Channel Account Manager, Federal

Recorded Future
United States, Washington, Seattle
Mar 07, 2025
With 1,000 intelligence professionals, over $300M in sales, and serving over 1,800 clients worldwide, Recorded Future is the world's most advanced, and largest, intelligence company! Join a high-impact channel sales team at the forefront of driving cybersecurity adoption in the FED/SLED space. As a Channel Account Manager, you will own and expand relationships with key government-focused partners, driving revenue through strategic enablement, go-to-market execution, and deep public sector expertise. What You'll Do as the Channel Account Manager: Develop and execute go-to-market strategies to increase partner-sourced revenue within the federal and SLED markets. Build and strengthen relationships with key distribution and reseller partners, ensuring they are enabled to sell and position our solutions effectively. Navigate government procurement processes, contract vehicles, and compliance regulations to accelerate sales cycles. Drive sales enablement initiatives, engaging technical sellers and engineers within partner organizations to fuel pipeline growth. Collaborate with internal teams (marketing, presales, and federal sales teams) to execute joint GTM plans that maximize partner success. Ensure alignment with federal channel sales rules of engagement, including spending limitations and compliance requirements. Support a 15-person federal sales team, providing operational expertise to ensure smooth execution in the public sector space. What You Bring as the Channel Account Manager: Experience working with federal and SLED distribution and reseller partners to drive adoption and sales growth. Deep knowledge of public sector procurement, including contract vehicles and compliance regulations. Proven ability to develop GTM plans that drive partner-led deal registrations and pipeline acceleration. Strong operational skills, capable of supporting large sales teams while ensuring compliance with strict government regulations. Strategic relationship-building ability, with experience engaging and mobilizing key technical and sales stakeholders within partner organizations. Metrics-driven approach, with a track record of achieving revenue goals through partner engagement. Problem-solving and conflict resolution skills, with the ability to navigate procurement challenges and remove barriers to sales execution. #LI-Remote Why should you join Recorded Future? Recorded Future employees (or "Futurists"), represent over 40 nationalities and embody our core values of having high standards, practicing inclusion, and acting ethically. Our dedication to empowering clients with intelligence to disrupt adversaries has earned us a 4.8-star user rating from Gartner and more than 45 of the Fortune 100 companies as clients. Want more info? Blog & Podcast: Learn everything you want to know (and maybe some things you'd rather not know) about the world of cyber threat intelligence Instagram&Twitter: What's happening at Recorded Future The Record: The Record is a cybersecurity news publication that explores the untold stories in this rapidly changing field Timeline: History of Recorded Future Recognition: Check out our awards and announcements We are committed to maintaining an environment that attracts and retains talent from a diverse range of experiences, backgrounds and lifestyles. By ensuring all feel included and respected for being unique and bringing their whole selves to work, Recorded Future is made a better place every day. If you need any accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to our recruiting team at careers@recordedfuture.com Recorded Future is an equal opportunity and affirmative action employer and we encourage candidates from all backgrounds to apply. Recorded Future does not discriminate based on race, religion, color, national origin, gender including pregnancy, sexual orientation, gender identity, age, marital status, veteran status, disability or any other characteristic protected by law. Recorded Future will not discharge, discipline or in any other manner discriminate against any employee or applicant for employment because such employee or applicant has inquired about, discussed, or disclosed the compensation of the employee or applicant or another employee or applicant. Recorded Future does not administer a lie detector test as a condition of employment or continued employment. This is in compliance with the law of the Commonwealth of Massachusetts, and in alignment with our hiring practices across all jurisdictions. Notice to Agency and Search Firm Representatives: Recorded Future will not accept unsolicited resumes from any source other than directly from a candidate. Any unsolicited resumes sent to Recorded Future, including those sent to our employees or through our website, will become the property of Recorded Future. Recorded Future will not be liable for any fees related to unsolicited resumes. Agencies must have a valid written agreement in place with Recorded Future's recruitment team and must receive written authorization before submitting resumes. Submissions made without such agreements and authorization will not be accepted and no fees will be paid.