Develop and execute a comprehensive federal channel strategy focused on VARs and systems integrators supporting civilian, DoD, and intelligence community customers.
Recruit, onboard, enable, and grow high-performing federal channel partners to increase pipeline and revenue.
Build and maintain executive-level relationships with partners including, but not limited to, Raytheon, Lockheed Martin, Leidos, Northrop Grumman, and General Dynamics. Key resellers include TVAR, ThunderCat, RedRiver, FCN and Merlin.
Collaborate with Veeam federal direct sales teams to align partner engagement with account strategies and territory plans.
Drive joint business planning, partner marketing initiatives, and demand-generation activities.
Provide training and enablement to partners on Veeam’s data protection, backup, ransomware recovery, and cloud solutions.
Support complex federal sales cycles, including solution positioning, partner teaming arrangements, and contract vehicle alignment (e.g., GSA, SEWP, ITES, GWACs).
Maintain accurate pipeline reporting, forecasts, and partner performance metrics within CRM systems.
Ensure compliance with federal procurement regulations and Veeam partner program requirements.
Represent Veeam at federal industry events, trade shows, and partner conferences.

Requirements

Minimum of 5 years of experience in U.S. Federal sales and channel partner management, preferably within enterprise software or cybersecurity/data protection markets.
Demonstrated success managing and growing revenue through federal VARs and systems integrators.
Strong understanding of federal procurement processes, contract vehicles, and partner teaming models.
Working knowledge of cloud platforms, including AWS and Microsoft Azure, and their adoption within federal agencies.
Proven experience collaborating with large federal integrators such as Raytheon, Lockheed Martin, Leidos, Northrop Grumman, and General Dynamics.
Ability to operate effectively in long, complex federal sales cycles involving multiple stakeholders.
Excellent communication, negotiation, and executive-level relationship management skills.
Willingness to travel as required to support partners and federal customers.

Benefits

Unlimited paid time off, 12 paid holidays, plus 4 extra global VeeaMe Days for self-care and 24 paid volunteer hours annually through Veeam Cares
Paid parental leave: 8 weeks for all parents, 16 weeks for birthing parents
Medical, dental, and vision coverage starting on your first day
Mental health support, therapy sessions, and digital wellness tools via our Employee Assistance Program
401(k) retirement plan with company matching contributions
Fertility, adoption, and surrogacy support through Maven, plus paid volunteer time
AirVet: 24/7 virtual veterinary care at no cost
Legal services, identity protection, and supplemental health insurance options
Tax-advantaged spending accounts for healthcare, dependent care, and commuting
Opportunities to learn and grow through on-demand libraries (LinkedIn Learning, O’Reilly), mentoring, workshops, and learning events like our annual Global Day of Learning

Applicant Tracking System Keywords

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

Hard Skills & Tools

federal saleschannel partner managementrevenue growthdata protectionbackup solutionsransomware recoverycloud solutionspipeline reportingforecastingpartner performance metrics

Soft Skills

communicationnegotiationrelationship managementcollaborationstrategic planningtrainingenablementproblem-solvingstakeholder managementexecutive engagement