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Federal Account Manager – VAR & MSP Partnerships

Posted about 14 hours agoViewed

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💎 Seniority level: Manager, 5+ years

🔍 Industry: Software Development

🏢 Company: OpenTeams👥 11-50💰 $100,000 Pre-seed over 5 years agoOpen SourceInformation TechnologySoftware

⏳ Experience: 5+ years

Requirements:
  • 5+ years channel and/or direct selling experience selling SaaS solutions and services to the Federal marketplace.
  • Relevant software industry experience in Software AI systems, enterprise, or infrastructure management; preferably SaaS expertise.
  • Deep understanding of the Federal contract vehicle landscape.
  • Exceptional interpersonal, writing, and presentation skills.
  • Thrives in a fast-paced, high-growth, rapidly changing environment.
  • Able to work independently and remotely from other members of your team and corporate.
  • Proven experience working with VARs, MSPs, and government integrators.
  • Strong knowledge of federal acquisition vehicles, such as GSA, SEWP, CIO-SP, and OTAs.
  • Established relationships within the federal reseller and MSP ecosystem.
  • Understanding of AI, open-source software, and emerging technologies in government applications.
  • Demonstrated success in achieving and exceeding federal sales targets.
  • Ability to travel as required for federal and partner engagements.
Responsibilities:
  • Develop and execute a federal account strategy to drive revenue growth through VARs and MSPs.
  • Identify, recruit, and enable strategic VAR and MSP partners to enhance AI and open-source adoption within federal agencies.
  • Manage relationships with federal customers, ensuring successful adoption and expansion of AI and open-source solutions.
  • Navigate complex procurement cycles, leveraging GSA schedules, OTAs, and other contract vehicles.
  • Collaborate with internal teams, including sales engineering, marketing, and legal, to drive go-to-market strategies.
  • Monitor and report on federal market trends, competitor activity, and partner performance.
  • Drive pipeline growth and meet/exceed revenue targets through effective account management.
  • Ensure compliance with all federal contracting requirements and regulations.
  • Manage and be the main point of contact for VARs as they engage in contract capture, RFP responses, and dedicated campaigns.
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