Federal Channel Director

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🕒 March 26

🏛️ District of Columbia, Washington – Remote

🏛️ District of Columbia – Remote ☕ Washington – Remote

⏰ Full Time

🔴 Lead

👔 Director

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AppGate

WebsiteLinkedInAll Job Openings

501 - 1000 employees

🔒 Cybersecurity

🏢 Enterprise

Cybersecurity • Enterprise

AppGate is a global cybersecurity company that delivers high-performance Zero Trust Network Access (ZTNA) solutions for enterprises and government agencies. Its platform enforces identity-based, adaptive access policies using real-time risk scoring, AI-powered application discovery, and a direct-routed architecture designed to avoid cloud bottlenecks and scale with demanding environments. AppGate also provides professional services and cyber advisory offerings — including adversary simulation, penetration testing, and third-party access risk assessments — to help organizations implement and operationalize Zero Trust controls.

📋 Description

• Identify new federal partner target opportunities, qualify existing and future federal program pipeline, and being the face of AppGate Federal to critical mission owners and stakeholders across the FSI, DoD & Civilian community • Leverage a network of contacts in the federal IT market to find influencers and decision makers looking to solve mission-critical challenges for AppGate customers while using your extensive knowledge of government IT spending priorities and budgeting cycles to prioritize your business development efforts • Ensure federal partner compliance with partner agreements • Develop selling opportunities within partner organizations; penetrate new divisions and organizations within assigned partner accounts; develop new selling relationships within assigned FSI partner accounts for sell-through • Schedule and attend sales call appointments with prospects in named partner organizations • Proactively recruit new qualifying partners • Achieve assigned channel quota in designated partner accounts • Develop formal quotes, sales proposals or formal sales presentation addressing partner and customer business needs • Engage with senior decision makers and influencers internally and within the accounts supported - must be comfortable and credible in executive conversations • Provide relevant analysis/market information and strategic recommendations to result in a pursue/no-pursue decisions for program business opportunities • Monitor relevant bid-boards, attend industry days, leverage your network to find and qualify major program opportunities for DoD and Civilian via FSI influence or sell through • Work closely with Customer Service Representatives to ensure customer satisfaction and problem resolution

🎯 Requirements

• Bachelor’s degree required • 5 - 10 years’ experience working for security software provider in Federal Channel Manager capacity • A demonstrated desire to support the mission of the warfighter and national security outcomes, with the understanding that AppGate’s technology plays a direct role in enabling secure, resilient access for those operating in the most demanding contested environments. • Deep understanding of DoD procurement processes, contract vehicles (e.g., GSA, SEWP, OTAs, BPAs, and IDIQs), and budgeting cycles. • Proven success closing large, complex federal deals involving multiple stakeholders, extended procurement timelines, and seven‑figure‑plus outcomes across DoD or USIC environments. • Knowledge of DoD cybersecurity mandates, Zero Trust Network Access (ZTNA), secure and remote access adoption, and networking/security solutions. • Ability to engage with technical stakeholders, including CIOs, CISOs, program managers, and IT decision-makers. • Strong relationship-building skills and experience working with federal system integrators (FSIs), channel partners, and resellers. • Desire to be part of something disruptive with the ability to make visible and meaningful contributions to AppGate’s success. • Comfortable working in a fast paced, less structured, dynamic environment. • Ability to contribute to our culture of hard work and accountability where we treat each other as family with a “win together” attitude. • Ability to travel as needed to support sales objectives. • TS/SCI clearance (preferred but not required). • Salesforce experience preferred.