StarTech.com

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

Senior

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 & Tools
federal procurement processescontract vehiclestechnical solution sellingsales forecastingpipeline managementprogram engagementpricing strategiescatalog structuresmarket intelligencepublic sector sales
Soft Skills
relationship buildingcollaborationindependent workstrategic thinkingcommunicationpartner developmentnegotiationleadershipproblem-solvingreporting