Federal Channel Director

Role Overview

• Identify new federal partner target opportunities, qualify existing and future federal program pipeline, and being the face of AppGate Federal to critical mission owners and stakeholders across the FSI, DoD & Civilian community
• Leverage a network of contacts in the federal IT market to find influencers and decision makers looking to solve mission-critical challenges for AppGate customers while using your extensive knowledge of government IT spending priorities and budgeting cycles to prioritize your business development efforts
• Ensure federal partner compliance with partner agreements
• Develop selling opportunities within partner organizations; penetrate new divisions and organizations within assigned partner accounts; develop new selling relationships within assigned FSI partner accounts for sell-through
• Schedule and attend sales call appointments with prospects in named partner organizations
• Proactively recruit new qualifying partners
• Achieve assigned channel quota in designated partner accounts
• Develop formal quotes, sales proposals or formal sales presentation addressing partner and customer business needs
• Engage with senior decision makers and influencers internally and within the accounts supported
• must be comfortable and credible in executive conversations
• Provide relevant analysis/market information and strategic recommendations to result in a pursue/no-pursue decisions for program business opportunities
• Monitor relevant bid-boards, attend industry days, leverage your network to find and qualify major program opportunities for DoD and Civilian via FSI influence or sell through
• Work closely with Customer Service Representatives to ensure customer satisfaction and problem resolution

Requirements

• Bachelor’s degree required
• 5
• 10 years’ experience working for security software provider in Federal Channel Manager capacity
• A demonstrated desire to support the mission of the warfighter and national security outcomes, with the understanding that AppGate’s technology plays a direct role in enabling secure, resilient access for those operating in the most demanding contested environments.
• Deep understanding of DoD procurement processes, contract vehicles (e.g., GSA, SEWP, OTAs, BPAs, and IDIQs), and budgeting cycles.
• Proven success closing large, complex federal deals involving multiple stakeholders, extended procurement timelines, and seven‑figure‑plus outcomes across DoD or USIC environments.
• Knowledge of DoD cybersecurity mandates, Zero Trust Network Access (ZTNA), secure and remote access adoption, and networking/security solutions.
• Ability to engage with technical stakeholders, including CIOs, CISOs, program managers, and IT decision-makers.
• Strong relationship-building skills and experience working with federal system integrators (FSIs), channel partners, and resellers.
• Desire to be part of something disruptive with the ability to make visible and meaningful contributions to AppGate’s success.
• Comfortable working in a fast paced, less structured, dynamic environment.
• Ability to contribute to our culture of hard work and accountability where we treat each other as family with a “win together” attitude.
• Ability to travel as needed to support sales objectives.
• TS/SCI clearance (preferred but not required).
• Salesforce experience preferred.

Tech Stack

• Cyber Security
• TypeScript