About the role:

Veeam Software is seeking an experienced Senior US Federal Partner Manager to lead and expand relationships with value-added resellers (VARs) and government systems integrators (GSIs) 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.

Candidates MUST have a minimum of five (5) years of Federal channel experience, including direct, hands-on work with VARs and GSIs, along with 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

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