What are the responsibilities and job description for the Federal Channel Sales Director position at Gormat?
We are searching for a dynamic, self-starter to join the team as a Federal Channel Sales Director. This individual will be directly responsible for managing assigned strategic partners within the Federal ecosystem. The primary focus will be to drive incremental partner-led revenue (new business & net new logos), coordinate sales and technical enablement with new and existing partners, and foster a productive engagement model between Sebastian Tech Solutions' Federal team and its partners. The ideal candidate is experienced working in a small team environment, comfortable with change, and motivated to help drive growth.
Responsibilities:
- GTM Planning – Develop and execute our client's go-to-market (GTM) plan in alignment with the extended team (Federal Regional Sales Directors, Sales Engineers, Solution Architects, Channel Sales, Marketing, and Leadership).
- Pipeline Development – Identify new federal partner target opportunities, qualify existing and future federal program pipelines, and represent our client with critical mission owners and stakeholders across the FSI, DoD/IC, and Civilian communities. Develop selling opportunities within partner organizations, expand into new divisions and organizations, and cultivate selling relationships within assigned Federal Systems Integrator (FSI) partner accounts for sell-through. Utilize extensive knowledge of government IT spending priorities and budgeting cycles to prioritize business development efforts.
- Channel Partner Management – Build, cultivate, and develop strong partnerships with designated partners.
- Channel Partner Enablement – Develop product and sales competency within assigned partner portfolios and influence their GTM and sales strategies to drive partner-sourced pipelines.
- Influencer Recruitment and Management – Leverage the Federal Advisory Board and a network of contacts in the federal IT market to engage influencers and decision-makers looking to solve mission-critical challenges for federal customers.
- Quota Attainment – Achieve assigned channel quota through designated partner accounts.
- Cyber Community Engagement – Monitor relevant bid-boards, attend industry events, and leverage professional networks to identify and qualify major program opportunities for DoD and Civilian agencies via FSI influence or sell-through.
Experience & Qualifications:
- Bachelor's degree required.
- 5 - 10 years of experience working for a security software provider in a Federal Channel Manager capacity.
- A DOD issued Secret clearance is preferred.
- Adaptability to changes in the work environment; ability to manage competing demands, adjust approaches as needed, and deal effectively with frequent change, delays, or unexpected events.
- Strong background in both strategy and execution, with a focus on building and scaling federal partner programs through cross-functional GTM motions.
- Deep understanding of the Federal Channel ecosystem, including the roles of Federal Systems Integrators, Resellers, Technology Alliance Partners, and Distributors, and how to align these stakeholders to drive growth.
- Established and positive relationships within the cybersecurity partner ecosystem.
- Strong negotiation, presentation, communication, and interpersonal skills.
- Experience with Salesforce.com preferred.
- Prior engagement with Federal Systems Integrators such as GDIT, Leidos, CACI, and/or Booz Allen Hamilton is preferred.