Channel Sales Manager - Federal

Company Description at Lantronix, we are powering innovation through connected intelligence. We help customers around the world increase productivity and solve complex challenges through secure, reliable, and innovative connectivity and Edge AI solutions.

We believe great companies are built by great people. Our culture is rooted in innovation, collaboration, open communication, and accountability. We encourage employees to share ideas, challenge convention, and take ownership of their work in an environment where every voice matters.

Role Description the Channel Sales Manager – Federal is a full-time remote role responsible for developing, managing, and growing technology opportunities with Federal agencies and Federal-focused channel partnerships. In this role, the individual will meet with agency technology 'selectors' to position Lantronix technology to meet their requirements. The individual will also work with current channel partners, as well as, recruit, onboard, and enable channel partners serving federal agencies, ensuring they are equipped with the necessary product knowledge, sales tools, and resources to succeed.

Day-to-day tasks include identifying Federal agencies requiring Lantronix technology, driving sales through partner networks, coordinating joint business plans and marketing activities, monitoring pipeline development, and forecasting revenue. The role also involves collaborating with internal sales, marketing, and product teams to address partner needs, resolve issues promptly, and deliver a high level of customer and partner satisfaction. The Channel Sales Manager – Federal will analyze market trends and competitive activity in the federal sector to refine channel strategies and identify new growth opportunities.

Qualifications

• Candidates should possess strong Channel Sales and Channel Partner management skills, including experience building and nurturing indirect sales ecosystems.
• Candidates should possess proven Sales skills, including opportunity qualification, pipeline management, and revenue forecasting.
• Candidates should possess solid Sales Management skills, with experience setting targets, measuring performance, and coaching partners toward shared goals.
• Candidates should possess effective Customer Service skills, demonstrating responsiveness, relationship-building, and a commitment to partner and end-customer satisfaction.
• Experience selling into or supporting U.S. federal government accounts or federal system integrators is highly beneficial.
• Strong communication, negotiation, and presentation skills, with the ability to work cross-functionally in a remote environment.
• Bachelor’s degree in business, Engineering, or a related field, or equivalent practical experience.
• Ability to travel as needed to meet with partners, attend industry events, and support federal customer initiatives.