Federal Channel Sales Rep

Federal Channel Sales Rep

Description -

We are seeking a highly strategic and relationship-driven Federal Channel Sales Representative to lead partner-driven growth within the federal market. This role is responsible for developing and executing channel strategies, enabling partners to effectively position solutions, and driving revenue through complex, high-impact engagements. The ideal candidate brings deep experience in partner ecosystems, federal sales environments, and consultative solution selling.

Key Responsibilities

• Serve as a trusted advisor to channel partners, providing expert-level guidance on products, services, configurations, and go-to-market strategies

• Develop and execute strategic account plans aligned to federal market priorities, ensuring compliance with all regulatory and contractual requirements

• Partner with resellers, integrators, and alliances to co-develop tailored solutions that meet the specific needs of federal customers

• Lead complex deal cycles and contract negotiations, balancing partner success with organizational objectives and risk mitigation

• Identify, recruit, and onboard new channel partners, including building the business case and evaluating investment risk

• Provide market insights and strategic direction to partner sales teams, positioning partner capabilities for competitive differentiation

• Enable and train partners on product offerings, industry trends, and solution positioning to strengthen pipeline generation

• Monitor and analyze partner performance, using data-driven insights to optimize engagement, pipeline health, and revenue outcomes

• Proactively identify risks to partner success and implement mitigation strategies to ensure long-term growth

• Mentor junior team members and contribute to a high-performing, collaborative sales culture

Qualifications

Minimum Requirements:

• Bachelor’s degree in Business, Marketing, Sales, or a related field (or equivalent experience)

• 7–10+ years of experience in channel sales, federal sales, enterprise sales, or partner management

• Proven track record of driving revenue through indirect sales models and partner ecosystems

Preferred Experience:

• Experience selling into or through the U.S. Federal market (knowledge of procurement processes, contract vehicles, etc.)

• Background working with system integrators, VARs, or alliance partners

• Strong experience managing complex, multi-stakeholder sales cycles

Core Skills & Competencies

• Channel & Partner Management

• Federal Sales Strategy

• Account Planning & Territory Management

• Complex Negotiation & Deal Structuring

• Business Development & Pipeline Growth

• CRM Tools (e.g., Salesforce)

• Data-Driven Decision Making

• Customer-Centric Solution Selling

Professional Traits

• Strong communicator with the ability to influence at all levels

• Highly strategic thinker with strong execution discipline

• Results-oriented with a focus on driving measurable outcomes

• Agile, adaptable, and comfortable navigating complex environments

• Collaborative team player with a passion for mentoring and development

Why This Role

This is a high-impact role at the intersection of federal sales, channel strategy, and partner collaboration, offering the opportunity to shape go-to-market approaches, influence key partnerships, and directly contribute to business growth in a highly strategic segment.

Salary:

The on-target earnings (OTE) range for this role is $195,000 to $250,000 USD
annually with a 60%/40% (salary/incentive) mix. There are additional
opportunities for pay in the form of bonuses and/or equity (applies to United
States of America candidates only). Pay varies by work location, job-related
knowledge, skills, and experience.

Benefits:

HP offers a comprehensive benefits package for this position, including:

 * Health insurance
 * Dental insurance
 * Vision insurance
 * Long term/short term disability insurance
 * Employee assistance program
 * Flexible spending account
 * Life insurance
 * Generous time off policies, including;
 * 4-12 weeks fully paid parental leave based on tenure
 * 13 paid holidays
 * Additional flexible paid vacation and sick leave (US benefits overview
   [https://hpbenefits.ce.alight.com/])

The compensat