Channel Account Manager - US Government

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About the role

SAS is seeking a Senior Enterprise Channel Account Manager to lead partner-enabled sales execution across the US Public Sector business, including Federal, State, Local, and Education accounts. This senior-level role is responsible for driving revenue growth by aligning Enterprise Sales teams, Solution Providers (resellers), Partner Managers, Distribution, and internal stakeholders around account strategy, opportunity execution, and partner-enabled routes to market.

The Senior Enterprise Channel Account Manager serves as the primary Enterprise Sales point of contact for Public Sector opportunities transacted through, fulfilled by, or supported by Solution Providers. This role participates in Enterprise account planning, facilitates sales and partner alignment, helps define pursuit strategy, monitors opportunity execution, and ensures partner activity aligns with SAS revenue goals and US Public Sector priority initiatives.

Responsibilities

• Serve as the senior channel leader for U.S. Public Sector opportunities involving Solution Providers and Distributors across Federal and SLED accounts.
• Embed partner strategy into account planning to maximize customer access, procurement alignment, competitive positioning, and revenue growth.
• Collaborate with Enterprise Sales leadership and account teams to identify, engage, and leverage partners that accelerate business outcomes.
• Drive indirect revenue growth by aligning partner engagement to pipeline development, deal progression, transaction execution, and revenue attainment.
• Analyze territory, account, and partner coverage to identify market opportunities, capability gaps, and procurement or contract access needs.
• Develop and execute joint account plans, pursuit strategies, and partner-led growth initiatives for priority Public Sector opportunities.
• Build and maintain executive-level relationships with Solution Providers, alliance leaders, capture teams, and key partner stakeholders.
• Lead coordination between sales and partner teams, facilitating deal strategy, opportunity ownership, procurement pathways, and successful transaction execution.
• Serve as a trusted advisor on Public Sector partner motions, helping teams select and leverage the most effective partners based on expertise, relationships, contracts, and delivery capabilities.
• Enable partner success through onboarding, coaching, market development, and best-practice sharing to expand partner-led sales, solution adoption, and long-term growth.
• Embrace curiosity, passion, authenticity, and accountability—core values that influence everything we do.

Requirements

• Proven knowledge of channel business models, including Tier 2 Distribution, partner development methods, and indirect routes to market in US Public Sector.
• Strong relationship management and partner management skills.
• Proven experience recruiting, qualifying, managing, and developing channel partners.
• Ability to challenge and coach Solution Providers to develop pipeline, engage sales, and close deals in a timely manner.
• Strong negotiation skills, including the ability to resolve channel conflict.
• Excellent oral and written communication skills, including effective presentation skills.
• Proven ability to interact effectively with executives.
• Detailed background leading, balancing, and self-managing multiple simultaneous projects, pursuits, stakeholders, and activities.
• Strong proficiency with CRM tools, Microsoft Excel, Word, and PowerPoint.
• Knowledge of SAS products, services, selling processes, and licensing procedures, aligned with partner strategy preferred.
• Ability to travel as needed for customer, partner, field, and internal business engagements.
• Equivalent combination of related education, training, and experience may be considered in place of the above qualifications.

Qualifications

• Significant experience in enterprise sales, channel sales, alliance management, partner management, or Public Sector technology sales.
• Experience supporting Federal, State, Local, or Education accounts through partner-enabled sales motions.
• Demonstrated success orchestrating complex enterprise opportunities involving sales teams, partners, procurement stakeholders, and executive sponsors.
• Experience working with Solution Providers and distributors.
• Familiarity with Public Sector buying processes, distribution, partner ecosystems, contract vehicles, compliance-sensitive transactions, and multi-stakeholder pursuit management.
• Experience building business cases that encourage partner investment.

Skills

• Business Acumen: Using knowledge of economic, financial, market, and industry trends to improve organizational results; contributing to effective business strategies.
• Communication: Conveying information clearly and concisely in an engaging manner; listening actively.
• Sales Negotiation: Exploring alternatives and positions to reach mutually beneficial sales agreements that gain customer acceptance and commitment.

Benefits

• Comprehensive medical, prescription, dental, and vision plans, including:
  • PPO with low annual deductible and copays.
  • HDHP combined with a health savings account with a contribution from SAS (no access to on-site health care center).
• Onsite Health Care Center (HQ) free to employees and family members enrolled in the PPO plan, including a pharmacy that ships prescriptions at no additional charge for remote employees.
• Industry-leading 401k plan.
• Tuition Assistance Program and resources to support professional development.
• Generous time away, including:
  • Vacation time and a variety of paid holidays.
  • U.S. Winter Wellness Break between December 25 and January 1.
  • Volunteer Time Off, parental leave, and unlimited paid sick days.
• Generous childcare benefits for all full-time employees.

At SAS, we welcome all talent and believe our differences make us stronger. Our inclusive workforce reflects the diversity of our users and customers.