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Federal Channel Director

2 months ago
United States
Full-time
Senior
Partnerships Manager
Sales and Business Development
Cybersecurity Salesforce
Apply Now
Appgate

Appgate

Appgate is the secure access company empowering secure connections with Zero Trust principles for people, devices, and systems.

Professional Services
251-1K
Founded 2020
View All Jobs 13

Description

  • Identify, grow, and close the federal sales pipeline for AppGate solutions through FSI channel partners.
  • Work with Federal Sales Account Executives and engineering teams to advance partner-led opportunities.
  • Coordinate internal support, service, and management resources to meet federal partner performance objectives.
  • Identify new federal partner target opportunities and qualify existing and future federal program pipeline.
  • Represent AppGate Federal to mission owners and stakeholders across the FSI, DoD, and civilian communities.
  • Use federal market relationships, budgeting knowledge, and procurement insight to prioritize business development efforts.
  • Develop selling opportunities within partner organizations and expand into new divisions within assigned accounts.
  • Schedule and attend sales calls, develop quotes, proposals, and sales presentations, and engage senior decision makers.
  • Monitor bid boards, attend industry days, and qualify major program opportunities through FSI influence or sell-through.
  • Ensure customer satisfaction and problem resolution by working closely with Customer Service Representatives.

Requirements

  • Bachelor’s degree required.
  • 5-10 years of experience working for a security software provider in a Federal Channel Manager capacity.
  • Deep understanding of DoD procurement processes, contract vehicles such as GSA, SEWP, OTAs, BPAs, and IDIQs, and government budgeting cycles.
  • Proven success closing large, complex federal deals with multiple stakeholders, extended procurement timelines, and seven-figure-plus outcomes.
  • Knowledge of DoD cybersecurity mandates, Zero Trust Network Access (ZTNA), secure and remote access adoption, and networking/security solutions.
  • Ability to engage technical and executive stakeholders, including CIOs, CISOs, program managers, and IT decision-makers.
  • Strong relationship-building experience with federal system integrators, channel partners, and resellers.
  • Ability to travel as needed to support sales objectives.
  • TS/SCI clearance preferred but not required.
  • Salesforce experience preferred.

Interested in this position?

Apply directly on the company website

Apply Now

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