$100K base plus commission

40% travel.

Must have Channel Development and Federal government experience!

Description:
Seeking a candidate with skills and experience partnering with Federal Government systems integrators. The qualified candidate will be responsible for developing and managing partner relationships with these integrators. As part of Channel Sales Organization, the qualified candidate will be responsible for ensuring Company gains access to critical Federal Government contract vehicles held by the SIs. Candidate will support direct Federal Government sales team by leveraging the SI relationships to pursue and capture joint wins with the SI Partners.

Responsibilities:
-Lead partner recruitment, on-boarding, & sales generation w/support from channel program team
-Team with direct sales rep(s) to manage sales process for partner opportunities with U.S. Federal Government agencies:
*Define and manage revenue plan with partners
*Develop and manage forecast model with partner
*Support sales teams on opportunity pursuit
-Create and manage partners’ business plans
-Define and implement field engagement plans, including appropriate agreement with partners (reseller agreement, referral agreement, teaming agreement)
-Provide tactical partner program support for direct sales team
-Manage business relationship between Company and partners
-Coordinate partner contract negotiations in support of channel program team & legal - support all contract terms & conditions in effect with partner
-Work with partners and channel program team to develop and implement partner deliverables:
*Marketing calendar
*Training calendar
*Service model
*Promotional plans/incentive programs
-Manage conflict resolution/escalation procedure between partner and Company
-Identify and secure programs/resources required to increase partner sales
-Comply with all reporting requirements per policy and as assigned
-Achieve quota as assigned

Qualifications:
-College Degree preferred but will consider applicants with equivalent work-related experience with a minimum educational requirement of a H.S. Diploma or GED equivalent
-Seven to ten years successful quota achievement in Federal Government Sales
-Competent knowledge in IT and business continuity solutions
-Qualified candidates must be able to work at senior executive levels to build long-term strategic partner relationships with the targeted SIs
-Excellent understanding of information availability market requirements including: business continuity, disaster recovery, advanced recovery and managed services
-Able to sell effectively to VAR and System Integrator "C " level executives
-Historical individual annual quota achievement of five to ten million dollars

Working Conditions:
Ability to meet the physical demands of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Employment is contingent upon successful completion of the background investigation and pre-employment drug screen

Federal Sales - Herndon / Washington - Technical Sales - Government - Jobs