Director of Government Channel Sales

NEXA • Washington, DC

2d • $125,000 - $140,000

About The Position

NEXA is seeking a results-driven Director of Government Channel Sales to build, own, and scale its GSA and regional government sales motion for federal, state, and local clients. Working with Sales, Marketing, and cross-functional teams, this leader will drive revenue through distributors, resellers, technology alliances, and other channel partners while developing a scalable government channel strategy and ensuring strong partner-led sales execution.

The role covers public-sector markets including federal, state, local, education, and public safety, and supports sales of NEXA mobility devices, managed services, lifecycle programs, and partner-led solutions. The Director will develop government opportunities and strategic partner relationships, support procurement readiness and proposal execution, and coordinate with internal teams to package solutions for government buyers. The role also requires disciplined pipeline management, forecasting, partner-performance tracking, CRM hygiene, and representation of NEXA in the government technology ecosystem. Employees must adhere to NEXA's information security policies and procedures.

Requirements

• 7–10+ years in government/public-sector channel sales, business development, or account management, ideally in wireless, mobility, rugged devices, managed mobility, telecom, or technology solutions.
• Proven ability to build and scale government sales channels across federal, state, local, education, public safety, utilities, transportation, critical communications, and connected workforce markets.
• Strong public-sector procurement knowledge, including GSA schedules, contract holders, cooperative vehicles, SEWP or similar pathways, bid/proposal processes, pricing, letters of supply, contract requirements, TAA compliance, and federal/state/local documentation.
• Ability to activate distributors, resellers, contract holders, carriers, and alliance partners to generate partner-led pipeline, revenue, agency target lists, account plans, enablement programs, event follow-up, forecasts, and partner-performance tracking.
• Experience positioning technology solutions for government buyers, translating NEXA capabilities into value propositions around reliability, security, lifecycle availability, total cost of ownership, deployment support, field durability, and use cases such as public safety, field operations, emergency response, fleet mobility, rugged communications, and connected workforce enablement.
• Experience with capability statements, partner sales decks, agency-specific solution briefs, contract vehicle summaries, proposal/contract support documentation, and government event follow-up materials.
• Strong negotiation, relationship-building, executive communication, organization, attention to detail, and cross-functional collaboration skills across Sales, Channel, Marketing, Product, Finance, Legal, Operations, Customer Success, partners, public-sector buyers, and internal stakeholders.
• CRM expertise required; proficiency with Microsoft Office PowerPoint, Excel, and Word.
• Working knowledge of Android Enterprise, managed mobility, rugged deployments, MDM, connectivity, accessories, and lifecycle services.
• Ability to travel for partner meetings, government events, conferences, agency briefings, and sales enablement.

Nice To Haves

• Bachelor’s degree in business, public administration, communications, sales, technology, or a related field preferred.
• Public-sector, GSA, cooperative purchasing, government contracting, or procurement training preferred.
• HubSpot experience preferred.

Responsibilities

• Build and execute a government channel strategy for federal, state, local, education, and public safety markets, including GSA and cooperative purchasing pathways.
• Develop a qualified public-sector opportunity pipeline through distributors, resellers, contract holders, carriers, and alliance partners.
• Achieve government channel revenue targets for NEXA mobility devices, managed services, lifecycle programs, and partner-led solutions.
• Build and manage strategic relationships with government-focused distributors, resellers, contract holders, and technology alliance partners.
• Support procurement readiness, contracting strategy, and proposal execution for government opportunities.
• Collaborate with Sales, Marketing, Product, Finance, Legal, and Operations to package NEXA solutions for government buyers.
• Maintain disciplined pipeline management, partner-performance tracking, forecasting accuracy, and CRM hygiene for the government channel.
• Represent NEXA in the government technology ecosystem through events, partner meetings, agency briefings, and industry engagement.
• Adhere to NEXA's information security policies and procedures.

What This Job Offers

• Job Type: Full-time
• Career Level: Director