Federal Government Area Manager

Purpose of the position
Reporting to the Manager, Distribution and Fed Gov the Fed Gov Area Manager –is responsible for developing, managing, and executing strategic alliances with key technology manufacturers (OEMs) to accelerate growth within the U.S. Federal Government market. This role builds deep, collaborative relationships with alliance partners and Federal Government‑focused channel partners, ensuring strong engagement across the broader Federal ecosystem. The position aligns joint go‑to‑market (GTM) motions, drives pipeline creation, and delivers revenue growth through coordinated efforts across Sales, Marketing, Product, and Federal‑focused Channel/Distribution teams.
In addition to OEM alliance ownership, the ideal candidate will proactively cultivate and manage relationships with Federal-focused channel partners including distributors, resellers, and systems integrators to strengthen market presence, expand opportunity creation, and increase mindshare within Federal procurement paths.
The ideal candidate possesses strong Federal ecosystem knowledge, proven alliance and partner management experience, and the ability to influence cross‑functional stakeholders both internally and externally.

Responsibilities & Duties:

Identify, recruit, and onboard strategic OEM partners aligned to Federal market priorities (e.g., cybersecurity, networking, cloud, analytics).
Conduct regular QBRs and performance reviews with alliance partners and field teams.
Develop joint value propositions tailored for Federal agencies and integrator communities (e.g., DoD, Civilian, IC).
Align partner capabilities with Federal contract vehicles (GSA, SEWP, ITES, etc.) and distribution strategies (TD SYNNEX, DLT, Ingram).
Support field‑level collaboration between your Federal sales team, alliance reps, Area Managers, and government-focused reseller partners.
Coordinate joint account planning, opportunity mapping, and pipeline development with alliance and internal sales leaders.
Drive partner participation in Federal events, campaigns, and demand‑gen programs.
Represent the company in the Federal ecosystem as a subject‑matter expert on alliance technologies and missions.
Travel may be required up to 50% of work time
A valid passport, or no impediment to obtaining one is required
Perform other duties as required

Education and work experience

Degree in education, business, marketing or a related field
At least 5 years' experience in sales with a successful, fast-paced, technology-driven business
Excellent interpersonal, written and verbal communication skills, and the ability to work effectively with a wide range of individuals and teams both locally and remotely
Excellent reasoning and problem-solving abilities with a high level of self-motivation
Strong time management and planning skills
High degree of comfort operating in a fast-paced environment with changing priorities and deadlines
Very strong to approach tasks with a positive attitude while focusing on performance and results
Demonstrated solid experience working with and developing relationships across sales channels and end users

Supervision

Does not have direct reports
Travel up to 50%
A valid passport, or no impediment to obtaining one