Federal Channel Sales Manager; DoD & Integrators

Federal Channel Sales Manager (DoD & Integrators)

Washington, United States | Posted on 12/04/2025

McLean, VA

Up to $180K base + 15% bonus

U.S. Citizen / Ability to Obtain Clearance

We’re looking for a Federal Channel Sales Manager to help grow our presence across the Department of Defense, DHS, DOJ, and other federal agencies.
In this role, you’ll build and manage relationships with prime contractors, system integrators, and technology partners who will sell and support our product solutions.

This is a high-impact role that combines partner management with federal business development. You’ll help partners navigate opportunities, build capture strategies, and ultimately drive bookings for your federal territory.

You’ll report directly to the VP of Federal Sales.

• 5+ years of federal sales, partner/channel management, or BD experience
• Strong background selling into DoD or federal agencies
• Deep understanding of the federal procurement process and contract vehicles
• Proven track record meeting sales or bookings goals
• Existing relationships with key integrators, primes, or federal customers
• Excellent communication, presentation, and relationship-building skills
• CRM proficiency (Salesforce or similar)
• Ability to travel up to 40%

• Recruit, onboard, and manage prime contractors, integrators, OEMs, VARs, and federal partners
• Grow partner‑driven pipeline and revenue across DoD, DHS, DOJ, and other agencies
• Lead joint sales efforts — account mapping, capture planning, proposals, and customer engagement
• Provide partners with sales enablement support: demos, presentations, training, and technical resources
• Build pipeline through existing networks and by developing new relationships
• Support large federal procurements by developing partner win strategies
• Maintain strong awareness of federal contract vehicles, procurement cycles, and CUAS industry trends
• Serve as the primary point of contact for partners and help position our technology effectively
• Represent the company at federal events, trade shows, and conferences
• Collaborate internally with engineering, legal, and product teams during complex partner opportunities