ATEN Technology - USA ยท 1 day ago
Federal Channel Account Manager
United States
Full-time
Hybrid
Mid, Senior Level
$90K/yr - $110K/yr
3+ years expATEN Technology is expanding its Channel Sales coverage in North America and is seeking a Federal Channel Account Manager to represent the company through government partners. The role involves building relationships, managing strategy, and navigating federal procurement to achieve revenue targets.
Computer Hardware
Hiring Manager
Mike Adawiya
Responsibilities
Partner Relationship Management: Develop strong, influential relationships with key executives at channel partners. Proven understanding of public sector procurement and key partners
Sales & Revenue Growth: Meet and exceed revenue targets by growing partner sales pipelines and supporting joint sales activities
Sales Enablement: Train partners on products, provide marketing resources, and help develop go-to-market strategies
Public Sector Expertise: Knowledge of the federal procurement landscape, experience working with channel partners, and the ability to position IT infrastructure and connectivity solutions within complex government environments
Internal Collaboration: Work with internal teams (sales, marketing, product management) to align strategies
Performance Management: Manage day-to-day partner relationships, including forecasting, pipeline development, and deal registration. Conduct business reviews, set goals, and track partner performance
Event Participation: Represent the company at public sector trade shows and conferences
Qualification
Required
3-5+ years of experience in federal tech sales
Strong pipeline management
Expertise in public sector buying cycles
Partner enablement
Strategic planning
Negotiation skills
Deep knowledge of federal acquisition rules
Proven understanding of public sector procurement and key partners
Experience with IT/AV VARs, distributors, and System Integrators
Direct sales experience and a track record of exceeding targets
Strong communication skills
Relationship-building skills
Experience selling IT infrastructure, networking, connectivity, power management, or data center solutions
Familiarity with CRM (Salesforce) and partner portals
40-50% travel
Benefits
401(k) matching
Medical insurance
Dental insurance
Vision insurance
Disability insurance
Paid time off
Company
ATEN Technology - USA
About ATEN Technology, Inc. ATEN Technology, Inc. is the technology leader of KVM and AV/IT connectivity and management solutions, and the U.S.
51-200 employees
Funding
Current Stage
Growth StageCompany data provided by crunchbase