Channel Account Manager, Federal

HYCU, Inc.; Washington (District of Columbia); Remote; USD 85,000 - 100,000; Full time

Job summary

An innovative firm is seeking a Channel Account Manager to lead the federal channel strategy. This pivotal role involves building and managing relationships with key partners, driving sales initiatives, and ensuring alignment with federal priorities. The ideal candidate will have extensive experience in federal sales, a deep understanding of procurement processes, and a passion for collaboration. Join a forward-thinking company that values authenticity, grit, and empathy, and be part of a team that is dedicated to transforming the data protection landscape in the federal sector.

Benefits

Medical insurance

Vision insurance

401(k) match

Generous time off

Career development programs

Equity program

Qualifications

• 5+ years of experience in federal sales or channel development.
• Strong ties across the federal partner community.

Responsibilities

• Develop and execute a federal channel partner strategy.
• Act as the primary relationship owner for federal channel partners.

Skills

Federal sales experience

Relationship building

Presentation skills

Strategic thinking

Knowledge of federal procurement

Education

Bachelor's degree in business or Marketing

Job description

Join to apply for the Channel Account Manager, Federal role at HYCU, Inc.

2 weeks ago Be among the first 25 applicants

Join to apply for the Channel Account Manager, Federal role at HYCU, Inc.

HYCU is the fastest-growing leader in the multi-cloud and SaaS data protection as a service industry. By bringing true SaaS-based data backup and recovery to on-premises, cloud-native, and SaaS IT environments, the company provides unrivaled data protection, migration, disaster recovery, and ransomware protection to thousands of companies worldwide. The company's award-winning R-Cloud platform eliminates complexity, risk, and the high cost of legacy-based solutions, providing data protection simplicity to make it the #1 SaaS Data Protection platform. With an industry leading NPS score of 91, HYCU has raised $140M in VC funding to date and is based in Boston, Mass. Learn more at www.hycu.com.

Overview

As the Federal Channel Account Manager (CAM), you will lead the development and execution of our federal channel go-to-market strategy, with responsibility for building, managing, and enabling relationships with system integrators, resellers, and distributors. This is a critical and high-impact role that interfaces directly with HYCU’s Sales, Marketing, Product, and Operations teams to expand our reach and pipeline within the federal ecosystem.

Location:

• Washington, D.C. area (US – Remote)

What You’ll Do:

• Develop and execute a comprehensive channel partner strategy specific to the federal market, aligned with HYCU’s broader go-to-market initiatives
• Identify, recruit, and onboard new channel partners aligned with HYCU’s mission and federal priorities
• Act as the primary relationship owner for HYCU’s federal channel partners—ensuring regular communication, strategic alignment, and ongoing enablement
• Drive joint business planning, pipeline development, sales acceleration programs, and co-marketing initiatives
• Educate partners on HYCU’s solutions, federal-specific use cases, and the evolving federal data protection landscape
• Provide insight and leadership on federal procurement processes, compliance frameworks (e.g., FedRAMP, FISMA, CMMC), and contract vehicles
• Track partner performance metrics, forecast channel contribution, and present actionable insights to internal stakeholders
• Represent HYCU at industry events, trade shows, and partner summits relevant to the federal technology ecosystem

What We’re Looking For:

• Experience supporting or selling to federal agencies through established contract vehicles
• Proven relationship builder with strong ties across the federal partner community (VARs, GSIs, and distributors)
• 5+ years of experience in federal sales or channel development, with deep understanding of the federal procurement lifecycle and compliance standards
• 3+ years in a partner-facing role (Channel, Alliances, or similar), ideally within cybersecurity, data protection, cloud, or infrastructure technology
• Strong presentation and communication skills; ability to influence cross-functionally and externally at senior levels
• Deep knowledge of the federal IT landscape, including experience navigating regulatory requirements and public sector contract mechanisms
• Strategic thinker with a bias for action and a passion for driving results through collaboration
• Bachelor's degree in business, Marketing, or related field, or equivalent experience
• Comfortable working in a high-growth, fast-paced environment with shifting priorities and high standards

It’s Great if You Have:

• B2B SaaS experience
• Experience selling with and through strategic partners like Dell, Nutanix, Google, AWS, Microsoft, Atlassian, and OKTA
• Experience within data protection, cloud-native, security, data storage industries

Attributes of a Successful HYCUer in this role:

• Self-starter and strategic thinker who thinks outside the box
• Takes responsibility and ownership for driving successful outcomes. You’re results-driven with a winning attitude
• Team player! You have excellent people and management skills to interact with staff, colleagues, cross-functional teams and third parties
• Hands-on and builders' mentality with an entrepreneurial mindset and intrinsic motivation
• Obsessed with being customer-focused – We know our customers and are advocates for their voice and point of view across HYCU
• Intellectual curiosity, always open for continuous learning/growth mindset

Who We Are:

Our Core Values: Authenticity, Grit and Empathy are at the heart of everything we do at HYCU. All of us at HYCU take ownership in shaping and contributing to our culture. We pride ourselves in developing an inclusive and diverse company that supports our employees and customers to do extraordinary things.

The following is how we approach each Core Value:

• Authenticity – To be authentic means to be who we are and do it well. Focus your energy on being who YOU are. Be true to yourself. Authenticity also extends to our products. Understanding where we are truly the best fit for our customers and when we are not. And finally, authenticity in relationships: ensuring that we are honest and do what we say we’re going to do.
• Grit – To win we need to want it. Every team member needs to be able to jump in and help at every turn. Whether it’s staying late to help a colleague or customer or finding a better process and making sure it’s communicated cross-functionally. You just have to do it and love it…and never stop trying.
• Empathy – We need to care about each other, about our clients, about our business, and about the world around us. That might seem like a tall order, but if we don’t live in a constant state of empathy, if we don’t strive to truly put ourselves in another person’s shoes, we cannot truly serve the market.

"We are at our best when we stay true to our Core Values."~ Simon Taylor, CEO

What We Offer:

Come work for one of CRN’s “Cloud 100 Companies for 2025”. At HYCU you’ll have the opportunity to build your career with a “Visionary” B2B SaaS company from Gartner’s Magic Quadrant for Enterprise BackUp. HYCU provides an excellent benefits package including Medical, Dental, Vision, Life Insurance, 401K match, generous time off, and more. We offer career development programs and an inclusive global culture. All our employees participate in our equity program.

Seniority level

• Seniority level

  Not Applicable

Employment type

• Employment type

  Full-time

Job function

• Job function

  Business Development and Sales

• Industries

  Software Development and Technology, Information and Media

Referrals increase your chances of interviewing at HYCU, Inc. by 2x

Inferred from the description for this job

Medical insurance

Vision insurance

401(k)

Get notified about new Channel Account Manager jobs in Washington, DC.

Area Sales Manager - Medical / Aesthetic Lasers (DC, Maryland, Virginia, North Carolina)

Director/Senior Manager of Sales, Enterprise Sales

Business Value Senior Manager (East Coast Commercial Sales)

District of Columbia, United States 1 week ago

Healthcare Sales Business Development, Senior Manager

Capture Manager, Public Sector Sales Operations

Territory Sales Manager - Washington DC & MD

Washington, DC $85,000.00-$100,000.00 1 week ago

Territory Sales Manager - Washington DC & MD

Bethesda, MD $85,000.00-$100,000.00 1 week ago

Territory Sales Manager - Washington DC & MD

Silver Spring, MD $85,000.00-$100,000.00 1 week ago

Territory Sales Manager - Washington DC & MD

Arlington, VA $85,000.00-$100,000.00 1 week ago

Washington, DC $65,000.00-$75,000.00 1 week ago

Maryland, United States $110,300.00-$181,250.00 6 days ago

Washington, DC $115,000.00-$130,000.00 2 weeks ago

District of Columbia, United States $70,000.00-$120,000.00 5 months ago

Maryland, United States $77,600.00-$124,100.00 1 week ago

We’re unlocking community knowledge in a new way. Experts add insights directly into each article, started with the help of AI.