Federal Channel Sales Rep

Description -

We are seeking a highly strategic and relationship-driven Federal Channel Sales Representative to lead partner-driven growth within the federal market. This role is responsible for developing and executing channel strategies, enabling partners to effectively position solutions, and driving revenue through complex, high-impact engagements. The ideal candidate brings deep experience in partner ecosystems, federal sales environments, and consultative solution selling.

Key Responsibilities

• Serve as a trusted advisor to channel partners, providing expert-level guidance on products, services, configurations, and go-to-market strategies

• Develop and execute strategic account plans aligned to federal market priorities, ensuring compliance with all regulatory and contractual requirements

• Partner with resellers, integrators, and alliances to co-develop tailored solutions that meet the specific needs of federal customers

• Lead complex deal cycles and contract negotiations, balancing partner success with organizational objectives and risk mitigation

• Identify, recruit, and onboard new channel partners, including building the business case and evaluating investment risk

• Provide market insights and strategic direction to partner sales teams, positioning partner capabilities for competitive differentiation

• Enable and train partners on product offerings, industry trends, and solution positioning to strengthen pipeline generation

• Monitor and analyze partner performance, using data-driven insights to optimize engagement, pipeline health, and revenue outcomes

• Proactively identify risks to partner success and implement mitigation strategies to ensure long-term growth

• Mentor junior team members and contribute to a high-performing, collaborative sales culture

Qualifications

Minimum Requirements:

• Bachelor’s degree in Business, Marketing, Sales, or a related field (or equivalent experience)

• 7–10+ years of experience in channel sales, federal sales, enterprise sales, or partner management

• Proven track record of driving revenue through indirect sales models and partner ecosystems

Preferred Experience:

• Experience selling into or through the U.S. Federal market (knowledge of procurement processes, contract vehicles, etc.)

• Background working with system integrators, VARs, or alliance partners

• Strong experience managing complex, multi-stakeholder sales cycles

Core Skills & Competencies

• Channel & Partner Management

• Federal Sales Strategy

• Account Planning & Territory Management

• Complex Negotiation & Deal Structuring

• Business Development & Pipeline Growth

• CRM Tools (e.g., Salesforce)

• Data-Driven Decision Making

• Customer-Centric Solution Selling

Professional Traits

• Strong communicator with the ability to influence at all levels

• Highly strategic thinker with strong execution discipline

• Results-oriented with a focus on driving measurable outcomes

• Agile, adaptable, and comfortable navigating complex environments

• Collaborative team player with a passion for mentoring and development

Why This Role

This is a high-impact role at the intersection of federal sales, channel strategy, and partner collaboration, offering the opportunity to shape go-to-market approaches, influence key partnerships, and directly contribute to business growth in a highly strategic segment.

Salary:

The on-target earnings (OTE) range for this role is $147,300 to $183,000 USD
annually with a 60%/40% (salary/incentive) mix. There are additional
opportunities for pay in the form of bonuses and/or equity (applies to United
States of America candidates only). Pay varies by work location, job-related
knowledge, skills, and experience.

Benefits:

HP offers a comprehensive benefits package for this position, including:

 * Health insurance
 * Dental insurance
 * Vision insurance
 * Long term/short term disability insurance
 * Employee assistance program
 * Flexible spending account
 * Life insurance
 * Generous time off policies, including;
 * 4-12 weeks fully paid parental leave based on tenure
 * 13 paid holidays
 * Additional flexible paid vacation and sick leave (US benefits overview
   [https://hpbenefits.ce.alight.com/])

The compensation and benefits information is accurate as of the date of this
posting. The Company reserves the right to modify this information at any time,
with or without notice, subject to applicable law.

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Equal Opportunity Employer (EEO) - 

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal"