Federal Channel Sales Manager: Build Partner Pipeline

Root; Maryland; On-site; USD 120,000 - 190,000; Full time

Job summary

Aikido Strategics & Defense is seeking a Channel Business Manager for Chicago to build and scale our partner-driven pipeline across VARs, resellers, MSPs, and federal accounts. You’ll own the motion from ground up, recruit partners, activate partner sellers, and collaborate with the US sales team to generate real pipeline and revenue.

You have a hunter mindset, a strong network in government-focused tech, and experience with channel GTM motions.

Qualifications

• 4+ years building partner-driven pipeline in channel, partner, or B2B SaaS sales.
• Existing network of VARs, resellers, integrators, and other partners that sell into federal accounts.
• Demonstrated ability to open doors, activate partner sellers, and drive momentum in a government buying environment.
• Strong ownership mindset with a bias toward action and persistence.
• Comfortable operating with ambiguity, building new processes, and helping to define the motion as Aikido Strategics & Defense grows.

Responsibilities

• Build and own a net-new partner pipeline across VARs, resellers, and MSPs.
• Leverage your existing partner relationships to create early opportunities and accelerate market entry.
• Pitch Aikido to partner account managers and enable them to actively position and sell the product.
• Run joint GTM motions that generate real pipeline and revenue.
• Close partner-sourced deals while supporting partner-influenced opportunities.
• Track pipeline creation, partner engagement, and revenue KPIs through CRM/PRM.
• Identify and recruit new partners in collaboration with the global partnerships team.
• Help shape the early US channel playbook and repeatable motions.

Skills

Partner pipeline building

VAR/Reseller network

Government channel sales

CRM/PRM familiarity

Opening doors - hunter mindset

Cybersecurity background

Tools

CRM/PRM platforms

Job description

Aikido Strategics & Defense is seeking a Channel Business Manager for Chicago to build and scale our partner-driven pipeline across VARs, resellers, MSPs, and federal accounts. You’ll own the motion from ground up, recruit partners, activate partner sellers, and collaborate with the US sales team to generate real pipeline and revenue.

You have a hunter mindset, a strong network in government-focused tech, and experience with channel GTM motions.