Channel Manager, Public Sector

ARMADA; Washington (District of Columbia); On-site; USD 147,000 - 184,000; Full time

Benefits offered by this job

Equity

Subsidized benefits

401(k) and Roth 401(k)

Unlimited PTO

14 paid holidays

Job summary

Armada is seeking a Channel Manager, Public Sector, to drive go-to-market strategy with distributors and partner sellers, accelerating co-sell deals across federal, state, local, and education sectors. You will coordinate joint selling efforts, manage deal registrations, and advance public sector partnerships.

You will support Armada’s GTM with cross-functional teams, leverage Carahsoft relationships, and help scale revenue while working from a remote US location (DC area preferred).

Qualifications

• 5+ years of experience in partner/channel management, business development, or enterprise sales, preferably in technology with public sector exposure.
• Proven success in managing co-sell motions and influencing partner-led revenue.
• Strong preference for candidates with Carahsoft or comparable public sector distributors.
• Strong understanding of cloud and edge computing trends and the enterprise tech landscape.
• Excellent interpersonal and relationship-building skills with internal and external stakeholders.
• Highly organized, self-motivated, and able to manage multiple priorities in a fast-paced environment.
• Experience working with Salesforce.

Responsibilities

• Co-Sell Orchestration: Work closely with Armada account executives and partner sellers to identify co-sell opportunities, align target accounts, and coordinate joint selling efforts.
• Deal Sourcing & Management: Proactively source new business opportunities through public sector channel partners and help Armada sellers engage and close deals.
• Seller Pairing & Enablement: Match and manage pairings between Armada and partner sellers, ensuring effective communication, shared value propositions, and account planning.
• Deal Registration, Compliance, & Enablement: Own the end-to-end process for registering deals within partner ecosystems (including Carahsoft, where required), ensuring timely and accurate submissions aligned with partner requirements. Create enablement assets and train the Armada sales team on a regular basis.
• Relationship Management: Maintain and deepen strategic relationships with public sector channel partner field sellers, channel teams, and sales leadership, including at Carahsoft and other relevant distributors.
• Performance Reporting: Track and report on key performance indicators, pipeline growth, and revenue outcomes related to public sector partnership activities, both internally within Armada and with partner sales leadership, to position Armada as a leading value-added partner in the public sector space.
• Strategic Planning: Collaborate with Armada's marketing teams to support joint campaigns, events, and account-based marketing aligned with public sector partner priorities.

Skills

Partner/channel management

Business development

Enterprise sales

Public sector/government channels

Co-sell motions

Salesforce

Tools

Salesforce

Job description

Armada is thehyperscalerfor the edge, delivering modular AI infrastructure from first deployment to AI factory with speed,scaleand sovereignty. Namedone of Fast Company's Most Innovative Companiesandtothe CNBC Disruptor 50, Armada’s solutions are deployed in over 60 countries globally for organizations ranging from energy to defense.

With nearly $500 million in funding to date, Armada is backed by leading investors including FoundersFund, Lux, BlackRock and Microsoft (M12), alongside strategic partnerships with Microsoft, Dell,Palantir, NVIDIA, SpaceX, and Skydio. We are building the infrastructure layer for sovereign and edgeAI - rugged, deployable compute for customers that cannot rely on centralized cloud.

Working at Armada means taking ownership, driving autonomy, and delivering impact. You’ll tackle challenges that haven’t been solved before and help build something transformative from the ground up. What you do here will not only define your career but help further Armada’s mission to bridge the digital divide for customers around the world.

About the Role

As Channel Manager, Public Sector at Armada, you will be responsible for driving go-to-market strategy and revenue growth through Armada's public sector channel partnerships, including with distributors such as Carahsoft, resulting in a high volume of co-sell deals annually. This role will serve as the central liaison between Armada's sales organization and our public sector channel partners, working to align joint selling efforts, managing deal registrations, and accelerating pipeline generation and deal closures.

This role is critical to Armada's public sector GTM strategy and will have high impact across federal, state, local, and education (SLED) verticals, requiring strong cross-functional coordination and frequent updates to Armada's leadership.

Location

United States (Remote), ideally DC area.

What You'll Do (Key Responsibilities)

• Co-Sell Orchestration: Work closely with Armada account executives and partner sellers (including Carahsoft, where applicable) to identify co-sell opportunities, align target accounts, and coordinate joint selling efforts.
• Deal Sourcing & Management: Proactively source new business opportunities through public sector channel partners and help Armada sellers engage and close deals.
• Seller Pairing & Enablement: Match and manage pairings between Armada and partner sellers, ensuring effective communication, shared value propositions, and account planning.
• Deal Registration, Compliance, & Enablement: Own the end-to-end process for registering deals within partner ecosystems (including Carahsoft, where required), ensuring timely and accurate submissions aligned with partner requirements. Create enablement assets and train the Armada sales team on a regular basis.
• Relationship Management: Maintain and deepen strategic relationships with public sector channel partner field sellers, channel teams, and sales leadership, including at Carahsoft and other relevant distributors.
• Performance Reporting: Track and report on key performance indicators, pipeline growth, and revenue outcomes related to public sector partnership activities, both internally within Armada and with partner sales leadership, to position Armada as a leading value-added partner in the public sector space.
• Strategic Planning: Collaborate with Armada's marketing teams to support joint campaigns, events, and account-based marketing aligned with public sector partner priorities.

Required Qualifications

• 5+ years of experience in partner/channel management, business development, or enterprise sales, preferably in the technology industry, with direct exposure to public sector/government channels.
• Proven success in managing co-sell motions and influencing partner-led revenue.
• Strong preference given to candidates who have worked with Carahsoft or comparable public sector distributors/resellers.
• Strong understanding of cloud and edge computing trends and the enterprise tech landscape.
• Excellent interpersonal and relationship-building skills with both internal stakeholders and external partners.
• Highly organized, self-motivated, and capable of managing multiple priorities in a fast-paced environment.
• Experience working with sales tools such as Salesforce.

Preferred Qualifications

• Direct experience working with or through Carahsoft's partner ecosystem.
• Familiarity with federal, defense, or SLED contracting and procurement processes.
• Background working with government systems integrators or public sector-focused technology vendors.

For U.S. Based candidates

To ensure fairness and transparency, the On-Target Earnings (OTE) for this role for candidates in the U.S. are listed below, varying based on location experience, skills, and qualifications. In addition to base salary, this role will also be offered equity and subsidized benefits (details available upon request).

• Competitive base salary and equity
• Medical, dental, and vision (subsidized cost)
• Health savings accounts (HSA), flexible spending accounts (FSA), and dependent care FSAs (DCFSA)
• Retirement plan options, including 401(k) and Roth 401(k)
• Unlimited paid time off (PTO)
• 14 paid company holidays per year

Compensation

$147,000 - $184,000 USD

You're a Great Fit if You're

• A go-getter with a growth mindset. You're intellectually curious, have strong business acumen, and actively seek opportunities to build relevant skills and knowledge
• A detail-oriented problem-solver. You can independently gather information, solve problems efficiently, and deliver results with a "get-it-done" attitude
• Thrive in a fast-paced environment. You're energized by an entrepreneurial spirit, capable of working quickly, and excited to contribute to a growing company
• A collaborative team player. You focus on business success and are motivated by team accomplishment vs personal agenda
• Highly organized and results-driven. Strong prioritization skills and a dedicated work ethic are essential for you

Equal Opportunity Statement

At Armada, we are committed to fostering a work environment where everyone is given equal opportunities to thrive. As an equal opportunity employer, we strictly prohibit discrimination or harassment based on race, color, gender, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other characteristic protected by law. This policy applies to all employment decisions, including hiring, promotions, and compensation. Our hiring is guided by qualifications, merit, and the business needs at the time.

Unsolicited Resumes and Candidates

Armada does not accept unsolicited resumes or candidate submissions from external agencies or recruiters. All candidates must apply directly through our careers page. Any resumes submitted by agencies without a prior signed agreement will be considered unsolicited and Armada will not be obligated to pay any fees.