Federal Reseller Program Manager

Keysight Technologies

Fairfax (VA)

On-site

USD 151,000 - 251,000

Full time

11 days ago

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Benefits offered by this job

Medical, dental and vision

401(k) Plan

Flexible Time Off

Tuition Reimbursement

Job summary

Keysight Technologies is seeking a Federal Reseller Program Manager to enable and coordinate sales with U.S. Federal Government customers through authorized and unauthorised reseller partners. The role focuses on compliant procurement and managing URs to ensure competitive bids.

You will liaise with Federal direct sales, CCC, Credit, Finance and other teams to prepare timely quotes and maintain strong partner relationships. Strong knowledge of government vehicles (GSA, SEWP, DLA) is preferred.

Qualifications

Bachelor’s or Master’s degree in Engineering (Electrical, Mechanical, or related field).
5+ years of experience in the test & measurement industry and/or U.S. Federal Government market, with strong familiarity with technical products and customer applications.
At least 8 years in sales, business development, channel/partner management, or related customer-facing roles, with a consistent record of exceeding performance targets.

Responsibilities

Build, develop, and maintain a high-performing network of authorized Federal Resellers.
Identify, vet, and manage Unauthorized Resellers (URs) to enable compliant procurements.
Maintain and administer the UR no-bid list in alignment with policy and Federal acquisition requirements.
Evaluate and assign new accounts that appear to be resellers; determine engagement model and channel path.
Partner with Federal direct sales teams to ensure accurate and compliant configurations and quotes.
Support deal strategy, forecasting, and pipeline accuracy with Federal teams.
Coordinate timely status updates on reseller-supported opportunities.
Coordinate multiple competitive reseller quotes as required by government rules.
Review and approve UR RFQs, ensuring adherence to pricing strategy and compliance.

Skills

Partner/reseller program management

Indirect sales models

Analytical problem solving

Cross-functional collaboration

Education

Bachelor’s or Master’s degree in Engineering

Job description

Overview

Keysight is at the forefront of technology innovation, delivering breakthroughs and trusted insights in electronic design, simulation, prototyping, test, manufacturing, and optimization. Our ~16,800 employees create world‑class solutions in communications, 5G, automotive, energy, quantum, aerospace, defense, and semiconductor markets for customers in over 100 countries. Learn more about what we do.

Our award‑winning culture embraces a bold vision of where technology can take us and a passion for tackling challenging problems with industry‑first solutions. We believe that when people feel a sense of belonging, they can be more creative, innovative, and thrive at all points in their careers.

The Federal Reseller Program Manager is responsible for enabling and facilitating Keysight sales into U.S. Federal Government customers and prime contractors through both authorized and non‑authorized reseller partners. This role is essential in scenarios where direct sales are restricted due to mandated government purchasing vehicles (e.g., GSA, SEWP, DLA SOE) or when acquisition rules require multiple competitive bids.

This position serves as the central liaison between Federal Resellers, Keysight’s direct Federal sales teams, Customer Care, Credit, Finance, and other internal stakeholders. The Program Manager ensures compliant, competitive, and timely responses to government opportunities while maintaining strong partner relationships and minimizing risk.

Responsibilities

Federal Reseller Strategy & Program Management

Build, develop, and maintain a high‑performing network of authorized Federal Resellers capable of supporting required government purchasing vehicles.
Identify, vet, and manage Unauthorized Resellers (URs) to enable compliant procurements when authorized partners are unavailable.
Maintain and administer the UR no‑bid list in alignment with Keysight policy and Federal acquisition requirements.
Evaluate and assign new accounts that appear to be resellers; determine the appropriate engagement model and channel path.

Sales Enablement & Deal Support

Partner closely with Federal direct sales teams to ensure accurate and compliant product configurations and solutions are quoted.
Partner closely with Federal direct sales teams to support deal strategy, forecasting, and pipeline accuracy.
Partner closely with Federal direct sales teams to provide timely status updates on reseller‑supported opportunities.
Support Federal Primes by coordinating multiple competitive reseller quotes as required by government acquisition regulations.
Recommend alternatives for discontinued or obsolete products to maintain viable bids and strengthen competitiveness.

Quoting & Pricing Support

Work with the Customer Care Center (CCC) to manage reseller quote requests with accuracy and strong turnaround times.
Directly prepare quotes for complex, urgent, or high‑visibility government requirements as needed.
Review and approve UR RFQs, ensuring adherence to Keysight’s pricing strategy and compliance standards.

Account & Financial Management

Serve as the primary account manager for Federal Reseller partners, including coordination with Credit & Collections.
Monitor reseller performance, responsiveness, and compliance with program expectations.
Support the resolution of commercial, contractual, and transactional issues affecting opportunity execution.

Program Operations & Expertise

Contribute to continuous improvement of Federal reseller processes, tools, and program policies.
Act as a subject‑matter expert on Federal procurement vehicles, reseller engagement models, and compliance considerations.
Perform additional reseller account management or program support activities as required.

Qualifications

Education & Experience

Bachelor’s or Master’s degree in Engineering (Electrical, Mechanical, or related technical field preferred).
Minimum of 5 years of experience in the test & measurement industry and/or U.S. Federal Government market, with strong familiarity with technical products and customer applications.
At least 8 years of experience in sales, business development, channel/partner management, or related customer‑facing roles, with a consistent record of exceeding performance targets.

Technical & Industry Expertise

Proven experience managing partner or reseller programs, including enablement, performance tracking, compliance, and growth initiatives.
Deep understanding of indirect sales models, partner ecosystems, and Federal procurement practices.
Strong analytical and problem‑solving skills with the ability to assess complex deal structures, pricing scenarios, and channel strategies.

Leadership & Collaboration

Strong leadership presence with the ability to influence, align, and collaborate across diverse cross‑functional teams (Sales, CCC, Finance, Legal, Credit, etc.).
Demonstrated ability to manage conflict, resolve issues, and drive forward momentum in time‑sensitive, high‑visibility situations.

Communication & Interpersonal Skills

Excellent communication, negotiation, and relationship‑building capabilities, with the ability to present confidently to internal and external stakeholders.
High degree of professionalism and customer focus, especially in mission‑critical Federal environments.

Preferred Qualifications

MBA or related business education is a strong plus.
Experience working directly with Federal purchasing vehicles (GSA, SEWP, DLA SOE) and Federal Primes is highly desirable.

CO and VA Pay Range MIN $150,730 MIDPOINT $200,970.00 MAX $251,220.00

DC Area Pay Range MIN $162,330.00 MIDPOINT $216,430.00 MAX $270,540.00

Note: For other locations, pay ranges will vary by region

US Employees May Be Eligible For The Following Benefits