What are the responsibilities and job description for the Channel Account Manager, Federal position at HYCU?
Why Join HYCU?
HYCU is the fastest-growing leader in the multi-cloud and SaaS data protection as a service industry. By bringing true SaaS-based data backup and recovery to on-premises, cloud-native, and SaaS IT environments, the company provides unrivaled data protection, migration, disaster recovery, and ransomware protection to thousands of companies worldwide. The company's award-winning R-Cloud platform eliminates complexity, risk, and the high cost of legacy-based solutions, providing data protection simplicity to make it the #1 SaaS Data Protection platform. With an industry leading NPS score of 91, HYCU has raised $140M in VC funding to date and is based in Boston, Mass. Learn more at www.hycu.com.
Overview
As the Federal Channel Account Manager (CAM), you will lead the development and execution of our federal channel go-to-market strategy, with responsibility for building, managing, and enabling relationships with system integrators, resellers, and distributors. This is a critical and high-impact role that interfaces directly with HYCU’s Sales, Marketing, Product, and Operations teams to expand our reach and pipeline within the federal ecosystem.
Location:
- Washington, D.C. area (US – Remote)
What You’ll Do:
- Develop and execute a comprehensive channel partner strategy specific to the federal market, aligned with HYCU’s broader go-to-market initiatives
- Identify, recruit, and onboard new channel partners aligned with HYCU’s mission and federal priorities
- Act as the primary relationship owner for HYCU’s federal channel partners—ensuring regular communication, strategic alignment, and ongoing enablement
- Drive joint business planning, pipeline development, sales acceleration programs, and co-marketing initiatives
- Educate partners on HYCU’s solutions, federal-specific use cases, and the evolving federal data protection landscape
- Provide insight and leadership on federal procurement processes, compliance frameworks (e.g., FedRAMP, FISMA, CMMC), and contract vehicles
- Track partner performance metrics, forecast channel contribution, and present actionable insights to internal stakeholders
- Represent HYCU at industry events, trade shows, and partner summits relevant to the federal technology ecosystem
What We’re Looking For:
- Experience supporting or selling to federal agencies through established contract vehicles
- Proven relationship builder with strong ties across the federal partner community (VARs, GSIs, and distributors)
- 5 years of experience in federal sales or channel development, with deep understanding of the federal procurement lifecycle and compliance standards
- 3 years in a partner-facing role (Channel, Alliances, or similar), ideally within cybersecurity, data protection, cloud, or infrastructure technology
- Strong presentation and communication skills; ability to influence cross-functionally and externally at senior levels
- Deep knowledge of the federal IT landscape, including experience navigating regulatory requirements and public sector contract mechanisms
- Strategic thinker with a bias for action and a passion for driving results through collaboration
- Bachelor's degree in business, Marketing, or related field, or equivalent experience
- Comfortable working in a high-growth, fast-paced environment with shifting priorities and high standards
It’s Great if You Have:
- B2B SaaS experience
- Experience selling with and through strategic partners like Dell, Nutanix, Google, AWS, Microsoft, Atlassian, and OKTA
- Experience within data protection, cloud-native, security, data storage industries
Who We Are:
Our Core Values: Authenticity, Grit and Empathy are at the heart of everything we do at HYCU. All of us at HYCU take ownership in shaping and contributing to our culture. We pride ourselves in developing an inclusive and diverse company that supports our employees and customers to do extraordinary things.
What We Offer:
Come work for one of CRN’s “Cloud 100 Companies for 2025”. At HYCU you’ll have the opportunity to build your career with a “Visionary” B2B SaaS company from Gartner’s Magic Quadrant for Enterprise BackUp. HYCU provides an excellent benefits package including Medical, Dental, Vision, Life Insurance, 401K match, generous time off, and more. We offer career development programs and an inclusive global culture. All our employees participate in our equity program.
