What are the responsibilities and job description for the Federal Channel Sales Manager (DoD & Integrators) position at Red Frog Solutions?
Federal Channel Sales Manager (DoD & Integrators)
McLean, VA
Up to $180K base 15% bonus
U.S. Citizen / Ability to Obtain Clearance
We’re looking for a Federal Channel Sales Manager to help grow our presence across the Department of Defense, DHS, DOJ, and other federal agencies. In this role, you’ll build and manage relationships with prime contractors, system integrators, and technology partners who will sell and support our product solutions.
This is a high-impact role that combines partner management with federal business development. You’ll help partners navigate opportunities, build capture strategies, and ultimately drive bookings for your federal territory.
You’ll report directly to the VP of Federal Sales.
Required:
5 years of federal sales, partner/channel management, or BD experience
Strong background selling into DoD or federal agencies
Deep understanding of the federal procurement process and contract vehicles
Proven track record meeting sales or bookings goals
Existing relationships with key integrators, primes, or federal customers
Excellent communication, presentation, and relationship-building skills
CRM proficiency (Salesforce or similar)
Ability to travel up to 40%
Bachelor’s degree
Responsibilities:
Recruit, onboard, and manage prime contractors, integrators, OEMs, VARs, and federal partners
Grow partner-driven pipeline and revenue across DoD, DHS, DOJ, and other agencies
Lead joint sales efforts — account mapping, capture planning, proposals, and customer engagement
Provide partners with sales enablement support: demos, presentations, training, and technical resources
Build pipeline through existing networks and by developing new relationships
Support large federal procurements by developing partner win strategies
Maintain strong awareness of federal contract vehicles, procurement cycles, and CUAS industry trends
Serve as the primary point of contact for partners and help position our technology effectively
Represent the company at federal events, trade shows, and conferences
Collaborate internally with engineering, legal, and product teams during complex partner opportunities
Salary : $15,000 - $180,000