Channel Manager

About the Role

As Channel Manager, Public Sector at Armada, you will be responsible for driving go-to-market strategy and revenue growth through Armada's public sector channel partnerships, including with distributors such as Carahsoft, resulting in a high volume of co-sell deals annually. This role will serve as the central liaison between Armada's sales organization and our public sector channel partners, working to align joint selling efforts, managing deal registrations, and accelerating pipeline generation and deal closures.

This role is critical to Armada's public sector GTM strategy and will have high impact across federal, state, local, and education (SLED) verticals, requiring strong cross-functional coordination and frequent updates to Armada's leadership.

LocationUnited States (Remote), ideally DC area.

What You'll Do (Key Responsibilities)

• Co-Sell Orchestration: Work closely with Armada account executives and partner sellers (including Carahsoft, where applicable) to identify co-sell opportunities, align target accounts, and coordinate joint selling efforts.
• Deal Sourcing & Management: Proactively source new business opportunities through public sector channel partners and help Armada sellers engage and close deals.
• Seller Pairing & Enablement: Match and manage pairings between Armada and partner sellers, ensuring effective communication, shared value propositions, and account planning.
• Deal Registration, Compliance, & Enablement: Own the end-to-end process for registering deals within partner ecosystems (including Carahsoft, where required), ensuring timely and accurate submissions aligned with partner requirements. Create enablement assets and train the Armada sales team on a regular basis.
• Relationship Management: Maintain and deepen strategic relationships with public sector channel partner field sellers, channel teams, and sales leadership, including at Carahsoft and other relevant distributors.
• Performance Reporting:Track and report on key performance indicators, pipeline growth, and revenue outcomes related to public sector partnership activities, both internally within Armada and with partner sales leadership, to position Armada as a leading value-added partner in the public sector space.
• Strategic Planning: Collaborate with Armada's marketing teams to support joint campaigns, events, and account-based marketing aligned with public sector partner priorities.

Required Qualifications

• 5+ years of experience in partner/channel management, business development, or enterprise sales, preferably in the technology industry, with direct exposure to public sector/government channels.
• Proven success in managing co-sell motions and influencing partner-led revenue.
• Strong preference given to candidates who have worked with Carahsoft or comparable public sector distributors/resellers.
• Strong understanding of cloud and edge computing trends and the enterprise tech landscape.
• Excellent interpersonal and relationship-building skills with both internal stakeholders and external partners.
• Highly organized, self-motivated, and capable of managing multiple priorities in a fast-paced environment.
• Experience working with sales tools such as Salesforce.
  

Preferred Qualifications

• Direct experience working with or through Carahsoft's partner ecosystem.
• Familiarity with federal, defense, or SLED contracting and procurement processes.
• Background working with government systems integrators or public sector-focused technology vendors.

Compensation & Benefits

For U.S. Based candidates: To ensure fairness and transparency, the On-Target Earnings (OTE) for this role for candidates in the U.S. are listed below, varying based on location experience, skills, and qualifications.  In addition to base salary, this role will also be offered equity and subsidized benefits (details available upon request).

Benefits

• Competitive base salary and equity
• Medical, dental, and vision (subsidized cost)
• Health savings accounts (HSA), flexible spending accounts (FSA), and dependent care FSAs (DCFSA)
• Retirement plan options, including 401(k) and Roth 401(k)
• Unlimited paid time off (PTO)
• 14 paid company holidays per year