Federal Channel Manager

EST Companies; Lakewood (WA); On-site; USD 110,000 - 190,000; Full time

Job summary

EST Companies seeks a Federal Channel Manager to shape engagement with federal procurement channels and drive growth through prime contractors, GSA holders, and IDIQ participants.

You will steer compliant strategies, build alliances, and enable sales teams for complex government deals while representing EST at industry events and partner meetings.

Qualifications

• Bachelor’s degree required in business administration, marketing, or related field.
• 5+ years of experience in public sector channel management or federal contracting.
• Established relationships with Tier-1 federal contract holders.
• Strong literacy in FAR/DFARS and government contract vehicles.
• Excellent presentation skills for technical and executive audiences.
• Strong interpersonal and cross-cultural communication skills.
• Willingness to travel across the U.S. (~10%).
• Eligibility to obtain/maintain US passport and Real ID.

Responsibilities

• Develop and strengthen EST’s federal channel strategy with partners.
• Identify, recruit, and onboard strategic federal partners.
• Navigate contract structures, FAR/DFARS, and key stakeholders.
• Map offerings to federal contract vehicles and draft SOPs.
• Audit procurement packages and maintain compliance metrics.
• Deliver monthly/quarterly contract performance reports.

Skills

Public sector channel management

Federal contracting

Relationship building

Strategic partnerships

Sales enablement

Education

Bachelor's degree in business or related field

Tools

Microsoft Office

ZOHO

Job description

Are you ready to elevate your career by shaping how EST engages with federal procurement channels? As a Federal Channel Manager, you’ll develop, manage, and optimize relationships with prime contractors, GSA contract holders, and IDIQ participants while guiding EST’s strategy across federal contract vehicles. You’ll serve as EST’s in‑house expert on government contract path navigation—building compliant strategies, strengthening partner alliances, and driving sustainable growth across federal agencies.

In this role, you’ll represent EST at partner meetings, trade shows, and industry events while helping internal teams understand contract structures, navigate procurement requirements, and execute compliant sales strategies. If you’re energized by federal contracting, strategic partnerships, and enabling sales teams to win in complex environments, this is an opportunity to make a meaningful impact.

RESPONSIBILITIES

Develop and Strengthen Federal Channel Strategy

• Identify, recruit, and onboard strategic federal partners to expand EST’s market share.
• Seek out and evaluate new procurement contract paths across federal agencies.
• Understand contract structures, prime vendor players, and key procurement stakeholders.
• Analyze contract parameters including cost factors, competitive criteria, tariff/tax implications, funding methods, and execution timeframes.
• Map EST offerings to critical federal contract vehicles to maximize visibility and utilization.
• Draft and update SOPs for contract strategies with efficiency and FAR/DFARS compliance in mind.

Administration, Compliance, and Oversight

• Prescribe developed contract strategies to the sales team and support their execution.
• Audit procurement package submissions to ensure alignment with organizational standards and contract requirements.
• Maintain performance metrics for each contract path to ensure continuous operational compliance.
• Track and deliver accurate monthly and quarterly reports related to contract performance.
• Navigate intricate tariff and tax implications and jurisdictional rules across federal procurement.
• Analyze cost factors, funding methods, and competitive criteria to ensure financial viability of agreements.
• Guard compliance standards and ensure all channel activities adhere strictly to FAR and DFARS regulations.

Additional Responsibilities

• Attend trade shows and networking events as directed to support partner engagement and supplier sourcing.
• Train individuals or small groups on related company processes or software.
• Perform duties with minimal supervision while coordinating closely with the EST Sales Manager.
• Maintain assigned company property including vehicle and computer.

REQUIREMENTS

• Bachelor’s degree in business administration, marketing, or related field.
• 5+ years of experience in public sector channel management or federal contracting.
• Established relationships with Tier‑1 federal contract holders.
• Strong literacy in federal procurement cycles, FAR regulations, and government contract vehicles; experience coordinating across multiple suppliers and stakeholders.
• Excellent presentation skills for both technical teams and executive‑level stakeholders.
• Strong interpersonal and communication skills with the ability to build relationships across cultures and military environments.
• Proficiency in Microsoft Office and enterprise management applications (ZOHO).
• Ability to work independently while collaborating effectively with U.S.‑based teams.
• Familiarity with mechanical and electrical equipment preferred.
• Trade show experience focused on sourcing, vetting suppliers, technology, and networking.
• Ability to travel extensively throughout the U.S. (approx. 10%).
• Real ID, excellent driving record, and ability to obtain/maintain a U.S. Passport and military base passes.

PHYSICAL DEMANDS

• Ability to complete complex work requiring continuous mental and visual effort.
• Prolonged periods of sitting, computer work, and standing.
• Ability to maneuver around moving objects, vehicles, and machinery.
• Ability to work outdoors under various environmental conditions.
• May include exposure to hazardous materials and equipment.
• Ability to routinely lift 50 lbs and occasionally up to 100 lbs.
• Required to travel via commercial aircraft.

ADDITIONAL INFORMATION

EST Companies intends to provide a drug‑and alcohol‑free work environment for our employees and customers. Pre‑employment drug and alcohol testing is required for all new hires. As a Federal Contractor, EST follows Federal guidelines, which include marijuana as a prohibited substance.

We are an Equal Employment Opportunity (EEO) employer and welcome all qualified applicants. Applicants will receive fair and impartial consideration without regard to race, sex, color, religion, national origin, age, disability, veteran status, genetic data, or any other legally protected status.

We want you to succeed. If you need a reasonable accommodation to navigate our application or interview process, please let us know by contacting [e-mail].

Visit www.estcos.com to learn more about EST Companies, LLC.