Federal Channel Manager

EST Companies LLC•Lakewood, WA

2d•Hybrid

About The Position

Are you ready to elevate your career by shaping how EST engages with federal procurement channels? As a Federal Channel Manager, you’ll develop, manage, and optimize relationships with prime contractors, GSA contract holders, and IDIQ participants while guiding EST’s strategy across federal contract vehicles. You’ll serve as EST’s in‑house expert on government contract path navigation—building compliant strategies, strengthening partner alliances, and driving sustainable growth across federal agencies. In this role, you’ll represent EST at partner meetings, trade shows, and industry events while helping internal teams understand contract structures, navigate procurement requirements, and execute compliant sales strategies. If you’re energized by federal contracting, strategic partnerships, and enabling sales teams to win in complex environments, this is an opportunity to make a meaningful impact.

Requirements

Bachelor’s degree in business administration, marketing, or related field.
5+ years of experience in public sector channel management or federal contracting.
Established relationships with Tier‑1 federal contract holders.
Strong literacy in federal procurement cycles, FAR regulations, and government contract vehicles; experience coordinating across multiple suppliers and stakeholders.
Excellent presentation skills for both technical teams and executive‑level stakeholders.
Strong interpersonal and communication skills with the ability to build relationships across cultures and military environments.
Proficiency in Microsoft Office and enterprise management applications (ZOHO).
Ability to work independently while collaborating effectively with U.S.‑based teams.
Self‑motivated, results‑driven, organized, and dependable.
Familiarity with mechanical and electrical equipment preferred.
Trade show experience focused on sourcing, vetting suppliers, technology, and networking.
Ability to travel extensively throughout the U.S. (approx. 10%).
Real ID, excellent driving record, and ability to obtain/maintain a U.S. Passport and military base passes.

Nice To Haves

Familiarity with mechanical and electrical equipment preferred.
Trade show experience focused on sourcing, vetting suppliers, technology, and networking.

Responsibilities

Develop and Strengthen Federal Channel Strategy
Identify, recruit, and onboard strategic federal partners to expand EST’s market share.
Seek out and evaluate new procurement contract paths across federal agencies.
Understand contract structures, prime vendor players, and key procurement stakeholders.
Analyze contract parameters including cost factors, competitive criteria, tariff/tax implications, funding methods, and execution timeframes.
Map EST offerings to critical federal contract vehicles to maximize visibility and utilization.
Draft and update SOPs for contract strategies with efficiency and FAR/DFARS compliance in mind.
Administration, Compliance, and Oversight
Prescribe developed contract strategies to the sales team and support their execution.
Audit procurement package submissions to ensure alignment with organizational standards and contract requirements.
Maintain performance metrics for each contract path to ensure continuous operational compliance.
Track and deliver accurate monthly and quarterly reports related to contract performance.
Navigate intricate tariff and tax implications and jurisdictional rules across federal procurement.
Analyze cost factors, funding methods, and competitive criteria to ensure financial viability of agreements.
Guard compliance standards and ensure all channel activities adhere strictly to FAR and DFARS regulations.
Additional Responsibilities
Attend trade shows and networking events as directed to support partner engagement and supplier sourcing.
Train individuals or small groups on related company processes or software.
Perform duties with minimal supervision while coordinating closely with the EST Sales Manager.
Maintain assigned company property including vehicle and computer.