology trends. The position is hybrid, with two days in the office and three days remote, based in McLean, Virginia. The work is covered by International Traffic in Arms Regulations; candidates must be eligible for an export license or qualify as a U.S. Person. The position is full-time, with an annual hiring range of $151,600 to $180,403.61.

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-motivation and ability to work independently while collaborating across sales, marketing, technical, and partner organizations.
Must be eligible for an export license or be a U.S. Person, as the role performs work covered by International Traffic in Arms Regulations.

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’s compute, storage, networking, hybrid cloud, AI infrastructure, GreenLake, and HPE Aruba Networking portfolio.
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 partner business plans with revenue targets, pipeline initiatives, marketing activities, training plans, and executive engagement strategies.
Use immixGroup and Arrow 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 procurement strategies, and public sector buying programs.
Coordinate joint business development activities, including agency engagements, partner events, executive briefings, and demand-generation activities.
Work with immixGroup contracts, sales operations, and business development teams to maximize 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.
Maintain accurate forecasts, pipeline management, and business reporting, and meet assigned growth objectives and partner performance metrics.
Monitor federal market trends, agency priorities, competitive activity, and emerging technology initiatives to identify partner growth and differentiation opportunities.