What are the responsibilities and job description for the Channel Account Manager, Federal position at Absolute Software?
Description
Please note, the successful candidate will be based in Washington D.C., Virginia, or Maryland.
Absolute Security is an award-winning global leader in endpoint management and security. Our Secure Endpoint software is embedded in more than 600M PCs, including all major OEMs and devices being sold to the Federal Government. Absolute has a strong foundation in the Federal market with more than 80 existing customers. As of March 2025, we have officially achieved FedRAMP Authorized status, and as a result we are expanding our Federal Sales team and resources to capitalize on this unique high-growth opportunity.
The Federal Channel Account Manager ("CAM") will be a key member of the Federal go-to-market team reporting to the VP, Channel Sales. The role of the CAM involves developing, managing and growing relationships with channel partners who specialize in Federal government clients. We are looking to both scale our partner ecosystem and develop new partner relationships to drive revenue growth across the entire Absolute product portfolio focused within the Federal government market. Together with your partners you will create joint marketing activities, plan events, coordinate training, and facilitate the alignment of our respective business models resulting in exceeding quarterly sales goals.
The primary responsibility is partner development, recruitment, and growth across Civilian Agencies, Federal Systems Integrators, and Defense Contractors. You will engage and influence key decision makers within our partner community at various levels in the partner organization up to and including the VP-level and C-level executives.
The ideal candidate will have strong business acumen with a proven track record of successfully driving sales within Federal Agencies, Federal Systems Integrators, Defense Contractors, and working with Value Added Partners and National Solution Partners. You must possess a strong desire to assist with winning deals, RFPs and Standards while delivering quarterly revenue commitment and strong forecast accuracy. This position is integral to Absolute's strategy of expanding its market presence within the Federal sector.
Key Responsibilities:
- Partner Recruitment, Development and Management: Actively identify, recruit, and develop new channel partners, while deepening relationships with existing partners.
- Sales Strategy: Collaborate with Federal Sales Team and VP to create and execute channel strategies aimed at driving revenue growth in the Federal market.
- Opportunity Identification: Proactively identify and pursue new business opportunities with Federal channel partners, while addressing competitive threats.
- Business Development: Identify and engage new Federal partners to fill gaps in coverage or to explore new market opportunities. This involves working closely with partners to develop go-to-market strategies and joint marketing initiatives.
- Training & Enablement: Provide sales training and enablement resources to partners, ensuring they are well-equipped to promote and sell Absolute's solutions.
- Account Planning: Work on account planning and regularly track the progress of leads assigned to channel partners, ensuring they are followed through to closure.
- Conflict Resolution: Manage and resolve any channel conflicts to maintain strong partner relationships and ensure alignment with company goals.
- Work closely with a cross-functional team of Sales Leadership, Pre-Sales, Marketing, Channel, and OEM partners to execute on the strategic sales plan
- Exceed quarterly and annual ARR sales targets
- Protect the security and privacy of Absolute and its customers
Required Qualifications & Experience:
- Experience: 5-10 years of experience in sales, particularly in Federal channel management, with a focus on high-end software solutions such as SaaS, cloud services, or IT infrastructure.
- Mandatory Federal Market Expertise: Experience working with Federal partners and a deep understanding of Federal contracting vehicles and sales processes.
- Communication Skills: Strong communication and negotiation skills are essential, as the role requires frequent interaction with senior stakeholders within partner organizations.
- Travel: Willingness to travel within the assigned territory, which could be up to 50% of the time.
- Bachelor's degree in business, Sales, Marketing, or related field preferred
- Experience supporting with large, complex deals with long sales cycles
- Strong knowledge and experience working with the Federal market and partner ecosystem
- Proven track record of executing sales strategies to acquire new Federal customers
- Excellent communication, presentation, consultative, and negotiation skills
- Self-motivated, aggressive self-starter with a passion for driving results and exceeding targets
- Proficient with Salesforce.com and modern sales tech stack tools
- Modern sales methodology and MEDDPICC proficiency
- Force Management Command of the Message experience highly desirable
- Ability to work independently and as part of a collaborative team
Cultural Fit:
- The ideal candidate should be able to navigate the complexities of the Federal market while fostering strong, trust-based relationships with partners. Creativity in resolving conflicts and a proactive approach to driving revenue are also crucial.
Why Work For Us:
You're resilient and passionate about securing the Work from Anywhere era.
So are we.
You're resilient and passionate about securing the Work from Anywhere era.
So are we.
We're in search of the best and the brightest - everyone from innovators, sellers and marketers to financers, operators and especially customer relationship managers - we're looking for top tier talent to help us shape the next decade of security, drive innovation that enables customers with truly disruptive solutions and are dedicated to making a meaningful difference.
Headquartered in Seattle, Washington with international offices in Vancouver - BC, Austin - TX, Boulder - CO, Ankeny - IA, Reading - UK and Ho Chi Minh City - Vietnam, Absolute Security accelerates customers' shift to work-from-anywhere through the industry's first self-healing Zero Trust platform, ensuring maximum security and uncompromised productivity. Only Absolute is embedded in more than half a billion devices, offering a permanent digital connection that intelligently and dynamically applies visibility, control and self-healing capabilities to endpoints, applications, and network access to ensure their cyber resilience tailored for distributed workforces.
Our vision is to be the world's most trusted security company - and to empower end users to connect securely and from anywhere, to all the applications they need to collaborate and get their work done, without interruptions and with an optimal network experience. Absolute currently serves approximately 16,000 customers with more than 13 million activated endpoints globally. G2 recognized Absolute as a Leader in the Winter 2022 Endpoint Management and Zero Trust Networking Grid Reports, reflecting our continued customer satisfaction across product lines. To learn more about Absolute, visit our website atwww.absolute.comor visit ourYouTube channel
Absolute Security Inc. is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. If you need assistance or an accommodation due to a disability, you may contact us at [emailprotected]
Absolute is an equal opportunity employer.
Absolute Software Inc. is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. If you need assistance or an accommodation due to a disability, you may contact us at dl-hr@absolute.com
