US Federal Partner Manager

About This Role

This role is responsible for leading and expanding relationships with value-added resellers (VARs) and systems integrators that serve the U.S. Federal Government. The manager will develop partner strategies, drive revenue through the channel, and align Veeam solutions with federal customer mission requirements across civilian and DoD agencies.

Responsibilities

• Develop and execute a comprehensive federal channel strategy focused on VARs and systems integrators supporting civilian, DoD, and intelligence community customers
• Recruit, onboard, enable, and grow high-performing federal channel partners to increase pipeline and revenue
• Build and maintain executive-level relationships with partners including, but not limited to, Raytheon, Lockheed Martin, Leidos, Northrop Grumman, and General Dynamics
• Collaborate with Veeam federal direct sales teams to align partner engagement with account strategies and territory plans
• Drive joint business planning, partner marketing initiatives, and demand-generation activities
• Provide training and enablement to partners on Veeam’s data protection, backup, ransomware recovery, and cloud solutions
• Support complex federal sales cycles, including solution positioning, partner teaming arrangements, and contract vehicle alignment
• Maintain accurate pipeline reporting, forecasts, and partner performance metrics within CRM systems
• Ensure compliance with federal procurement regulations and Veeam partner program requirements
• Represent Veeam at federal industry events, trade shows, and partner conferences

Requirements

• 5+ years of experience in U.S. Federal sales and channel partner management
• Demonstrated success managing and growing revenue through federal VARs and systems integrators
• Strong understanding of federal procurement processes, contract vehicles, and partner teaming models
• Working knowledge of cloud platforms, including AWS and Microsoft Azure
• Proven experience collaborating with large federal integrators
• Ability to operate effectively in long, complex federal sales cycles
• Excellent communication, negotiation, and executive-level relationship management skills
• Willingness to travel as required

Qualifications

• Bachelor’s degree in Business, Information Technology, or related field (or equivalent experience)
• Minimum of 5 years of experience in U.S. Federal sales and channel partner management, preferably within enterprise software or cybersecurity/data protection markets

Nice to Have

• Experience selling data protection, backup, disaster recovery, ransomware resilience, or cloud data management solutions
• Existing relationships with top federal VARs and distributor partners
• Familiarity with DoD, IC, and FedRAMP compliance requirements and security frameworks
• Prior experience working within a structured partner program environment

Skills

* Required skills

Benefits