Channel Account Manager

Summary

Join Recorded Future's high-impact channel sales team and become a Channel Account Manager, focusing on expanding relationships with key government-focused partners in the FED/SLED space. You will develop and execute go-to-market strategies, build strong partner relationships, navigate government procurement processes, and drive sales enablement initiatives. Collaboration with internal teams is crucial for maximizing partner success and ensuring compliance with federal channel sales rules. This role requires deep public sector expertise and strong operational skills to support a large sales team. Recorded Future offers a dynamic work environment with a diverse team and a commitment to inclusion.

Requirements

• 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

Responsibilities

• 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

Benefits

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