GSA Business Channel Leader

Top Notch Distributors Job Description Last Reviewed: Wednesday, May 13, 2026

Title: GSA Business Channel Leader

Department: Sales

Pay Status: Exempt

Reports To: Vice President, Commercial   

JOB SUMMARY

The GSA Business Channel Leader reports to the Vice President–Commercial and is responsible for driving growth, strategy, and execution within the Government Services Administration (GSA) business segment. This role supports national initiatives by developing targeted marketing plans, managing the GSA product portfolio, coordinating government-focused sales opportunities, and building training platforms that strengthen internal and external capabilities. The position also provides technical and programmatic support to the Sales Teams and serves as a primary liaison for government customers, integrators, and vendor partners. The portfolio includes architectural hardware, electronic access control, and software-based security solutions approved for government applications.  

OUR VALUES ARE KEY

• Integrity is key – We are reliable with our words, responsible for our actions and lead with humanity.
• Team, Team, Team – Create a safe, supportive and respectful team atmosphere that generates collaboration, transparency and opportunity for all.
• Customer Connection – We take pride in being the most knowledgeable in the industry. We strive to deliver dependable and trustworthy results in every aspect of the customer experience.
• Take The Long View – As individuals and a team we make strategic choices that support the long-term health of our company, our families and our community.
• Celebrate The Day! – We celebrate the wins each day. We acknowledge each other’s successes.

ESSENTIAL FUNCTIONS

• Strong problem-solving skills and the ability to make sound decisions.
• Strong ability to interpret, analyze, and process data.
• Strong process-improvement mindset.
• Strong written, verbal, and interpersonal communication skills.
• Strong organizational skills with the ability to multitask.
• Frequently required to sit, bend, reach, and type.
• Must be able to travel for business purposes.
• Specific vision abilities include close vision, color vision, and focus adjustment.

JOB FUNCTIONS

• Develop GSA-focused marketing plans targeting federal agencies, integrators, and government contractors.
• Manage the GSA product portfolio in partnership with Purchasing, including inventory oversight and compliance with GSA requirements.
• Lead project management activities including presale discovery, onsite surveys, quoting, and post-sale support.
• Support inside and outside sales teams in coordinating and developing government-related projects (typically 5–50 openings).
• Become the internal expert on GSA-approved electronic and mechanical security solutions.
• Own and lead the technical support relationship with GSA-aligned vendors.
• Serve as the primary point of contact for all matters related to government customers and integrators.
• Build and maintain strong, long-lasting relationships with federal agencies, contractors, and vendor partners.
• Develop trusted-advisor relationships with key decision makers within the GSA ecosystem.
• Continuously learn new products, certifications, and government-approved technologies.
• Routinely update sales teams on GSA-aligned products, programs, and initiatives (e-blasts, email campaigns, field visits).
• Ensure timely and accurate delivery of technical support to internal and external customers.
• Work closely with the VP, Commercial to develop selling strategies for federal, state, and municipal government markets.
• Report to Leadership on GSA sales opportunities, risks, and competitive insights.
• Emphasize product features and benefits, develop quote pricing, and prepare sales reports when requested.
• Coordinate customer and integrator training as needed.
• Support marketing efforts such as government trade shows, federal procurement events, and vendor-led programs.

JOB REQUIREMENTS

• Minimum 5 years of Security Systems or GSA Sales Experience in a B2B or government environment.
• Familiarity with government procurement processes, GSA schedules, and federal contracting.
• Ability to develop technical expertise through self-directed learning.
• Ability to maintain required working hours of 8 AM to 5 PM EST to support the national sales team.
• Proven ability to maintain a positive, professional, and consistent demeanor.
• Demonstrated teamwork and collaboration with peers.
• Strong work ethic and willingness to put in extra effort to succeed.
• Demonstrated self-discipline in technical learning outside normal business hours.
• Multiple examples of experience with access control systems involving three or more openings.
• Ability to build strong relationships with vendor technical support teams.
• Ability to work in a self-directed, fast-paced, entrepreneurial environment.
• High proficiency in Outlook, Word, Excel, and other business software.
• Strong written and verbal communication skills.
• Ability to overcome customer objections.
• Ability to adapt quickly to changing government requirements and market conditions.
• 35-50% travel is required.

EDUCATION

• High School Diploma or GED equivalent required
• Bachelor’s Degree preferred
• Willing to obtain an industry designation is a plus. (ASIS PSP (Physical Security Professional), ASIS CPP (Certified Protection Professional), Federal Acquisition Regulation (FAR) Training, Contracting Officer Representative (COR) Training, etc.)