Federal Channel Sales Manager

OPSWAT•Washington, DC

About The Position

OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life. The Position We are looking for an experienced and results-oriented Channel Account Manager with a minimum of 5 years of demonstrated success in channel sales and partner management, specifically within the federal sector. In this role, you will be responsible for developing and executing a strategic plan to enhance our partner ecosystem, drive sales growth, and strengthen relationships with existing federal partners. A strong understanding of channel sales strategies, excellent communication skills, and the ability to collaborate across departments are essential for achieving our business objectives. If you are passionate about building and managing successful partner relationships, we encourage you to apply and contribute to our mission. Qualified candidates must reside in the DC metro area and be a US Citizen with the ability to obtain a security clearance in the future.

Requirements

Bachelor’s degree in Business, Marketing, or a related field; MBA is a plus.
US Citizenship.
Minimum of 5 years of experience in channel sales or partner management within the Federal sector, particularly within Cyber Security (IT and OT); experience with Global System Integrators (GSIs) is a plus.
Proven track record of achieving sales targets and driving revenue growth through channel partners.
Strong understanding of channel sales strategies, partner ecosystems, and market dynamics within the federal landscape.
Excellent communication, negotiation, and relationship-building skills.
Ability to work independently and collaboratively in a fast-paced, dynamic environment.
Proficiency in Salesforce and other sales tools.
Willingness to travel up to 50%.

Nice To Haves

MBA is a plus.
experience with Global System Integrators (GSIs) is a plus.

Responsibilities

Channel Strategy Development and Execution
Formulate and implement a robust channel sales strategy aimed at meeting or exceeding revenue targets within the federal sector.
Identify, recruit, and onboard capable focused channel partners to broaden the partner ecosystem.
Create and manage comprehensive partner business plans, including sales targets, marketing initiatives, contract vehicle availability, and collaborative projects.
Partner Relationship Management
Build and maintain strong, long-lasting relationships with key federal partners.
Serve as the primary point of contact for channel partners, addressing concerns and providing ongoing support.
Conduct regular business reviews with partners to evaluate performance, identify growth opportunities, and align strategic goals.
Sales Enablement
Equip partners with the necessary training, tools, and resources to effectively sell our products and solutions in the federal market.
Develop and deliver engaging sales presentations, product demonstrations, and training sessions tailored for partners.
Maintain a library of sales and marketing collateral to support partner activities.
Performance Monitoring and Reporting
Track partner sales performance, analyzing key metrics and KPIs to identify trends and areas for improvement.
Prepare regular performance reports for senior management, offering insights and recommendations.
Collaboration and Cross-Functional Support
Collaborate closely with marketing, product management, and customer support teams to align channel strategies with overall business objectives.
Participate in the creation of channel marketing programs and campaigns aimed at driving partner engagement and sales.
Provide valuable feedback to internal teams regarding partner needs, market trends, and competitive intelligence.
Market Expansion
Identify and explore new market opportunities and segments for channel growth within the federal sector.
Develop strategies to penetrate new markets and increase market share through channel partners.