Public Sector Strategic Account Leader - Systems Integrators

Remote, Washington DC Enterprise Sales - Public Sector
This position is remote based, located in the Washington DC metro area.

As a Federal Channel Manager your primary goal will be to build pipeline and channel revenue with high performance partners. This high-energy position requires the candidate to be extremely motivated and results-driven – with follow through to create and qualify partner-initiated opportunities.



  • Identify and recruit new federal alliance partners in key markets through market analysis and cross-leveraging channel ecosystems of key alliance partners
  • Coordinate and conduct sales training for partner onboarding
  • Manage sales opportunities with all designated Partners, providing accurate and updated sales funnel.
  • Build and maintain quarterly business plans for top partner accounts.
  • Development of territory plan, including documenting recruiting strategy.
  • Assist Partners in broadening their product expertise and sales opportunities, striving for growth from all associated selling resources.
  • Provide timely and on-going deal support to help close new opportunities at identified resellers including pricing requests, resource coordination, and other partner management activities.
  • Drive marketing initiatives, go-to-market programs, and demand generation activities that will result in new reseller sales opportunities
  • Proactively develop incentives or contests that will increase GitLab’s consideration rate within the reseller’s sales force.
  • Provide overall relationship management and act as the central point of contact for channel resellers and distributors.
  • Be a key contributor to help define and scale the optimal channel partner program.
  • Assist sales management in conveying customer needs to product managers, and technical support staff


  • Recent experience in software Federal Channel Sales is mandatory including knowledge of 2-tier (distribution) reseller models.
  • Work under minimal supervision on complex projects.
  • Strong interpersonal skills and ability to excel in a team oriented atmosphere
  • Strong written/verbal communications skills
  • Very motivated and goal-oriented
  • Must want a career-oriented environment that is both fun and professional.
  • Strong customer service orientation and ability to develop and maintain relationships
  • You share our values, and work in accordance with those values.


To view the full job description and its compensation calculator, view our handbook. The compensation calculator can be found towards the bottom of the page.
Additional details about our process can be found on our hiring page.



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