Federal Channel Director

AppGate Cybersecurity, Inc.•Washington, DC

About The Position

AppGate is a leading cybersecurity company and pioneer in the Zero Trust Network Access (ZTNA) market focused on providing cutting-edge solutions that protect organizations from evolving threats. Our innovative solutions empower enterprises to secure their digital environments and enable secure access for users, devices, and workloads - anywhere, anytime. Our mission is to support the warfighter and the national security community, providing trusted access that ensures mission success. AppGate’s differentiated approach has made us the preferred solution for large enterprises across key verticals, the US Department of Defense (DoD), and other sophisticated buyers that have no-fail requirements to deliver ZTNA in contested (DDIL) environments. About the Position AppGate is experiencing accelerating adoption across the DoD, driven by successful initial sales that are expanding into broader programmatic and enterprise-level deployments. This momentum has translated into a growing pipeline of high‑value opportunities, positioning this role at the center of our next phase of federal growth. We are looking for a seasoned, Federal Channel Director who will be responsible for identifying, growing, and closing the federal sales pipeline for AppGate solutions through FSI Channel Partners in collaboration with our Federal Sales Account Executives and engineering teams. He/she coordinates the involvement of company personnel, including support, service, and management resources, to meet federal partner performance objectives and expectations. In addition, he or she will also engage in the following activities:

Requirements

Bachelor’s degree required
5 - 10 years’ experience working for security software provider in Federal Channel Manager capacity
A demonstrated desire to support the mission of the warfighter and national security outcomes, with the understanding that AppGate’s technology plays a direct role in enabling secure, resilient access for those operating in the most demanding contested environments.
Deep understanding of DoD procurement processes, contract vehicles (e.g., GSA, SEWP, OTAs, BPAs, and IDIQs), and budgeting cycles.
Proven success closing large, complex federal deals involving multiple stakeholders[LT1] , extended procurement timelines, and seven‑figure‑plus outcomes across DoD or USIC environments.
Knowledge of DoD cybersecurity mandates, Zero Trust Network Access (ZTNA), secure and remote access adoption, and networking/security solutions.
Ability to engage with technical stakeholders, including CIOs, CISOs, program managers, and IT decision-makers.
Strong relationship-building skills and experience working with federal system integrators (FSIs), channel partners, and resellers.
Desire to be part of something disruptive with the ability to make visible and meaningful contributions to AppGate’s success.
Comfortable working in a fast paced, less structured, dynamic environment.
Ability to contribute to our culture of hard work and accountability where we treat each other as family with a “win together” attitude.
Ability to travel as needed to support sales objectives.

Nice To Haves

TS/SCI clearance (preferred but not required).
Salesforce experience preferred

Responsibilities

Identify new federal partner target opportunities, qualify existing and future federal program pipeline, and being the face of AppGate Federal to critical mission owners and stakeholders across the FSI, DoD & Civilian community
Leverage a network of contacts in the federal IT market to find influencers and decision makers looking to solve mission-critical challenges for AppGate customers while using your extensive knowledge of government IT spending priorities and budgeting cycles to prioritize your business development efforts
Ensure federal partner compliance with partner agreements
Develop selling opportunities within partner organizations; penetrate new divisions and organizations within assigned partner accounts; develop new selling relationships within assigned FSI partner accounts for sell-through
Schedule and attend sales call appointments with prospects in named partner organizations
Proactively recruit new qualifying partners
Achieve assigned channel quota in designated partner accounts
Develop formal quotes, sales proposals or formal sales presentation addressing partner and customer business needs
Engage with senior decision makers and influencers internally and within the accounts supported - must be comfortable and credible in executive conversations
Provide relevant analysis/market information and strategic recommendations to result in a pursue/no-pursue decisions for program business opportunities
Monitor relevant bid-boards, attend industry days, leverage your network to find and qualify major program opportunities for DoD and Civilian via FSI influence or sell through
Work closely with Customer Service Representatives to ensure customer satisfaction and problem resolution