Federal Channel Account Executive


Washington, DC, US
  • Job Type: Full-Time
  • Function: Sales
  • Post Date: 03/26/2021
  • Website: alation.com
  • Company Address: , Redwood City, CA

About Alation

Alation, the data catalog company, is building a data-fluent world by changing the way people find, understand, trust, use, and reuse data. The first to bring a data catalog to market, Alation combines machine learning and human collaboration to bring confidence to data-driven decisions.

Job Description

Alation continues to hire for roles at various locations with all interviewing and on-boarding done virtually due to COVID-19 crisis. Everyone new to the Alation team, along with our current workforce, will temporarily work from home until it is safe to return to our offices.

Alation pioneered the data catalog market and today is leading its evolution into a platform for a broad range of data intelligence solutions including data search & discovery, data governance, and digital transformation. Nearly 230 enterprises drive data culture, improve decision making, and realize business outcomes with Alation. For more information, visit https://www.alation.com/

Alation is looking for a Channel Account Executive to help grow our US Federal Government business through the continued development of our channel partner ecosystem within the Alation Partner Network (APN).  Our Federal business spans Defense, Intelligence, and Civilian Agencies.   

Alation is in an exciting phase of its growth -- and it’s an opportune time for us to invest in both our Federal business and our channel ecosystem.  These partners include systems integrators, consultancies, and resellers.  These partners, managed through our Alation Partner Network, will accelerate the momentum Alation is already seeing across federal agencies.    

The Federal Channel Account Executive is tasked with developing an ecosystem of APN channel partners, supporting those partners, and facilitating their success closing Alation business and delivering Alation related services. 

 This position will report directly to the VP Channel Sales, with matrix reporting responsibility into the Alation Federal team.   This position will be located in the US, with a strong preference for the Washington, DC area. 


  • Recruit and qualify  federal government channel partners who can build meaningful Alation partnerships and businesses. 
  • Understand, continually refine, and enforce key selection and engagement criteria for partners.
  • Drive partner sourced and partner influenced business through Alation-led and partner-led opportunities. 
  • Partner with the Federal sales team to develop specific partnering strategy, to complement the overall Alation government sales strategy.  
  • Monitor, understand, and utilize various federal programs, initiatives, and vehicles.  Understand how Alation may work with its partners to participate and develop strategies to do so.  
  • Engage directly with partners to evangelize Alation, teach partners about all relevant aspects of our business, leverage internal tools and resources to help develop these partners. 
  • Utilize and contribute to Alation Partner Network and the associated collections of tools and strategies to help develop partners. 
  • Champion partners within Alation’s federal team.


    • 7+ years sales or business development experience in enterprise software organizations, with at least 5 years in the government sector
    • Strong understanding of the data and analytics market and government ecosystem  
    • Preference for data catalog, data governance, master data management, data lineage, or closely related technologies.  Familiarity with traditional and cloud based / next generation “analytics stacks”
    • Direct experience and relationships with government channel partners (consultancies, systems integrators, and resellers)
    • Direct sales experience in a quota carrying role, selling enterprise software solutions, ideally to government customers
    • Experience developing and nurturing sophisticated, long term, multi-faceted relationships
    •  Strong communication and presentation skills, adaptability, tolerance for ambiguity and enthusiasm for a fast past, rapidly evolving environment
    • Security clearance preferred

Our founders have come together from different backgrounds: business, engineering, and design. This unique mix from our founding team is important to the Alation culture story. Today, our team consists of creators and communicators with varied backgrounds - from Stanford, to the Indian Institute of Technology, big companies and one-person startups, the United States, and abroad. We continue to seek ever more diverse perspectives as we grow.

For information about company benefits, please visit www.ibenefitsapp.com/alation-2021. Password is Alation21.

Why Alation?
- Market-Leading Data Catalog Provider
- High-growth, collaborative environment with diverse and inclusive teams
- Continuous learning, enrichment and development opportunities
- Competitive pay and health offerings including commuter benefits
- Flexible time off to relax and recharge
and much, much more!

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, name, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

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Disclaimer: Local Candidates Only
This company does NOT accept candidates from outside recruiting firms. Agency contacts are not welcome.