US Federal Partner Manager Remote: US
About the Role
Veeam Software is seeking an experienced US Federal Partner Manager to lead and expand relationships with value-added resellers (VARs) and systems integrators serving the U.S. Federal Government. This role is responsible for developing partner strategies, driving revenue through the channel, and aligning Veeam solutions with federal customer mission requirements across civilian and DoD agencies. The ideal candidate brings deep experience in federal sales ecosystems, proven channel development success, and strong working knowledge of cloud platforms and federal procurement processes. Please ensure to review posted compensation ranges, detailed by state/region. Also, note that the budgeted target would be middle/midpoint of each respective range.
What You'll Do
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. Key resellers include TVAR, ThunderCat, RedRiver, FCN, and Merlin. 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 (e.g., GSA, SEWP, ITES, GWACs). 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. What You'll Bring Minimum of 5 years of experience in U.S. Federal sales and channel partner management, preferably within enterprise software or cybersecurity/data protection markets. 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, and their adoption within federal agencies. Proven experience collaborating with large federal integrators such as Raytheon, Lockheed Martin, Leidos, Northrop Grumman, and General Dynamics. Ability to operate effectively in long, complex federal sales cycles involving multiple stakeholders. Excellent communication, negotiation, and executive-level relationship management skills. Willingness to travel as required to support partners and federal customers.
Preferred Qualifications
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. Bachelor's degree in Business, Information Technology, or related field (or equivalent experience). Prior experience working within a structured partner program environment. Key Competencies Strategic partner development Federal market knowledge Cloud and hybrid infrastructure understanding Cross-functional collaboration Pipeline and forecast management Executive presence and presentation skills Remote Skills: Alliance/Partner Management, Alliance/Partner Marketing, Amazon Web Services (AWS), Business Plan, Channel Management, Channel Sales, Channel Strategies, Cloud Computing, Communication Skills, Conferences, Contract Processing, Cross-Functional, Customer Relationship Management (CRM) Systems, Data Management, Data Recovery, Database Backup, Demand Generation, Direct Sales, Disaster Recovery, Ecosystems, Enterprise Applications, Executive Relationships, Federal Compliance Regulations, Federal Government, Forecasting, Hybrid Cloud, Information Technology & Information Systems, Information/Data Security (InfoSec), Integrated Circuits (ICs), Intelligence Community, Internet Security, Maintain Compliance, Microsoft Windows Azure, Negotiation Skills, Performance Metrics, Product Positioning, Purchasing/Procurement, Ransomware, Regulatory Compliance, Relationship Management, Reseller Channel, Revenue Growth, Revenue Management, Sales, Sales Cycle, Sales Management, Sales Pipeline, Sales Strategy, Sales Support, Security Compliance, Strategic Planning, System Integration (SI), Trade Shows, Training/Teaching, United States Department of Defense (DoD), Value-Added Resellers (VAR), Willing to Travel About the Company: Veeam Software Group GmbH