Senior Channel Development Manager
StarTech.com
full-time
Posted on:
Location Type: Remote
Location: United States
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Salary
💰 $131,000 - $154,000 per year
Job Level
About the role
- Serve as StarTech.com’s internal lead on U.S. federal and public sector procurement, contract vehicles, and purchasing platforms.
- Engage directly with federal and public sector agencies (end customers) to understand program objectives, technical requirements, and procurement pathways.
- Ensure procurement readiness across contracts, compliance, pricing, and catalog structures, partnering with Legal, Pricing, Product, and Operations as needed.
- Support early program shaping and positioning ahead of formal RFPs/RFQs.
- Identify, recruit, onboard, and develop public-sector-focused resellers, integrators, and prime contractors.
- Build strategic partner relationships that provide reach into federal agencies, programs, and deployment opportunities.
- Enable partners with the tools, content, and alignment required to position StarTech.com effectively in federal bids and deployments.
- Build and maintain trusted relationships with federal and public sector agencies, as well as key partner stakeholders.
- Lead account and agency mapping to identify high-potential programs, target accounts, and partner-led opportunities.
- Expand existing relationships to increase share, footprint, and program adoption within government customers.
- Build and maintain a qualified public sector pipeline across end customers and partner channels.
- Convert early agency engagement and program influence into high-volume deployments and repeatable revenue streams.
- Drive disciplined forecasting, opportunity qualification, and execution via partners.
- Collaborate with Sales, Channel, Solutions Engineering, Product, Pricing, Marketing, and Operations to execute public sector strategies.
- Provide regular reporting and executive visibility into pipeline health, contract status, program engagement, and revenue impact.
- Share market intelligence on agency priorities, upcoming programs, and standards to inform GTM and product strategy.
Requirements
- Specific knowledge of Federal Government and government contracts- including federal procurement processes and regulations.
- Existing relationships within the federal space
- Channel experience tied to federal sales.
- Experience selling IT hardware and strong technical solution selling experience
- Proficient in excel, power point, CRM and sales analytics platforms
- Ability to work independently and collaboratively
- Knows how to report numbers, activities and do forecasting
- Worked supporting partners in identifying opportunities and do forecasting
Benefits
- Comprehensive health benefits
- Tuition reimbursement program
- Retirement savings plans
- Wellness Program
- Additional perks and rewards
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
federal procurement processescontract vehiclestechnical solution sellingsales forecastingpipeline managementprogram engagementpricing strategiescatalog structuresmarket intelligencepublic sector sales
Soft skills
relationship buildingcollaborationindependent workstrategic thinkingcommunicationpartner developmentnegotiationleadershipproblem-solvingreporting