Federal Channel Manager (Washington DC Area, Remote)

About Fortanix:  

In today's world, where data spreads across various clouds and devices, traditional security measures aren't enough. Businesses need a dynamic approach to defend against constant cyber threats and ensure agile data security. Fortanix leads the way in data-centric cybersecurity for hybrid multicloud environments, using advanced cryptography, encryption, and confidential AI solutions.  

As data breaches become more frequent and traditional defenses fall short, we focus on data exposure management to keep your information safe. Our unified data security platform addresses vulnerabilities in hybrid multicloud environments, defends against threats, and makes it easier to discover, assess, and fix data exposure risks. Whether implementing a Zero Trust model or preparing for the post-quantum computing era, we help businesses worldwide protect their most sensitive data, wherever it is. 

Our commitment to solving the world’s toughest data security challenges has earned Fortanix multiple Cybersecurity Excellence and Innovation Awards, as well as recognition from industry giants such as NVIDIA, Microsoft, Intel, ServiceNow, and Snowflake. 

Our team includes industry leaders and cryptography experts, creating a culture of trust, innovation and collaboration where every voice is valued. Recognized as a Great Place to Work, we're looking for passionate individuals to help us shape the future of data security and work towards a safer digital future. 

Why work with us? 

We're seeking passionate people to work with us to change the very idea of how people use cloud computing. We take pride in making Fortanix a great place to work. Coworkers recognize that great ideas can come from anyone, and everyone is encouraged to jump in, contribute, and ask questions.  In tackling the hardest problems, we believe that working together will produce better solutions. 

As a Federal Channel Sales Manager, you will (Duties and Responsibilities): 

• Lead and overachieve channel recruitment, sales targets and growth 
• Be responsible for creating, developing, and managing to a joint business plan with assigned partners and sales regions 
• Be measured primarily on sales targets while demonstrating your ability to work across all levels within the target partner organization 
• Identify, communicate, and jointly develop a plan to address sales & revenue trends as needed with Federal channel partners and FSIs 
• Generate awareness/enthusiasm/drive among partner sales and engineering teams 
• Perform quarterly business reviews (QBR) with assigned partners 

• Assist with and monitoring and execution of planned field activities 
• Coordinate, administer, manage and/or deliver training for partner sales and technical staff 
• Develop and drive incentive programs to scale pipeline build and accelerate closing business through partners 
• Recruit/Enlist/Enable new reseller partners and integrators  
• Be required to do some travel  

What you’ll need (Basic Qualifications) 

• We are looking for an exceptional sales/alliance professional who will be responsible for helping building and executing the company's Federal channel strategy and program 
• Demonstrated success building and managing a cybersecurity Federal reseller channel 
• Strong technical and business knowledge with complimentary skills to understand the channels business drivers 
• Minimum of 5 years of channel sales and management experience, with track record of exceptional achievement 
• Expertise triangulating channel and FSI partnerships for best experience and availability of solutions for end users 
• Bachelor’s degree or equivalent 
• Desire to be part of and contribute to building a world-class channel program 
• Strong business acumen 

Preferred Professional Expertise 

• Previous experience working with cybersecurity, encryption, and HSM technologies 
• Familiarity with US Federal VAR’s 

• We offer a collaborative work environment, amazing equity, great benefits, competitive salary, and the opportunity to redefine cloud computing.  
• Unlimited PTO (it’s between you and your work!)
• 40 hours of Volunteer Time Off/year 
• Internet stipend 
• Friendly culture that brings the best out of everybody 
• 401k

Fortanix is an equal opportunity employer that celebrates diversity and is committed to creating an inclusive workplace with equal opportunity for all applicants and teammates. Our goal is to recruit the most talented people from a diverse candidate pool regardless of race, color, religion, age, gender, gender identity, sexual orientation or any other status. If you’re interested in working in a fast growing, exciting working environment – we encourage you to apply!