Senior Field Channel Manager

Would you like to manage and grow relationships within the Public Sector?

Do you enjoy cross-functional collaboration?

Join our Public Sector Team!

We are hiring a Field Channel Manager to oversee channel strategies with distribution partners, VARs, and resellers in public sectors. This role focuses on implementing a partner-first approach, driving revenue growth, and leveraging partner-held contract vehicles to position Akamai's solutions for federal, defense, SLED, and regulated industry clients.

Partner with the best

The Senior Field Channel Manager develops strategic partnerships, improves channel performance, aligns with organizational objectives, and enhances partner engagement and satisfaction.

As a Field Channel Manager Senior, you will be responsible for:

• Developing and implementing a comprehensive Public Sector partner strategy for distribution partners, VARs, and resellers aligned with WWPS revenue objectives
• Designing and evolving partnership tiers and program structures that drive partner engagement and revenue growth across federal, defense and SLED
• Building strategic plans for partner recruitment, enablement, and performance management to achieve partner-driven revenue targets
• Identifying and prioritizing target partners including small-to-mid-sized businesses and large solution integrators with ideal public sector practices
• Managing and growing strategic relationships with distribution partners, VARs, and reseller partners including companies like Raventek, Carahsoft, and targeted mid-market firms
• Partnering closely with Akamai Public Sector Growth and Sales teams to align partner capabilities with capture and proposal opportunities

Do what you love

To be successful in this role you will:

• 12+ years of progressive experience in channel sales, partner development, or business development in technology or cybersecurity
• 5+ years in leadership roles managing channel programs or partner ecosystems
• Have a deep understanding of public sector procurement processes including contract vehicles, OTA consortiums, and federal acquisition requirements
• Have a proven track record of building and scaling partner programs that drive significant revenue growth ($50M+ partner-driven revenue)
• Have experience working with VARs, distributors, and reseller partners in complex B2G sales environments
• Have a deep understanding of solution selling and partner-led go-to-market strategies
• Have a demonstrated ability to interface effectively with sales teams and support capture/proposal processes

Work in a way that works for you

FlexBase, Akamai's Global Flexible Working Program, is based on the principles that are helping us create the best workplace in the world. When our colleagues said that flexible working was important to them, we listened. We also know flexible working is important to many of the incredible people considering joining Akamai. FlexBase, gives 95% of employees the choice to work from their home, their office, or both (in the country advertised). This permanent workplace flexibility program is consistent and fair globally, to help us find incredible talent, virtually anywhere. We are happy to discuss working options for this role and encourage you to speak with your recruiter in more detail when you apply.

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At Akamai, we're curious, innovative, collaborative and tenacious. We celebrate diversity of thought and we hold an unwavering belief that we can make a meaningful difference. Our teams use their global perspectives to put customers at the forefront of everything they do, so if you are people-centric, you'll thrive here.

Working for you

At Akamai, we will provide you with opportunities to grow, flourish, and achieve great things. Our benefit options are designed to meet your individual needs for today and in the future. We provide benefits surrounding all aspects of your life:

• Your health
• Your finances
• Your family
• Your ti