Federal Channel Director

2 weeks, 5 days ago
Full-time
Senior
Sales and Business Development
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

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

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