Public Sector Channel Account Manager (Hybrid)

Required

• A Bachelor’s degree in Business Administration, Information Technology, or a related field
• MBA or equivalent advanced degree preferred
• 8+ years of progressive channel sales and partner management experience in the public sector technology market, with a demonstrable track record of exceeding revenue targets
• Deep expertise in U.S. government procurement, including hands-on experience with GSA Schedule (MAS), SEWP V, CIO-SP3, and SLED cooperative purchasing vehicles (NASPO, NCPA)
• Proven ability to recruit, develop, and scale a high-performing partner ecosystem of SIs, VARs, distributors, and MSSPs focused on Federal and SLED markets
• Strong understanding of federal and state cybersecurity regulatory frameworks: FedRAMP, FISMA, CMMC (all levels), NIST SP 800-53/800-171, StateRAMP, and CISA mandates
• Experience structuring and managing teaming arrangements, prime/sub relationships, and IDIQ/BPA/task-order-based selling motions
• Demonstrated success managing channel programs at a SaaS or enterprise software company, including MDF/Co-Op management, partner portal administration, and incentive program design
• Expert knowledge of government procurement regulations (FAR/DFARS), contract vehicle structures (IDIQ, BPA, task orders), and acquisition lifecycle management
• Mastery of federal and SLED cybersecurity compliance frameworks (FedRAMP, FISMA, CMMC, NIST SP 800-53, StateRAMP) and their implications for SaaS vendor selection
• Proven channel partner management skills: partner recruitment, tiering, business planning, QBR facilitation, MDF/Co-Op administration, and conflict resolution
• Ability to envision and articulate long-term channel strategies that align with organizational goals and capture emerging opportunities within government cybersecurity markets