Channel Manager - HPE Federal

Arrow Enterprise Computing Solutions; McLean (VA); On-site; USD 120,000 - 180,000; Full time

Job summary

Arrow Enterprise Computing Solutions is seeking a Channel Manager for HPE Federal to drive growth with federal reseller partners and SI partners across the U.S. Public Sector.

You will develop strategic relationships, execute partner-led GTMs, and expand market share while coordinating with immixGroup, HPE Federal, and partner organizations. The ideal candidate has deep experience in federal channel sales, partner enablement, and understanding of HPE infrastructure, networking, and hybrid cloud

Qualifications

• 8+ years in public sector channel sales.

Responsibilities

• Lead assigned HPE Federal channel partners to drive pipeline and revenue.

Skills

Public sector sales

Channel management

Partner engagement

Business development

Enterprise tech sales

HPE Aruba Networking

Federal procurement

Contract vehicles

Forecasting

Job description

Position: Channel Manager - HPE Federal

Why You'll Love This Role

Innovation happens when the right people, ideas, and technology come together. At Arrow, our Sales teams connect customers with the expertise, solutions, and global capabilities they need to move faster, solve complex challenges, and stay ahead of what's next.

Working across functions and technologies, you'll build lasting partnerships, deliver value beyond products, and help customers transform ideas into real-world solutions while growing your own career in a global technology organization.

Role Overview

immixGroup is seeking a dynamic and knowledgeable HPE Federal Channel Manager to drive growth, partner engagement, and market development across the HPE and HPE Networking portfolio within the U.S. Public Sector. This role is responsible for developing strategic relationships with federal reseller partners, systems integrators, and HPE stakeholders to accelerate revenue growth, expand market share, and execute partner-led go-to-market initiatives across Federal, Defense, Intelligence, and SLED markets.

The ideal candidate will possess a strong understanding of federal procurement, channel strategy, partner enablement, and HPE's infrastructure, networking, hybrid cloud, and as-a-service solutions.

What You'll Be Doing

• Serve as the primary business leader for assigned HPE and HPE Networking public sector channel partners, driving pipeline growth, revenue attainment, and market expansion.
• Develop expertise across HPE's portfolio, including compute, storage, networking, hybrid cloud, AI infrastructure, GreenLake, and HPE Aruba Networking solutions.
• Build and maintain strong executive, sales, and technical relationships within partner organizations, engaging stakeholders from C-level executives to operational teams.
• Identify, recruit, onboard, and develop strategic federal reseller and systems integrator partners aligned to HPE's public sector growth objectives.
• Create and execute joint business plans with partners that include revenue targets, pipeline development initiatives, marketing activities, training plans, and executive engagement strategies.
• Leverage immixGroup and Arrow value-added services, resources, and programs to improve partner capabilities, increase partner profitability, and accelerate solution adoption.
• Collaborate closely with HPE Federal sales leadership, account managers, channel teams, solution architects, and marketing organizations to align partner investments and sales activities with strategic federal opportunities.
• Drive partner enablement through training, certifications, workshops, and solution-focused sales plays designed to increase partner competency and HPE market share.
• Facilitate partner engagement around key federal contract vehicles, agency-specific procurement strategies, and public sector buying programs.
• Coordinate joint business development activities between immixGroup, HPE, and partners, including agency engagements, partner events, executive briefings, and demand-generation activities.
• Work closely with immixGroup contracts, sales operations, and business development teams to maximize partner utilization of government contract vehicles and public sector procurement opportunities.
• Partner with finance and sales leadership to identify growth opportunities, accelerate deal velocity, and maximize profitability across the HPE portfolio.
• Provide accurate forecasting, pipeline management, and business reporting while maintaining accountability for assigned growth objectives and partner performance metrics.
• Monitor federal market trends, agency priorities, competitive activity, and emerging technology initiatives to identify opportunities for partner growth and market differentiation.

What We Are Looking For

• 8+ years of experience in public sector channel sales, partner management, business development, or enterprise technology sales.
• Proven success working with federal reseller partners, systems integrators, distribution partners, and OEM organizations.
• Experience supporting or selling HPE, HPE Aruba Networking, or comparable infrastructure and networking technologies is highly preferred.
• Strong understanding of Federal and SLED procurement processes, contract vehicles, acquisition strategies, and compliance requirements.
• Experience developing and executing partner business plans, go-to-market strategies, and revenue growth initiatives.
• Demonstrated ability to build executive-level relationships and influence stakeholders across partner and vendor organizations.
• Strong understanding of federal technology trends, including cloud, AI, infrastructure modernization, networking, cybersecurity, and as-a-service consumption models.
• Excellent communication, presentation, negotiation, and relationship management skills.
• Ability to analyze pipeline performance, identify growth opportunities, and execute strategic account plans.
• Proficiency with Salesforce CRM, forecasting tools, and channel perf