Federal Channel Sales Director

***This is a direct hire for AppGate.

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.

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