Channel Account Manager, Federal

Please note the successful candidate will be based in Washington D.C., Virginia, or Maryland.Absolute Security is an award-winning global leader in endpoint management and security. Our Secure Endpoint software is embedded in more than 600M PCs, including all major OEMs and devices being sold to the Federal Government. Absolute has a strong foundation in the Federal market with more than 80 existing customers. We are expecting to achieve FedRAMP Authorized status in September 2024, and as a result we are expanding our Federal Sales team and resources to capitalize on this unique high-growth opportunity.The Federal Channel Account Manager will be a key member of the Federal go-to-market team reporting to the VP of Channel Sales. The role involves developing, managing, and growing relationships with channel partners who specialize in Federal government clients. We are looking to both scale our partner ecosystem and develop new partner relationships to drive revenue growth across the entire Absolute Security product portfolio focused within the Federal government market. Together with your partners, you will create joint marketing activities, plan events, coordinate training, and facilitate the alignment between our respective business models resulting in exceeding quarterly sales goals.The primary responsibility is partner development, recruitment, and growth across Civilian Agencies, Federal Systems Integrators, and Defense Contractors. You will engage and influence key decision makers within our partner community at various levels in the partner organization up to and including the VP-level and C-level executives.The ideal candidate will have strong business acumen with a proven track record of successfully driving sales within Federal Agencies, Federal Systems Integrators, Defense Contractors, and working with Value Added Partners and National Solution Partners. You must possess a strong desire to assist with winning deals, RFPs and Standards while delivering quarterly revenue commitment and strong forecast accuracy. This position is integral to Absolute Security's strategy of expanding its market presence within the Federal sector.Key Responsibilities:

Partner Recruitment, Development and Management:

Actively identify, recruit, and develop new channel partners, while deepening relationships with existing partners.Sales Strategy:

Collaborate with Federal Sales Team and VP to create and execute channel strategies aimed at driving revenue growth in the Federal market.Opportunity Identification:

Proactively identify and pursue new business opportunities with Federal channel partners, while addressing competitive threats.Business Development:

Identify and engage new Federal partners to fill gaps in coverage or to explore new market opportunities.Training & Enablement:

Provide sales training and enablement resources to partners, ensuring they are well-equipped to promote and sell Absolute Security's solutions.Account Planning:

Work on account planning and regularly track the progress of leads assigned to channel partners, ensuring they are followed through to closure.Conflict Resolution:

Manage and resolve any channel conflicts to maintain strong partner relationships and ensure alignment with company goals.Work closely with a cross-functional team of Sales Leadership, Pre-Sales, Marketing, Channel, and OEM partners to execute on the strategic sales plan.Exceed quarterly and annual ARR sales targets.Required Qualifications & Experience:

Experience:

5-10+ years of experience in sales, particularly in Federal channel management, with a focus on high-end software solutions such as SaaS, cloud services, or IT infrastructure.Mandatory Federal Market Expertise:

Experience working with Federal partners and a deep understanding of Federal contracting vehicles and sales processes.Communication Skills:

Strong communication and negotiation skills are essential, as the role requires frequent interaction with senior stakeholders within partner organizations.Travel:

Willingness to travel within the assigned territory, which could be up to 50% of the time.Bachelor's degree in business, Sales, Marketing, or related field preferred.Experience closing large, complex deals with long sales cycles.Strong knowledge and experience working with the Federal market and partner ecosystem.Proven track record of executing sales strategies to acquire new Federal customers.Excellent communication, presentation, consultative, and negotiation skills.Self-motivated, aggressive self-starter with a passion for driving results and exceeding targets.Salesforce.com and modern sales tech stack tool proficiency.Modern sales methodology and MEDDPICC proficiency.Force Management Command of the Message experience highly desirable.Ability to work independently and as part of a collaborative team.Cultural Fit:

The ideal candidate should be able to navigate the complexities of the Federal market while fostering strong, trust-based relationships with partners.Why Work For Us:

You're resilient and passionate about securing the Work from Anywhere era. So are we. We're in search of the best and the brightest - everyone from innovators, sellers and marketers to financers, operators and especially customer relationship managers - we're looking for top tier talent to help us shape the next decade of security, drive innovation that enables customers with truly disruptive solutions and are dedicated to making a meaningful difference.Absolute Security Inc. is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.

#J-18808-Ljbffr