Federal Channel Sales Rep

HP France

Federal Channel Sales Representative responsible for partner-driven growth in the federal market. Developing strategies and driving revenue through complex engagements.

Posted 5/28/2026full-timeDistrict of Columbia, Maryland, Virginia • 🇺🇸 United StatesSeniorLead💰 $147,300 - $183,000 per yearWebsite

About the role

Key responsibilities & impact

Serve as a trusted advisor to channel partners, providing expert-level guidance on products, services, configurations, and go-to-market strategies
Develop and execute strategic account plans aligned to federal market priorities, ensuring compliance with all regulatory and contractual requirements
Partner with resellers, integrators, and alliances to co-develop tailored solutions that meet the specific needs of federal customers
Lead complex deal cycles and contract negotiations, balancing partner success with organizational objectives and risk mitigation
Identify, recruit, and onboard new channel partners, including building the business case and evaluating investment risk
Provide market insights and strategic direction to partner sales teams, positioning partner capabilities for competitive differentiation
Enable and train partners on product offerings, industry trends, and solution positioning to strengthen pipeline generation
Monitor and analyze partner performance, using data-driven insights to optimize engagement, pipeline health, and revenue outcomes
Proactively identify risks to partner success and implement mitigation strategies to ensure long-term growth
Mentor junior team members and contribute to a high-performing, collaborative sales culture

Requirements

What you’ll need

Bachelor’s degree in Business, Marketing, Sales, or a related field (or equivalent experience)
7–10+ years of experience in channel sales, federal sales, enterprise sales, or partner management
Proven track record of driving revenue through indirect sales models and partner ecosystems
Experience selling into or through the U.S. Federal market (knowledge of procurement processes, contract vehicles, etc.)
Background working with system integrators, VARs, or alliance partners
Strong experience managing complex, multi-stakeholder sales cycles

Benefits

Comp & perks

Health insurance
Dental insurance
Vision insurance
Long term/short term disability insurance
Employee assistance program
Flexible spending account
Life insurance
Generous time off policies, including;
4-12 weeks fully paid parental leave based on tenure
13 paid holidays
Additional flexible paid vacation and sick leave

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

channel salesfederal salesenterprise salespartner managementcontract negotiationspipeline generationdata analysisrisk mitigationstrategic account planningcompliance

Soft Skills

trusted advisormentoringcollaborationcommunicationstrategic directionmarket insightsproblem-solvingleadershiprelationship buildingtraining

Certifications

Bachelor’s degree in BusinessBachelor’s degree in MarketingBachelor’s degree in Sales