Federal Channel Sales Director

About the Job

AppGate is a fast-growth organization with a start-up mentality. We have the most widely deployed ZTNA solution across the Department of Defense with key certifications in place, including NIAP Protection Profile and ATOs from IL2 through IL6.

AppGate is searching for a dynamic, self-starter to join our team as a Federal Channel Sales Director. This individual will be directly responsible for managing assigned strategic partners within the Federal ecosystem. The primary focus will be to drive incremental partner-led revenue (new business & net new logos), coordinate sales and technical enablement with new and existing partners and foster a productive engagement model between AppGate’s Federal team and key strategic partners. This individual should be experienced working in a small team environment, comfortable with change and motivated to help take AppGate’s growth to the next level.

Responsibilities will include:

· Channel Partner Management – Build, cultivate and develop strong partnerships with designated partners. Past experience with executive-level relationships within FSIs is critical.

· GTM Planning – Develop and execute AppGate’s Federal Channel GTM plan in alignment with the extended team (Federal Regional Sales Directors, Sales Engineers, Solution Architects, Channel Sales, Marketing and Leadership).

· Pipeline Development – Manage one or more strategic federal partners. Qualify existing and future federal program pipeline and represent AppGate Federal with critical mission owners and stakeholders across the DoD/IC & Civilian communities. 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. Leverage his/her extensive knowledge of government IT spending priorities and budgeting cycles to prioritize your business development efforts.

· Channel Partner Enablement – Develop product and sales competency within assigned partner portfolio and influence their GTM and sales strategy to drive partner-sourced pipeline.

· Influencer Recruitment and Management – Leverage the AppGate Federal Advisory Board and his/her network of contacts in the federal IT market to find influencers and decision makers looking to solve mission-critical challenges for AppGate customers.

· Quota Attainment – Achieve assigned channel quota through designated partner accounts.

· Cyber Community Engagement – Monitor relevant bid-boards, attend industry days, leverage existing professional network to find and qualify major program opportunities for DoD and Civilian via FSI influence or sell-through.

Experience & Qualifications:

• Bachelor’s degree required.
• Minimum of 10 years’ experience working in a Federal Channel Director capacity, preferably in the cybersecurity space.
• Relationships with FSIs, including GDIT, are important.
• Adaptable to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent change, delays, or unexpected events.
• Strong background in both strategy and execution, along with a desire to build and scale the AppGate Federal partner programs through cross-functional GTM motions.
• Strong negotiation skills.
• Strong presentation, communication and interpersonal skills.
• Salesforce.com experience preferred.

This role reports into the VP, Channel Sales and Global Channel Operations. Candidate should reside in Virginia, Maryland or Washington, DC and should expect to be on site with the assigned partner(s) 2-3 days per week.