Federal Channel Growth Director

forwardnetworks; Washington (District of Columbia, VA); On-site; USD 150,000 - 190,000; Full time

Job summary

Forward is seeking its first Partner Sales Director for Federal and Public Sector to build and scale a Federal and Public Sector Partner ecosystem. You will recruit Federal resellers, distributors, and MSPs who can sell and deliver Forward, owning partner-sourced and partner-influenced pipeline and the resulting revenue.

This is a 100% channel role. You’ll report to the VP, Strategic Partnerships & Channel Sales, collaborating with the Federal RSDs and SEs, shaping the F3P program for Federal,

Qualifications

• 7–10 years selling into or supporting the Federal Government market.
• 5+ years in channel or Partner sales with hands-on selling.
• Record of exceeding quota in an Enterprise software ARR model.
• Existing network of Federal Partners you can leverage.
• Working knowledge of Federal procurement and contract vehicles (GSA MAS, SEWP, CIO-SP and similar).

Responsibilities

• Build the Federal and Public Sector Partner strategy and align coverage to agency plans.
• Execute the Partner lifecycle: Recruit, Onboard, Enable, Grow.
• Recruit and engage Federal resellers, distributors and MSPs with strategic potential.
• Onboard stakeholders and drive partner agreements through to signature.
• Enable partners with training, pricing, and partner economics information.
• Grow partner-driven revenue by managing pipeline, QBRs and targets.
• Drive Federal revenue with buy/sell opportunities and multi-partner efforts.
• Lead Partner marketing and demand generation for Federal campaigns.
• Manage pipeline and bookings in Salesforce for partner-sourced and influenced deals.
• Travel up to 25% across the DC/MD/VA region.

Skills

Federal government sales

Channel/Partner sales

Enterprise software

Sales pipeline management

Regional/industry knowledge

Tools

Salesforce

Job description

Forward is seeking its first Partner Sales Director for Federal and Public Sector to build and scale a Federal and Public Sector Partner ecosystem. You will recruit Federal resellers, distributors, and MSPs who can sell and deliver Forward, owning partner-sourced and partner-influenced pipeline and the resulting revenue.

This is a 100% channel role. You’ll report to the VP, Strategic Partnerships & Channel Sales, collaborating with the Federal RSDs and SEs, shaping the F3P program for Federal,