Federal Channel Director
AppGate
full-time
Posted on:
Location Type: Remote
Location: District of Columbia • Washington • United States
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Job Level
Tech Stack
About the role
- Identify new federal partner target opportunities, qualify existing and future federal program pipeline, and being the face of AppGate Federal to critical mission owners and stakeholders across the FSI, DoD & Civilian community
- Leverage a network of contacts in the federal IT market to find influencers and decision makers looking to solve mission-critical challenges for AppGate customers while using your extensive knowledge of government IT spending priorities and budgeting cycles to prioritize your business development efforts
- Ensure federal partner compliance with partner agreements
- Develop selling opportunities within partner organizations; penetrate new divisions and organizations within assigned partner accounts; develop new selling relationships within assigned FSI partner accounts for sell-through
- Schedule and attend sales call appointments with prospects in named partner organizations
- Proactively recruit new qualifying partners
- Achieve assigned channel quota in designated partner accounts
- Develop formal quotes, sales proposals or formal sales presentation addressing partner and customer business needs
- Engage with senior decision makers and influencers internally and within the accounts supported - must be comfortable and credible in executive conversations
- Provide relevant analysis/market information and strategic recommendations to result in a pursue/no-pursue decisions for program business opportunities
- Monitor relevant bid-boards, attend industry days, leverage your network to find and qualify major program opportunities for DoD and Civilian via FSI influence or sell through
- Work closely with Customer Service Representatives to ensure customer satisfaction and problem resolution
Requirements
- Bachelor’s degree required
- 5 - 10 years’ experience working for security software provider in Federal Channel Manager capacity
- A demonstrated desire to support the mission of the warfighter and national security outcomes, with the understanding that AppGate’s technology plays a direct role in enabling secure, resilient access for those operating in the most demanding contested environments.
- Deep understanding of DoD procurement processes, contract vehicles (e.g., GSA, SEWP, OTAs, BPAs, and IDIQs), and budgeting cycles.
- Proven success closing large, complex federal deals involving multiple stakeholders, extended procurement timelines, and seven‑figure‑plus outcomes across DoD or USIC environments.
- Knowledge of DoD cybersecurity mandates, Zero Trust Network Access (ZTNA), secure and remote access adoption, and networking/security solutions.
- Ability to engage with technical stakeholders, including CIOs, CISOs, program managers, and IT decision-makers.
- Strong relationship-building skills and experience working with federal system integrators (FSIs), channel partners, and resellers.
- Desire to be part of something disruptive with the ability to make visible and meaningful contributions to AppGate’s success.
- Comfortable working in a fast paced, less structured, dynamic environment.
- Ability to contribute to our culture of hard work and accountability where we treat each other as family with a “win together” attitude.
- Ability to travel as needed to support sales objectives.
- TS/SCI clearance (preferred but not required).
- Salesforce experience preferred.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
federal program pipelinebusiness developmentsales proposalscontract vehiclesDoD procurement processescybersecurity mandatesZero Trust Network Accessnetworking solutionssales quota achievementcustomer satisfaction
Soft Skills
relationship-buildingexecutive communicationstrategic recommendationsproblem resolutionadaptabilityteam collaborationaccountabilitydesire to support national securitycontribution to company culturecomfort in dynamic environments
Certifications
Bachelor’s degreeTS/SCI clearance