OverviewThe Federal Reseller Program Manager is responsible for enabling and facilitating Keysight sales into U.S. Federal Government customers and prime contractors through both authorized and non-authorized reseller partners. This role is essential in scenarios where direct sales are restricted due to mandated government purchasing vehicles (e.g., GSA, SEWP, DLA SOE) or when acquisition rules require multiple competitive bids.
This position serves as the central liaison between Federal Resellers, Keysight's direct Federal sales teams, Customer Care, Credit, Finance, and other internal stakeholders. The Program Manager ensures compliant, competitive, and timely responses to government opportunities while maintaining strong partner relationships and minimizing risk.
ResponsibilitiesFederal Reseller Strategy & Program Management- Build, develop, and maintain a high-performing network of authorized Federal Resellers capable of supporting required government purchasing vehicles.
- Identify, vet, and manage Unauthorized Resellers (URs) to enable compliant procurements when authorized partners are unavailable.
- Maintain and administer the UR no-bid list in alignment with Keysight policy and Federal acquisition requirements.
- Evaluate and assign new accounts that appear to be resellers; determine the appropriate engagement model and channel path.
Sales Enablement & Deal Support- Partner closely with Federal direct sales teams to:
- Ensure accurate and compliant product configurations and solutions are quoted.
- Support deal strategy, forecasting, and pipeline accuracy.
- Provide timely status updates on reseller-supported opportunities.
- Support Federal Primes by coordinating multiple competitive reseller quotes as required by government acquisition regulations.
- Recommend alternatives for discontinued or obsolete products to maintain viable bids and strengthen competitiveness.
Quoting & Pricing Support- Work with the Customer Care Center (CCC) to manage reseller quote requests with accuracy and strong turnaround times.
- Directly prepare quotes for complex, urgent, or high-visibility government requirements as needed.
- Review and approve UR RFQs, ensuring adherence to Keysight's pricing strategy and compliance standards.
Account & Financial Management- Serve as the primary account manager for Federal Reseller partners, including coordination with Credit & Collections.
- Monitor reseller performance, responsiveness, and compliance with program expectations.
- Support the resolution of commercial, contractual, and transactional issues affecting opportunity execution.
Program Operations & Expertise- Contribute to continuous improvement of Federal reseller processes, tools, and program policies.
- Act as a subject-matter expert on Federal procurement vehicles, reseller engagement models, and compliance considerations.
- Perform additional reseller account management or program support activities as required.
QualificationsEducation & Experience- Bachelor's or Master's degree in Engineering (Electrical, Mechanical, or related technical field preferred).
- Minimum of 5 years of experience in the test & measurement industry and/or U.S. Federal Government market, with strong familiarity with technical products and customer applications.
- At least 8 years of experience in sales, business development, channel/partner management, or related customer-facing roles, with a consistent record of exceeding performance targets.
Technical & Industry Expertise- Proven experience managing partner or reseller programs, including enablement, performance tracking, compliance, and growth initiatives.
- Deep understanding of indirect sales models, partner ecosystems, and Federal procurement practices.
- Strong analytical and problem-solving skills with the ability to assess complex deal structures, pricing scenarios, and channel strategies.
Leadership & Collaboration- Strong leadership presence with the ability to influence, align, and collaborate across diverse cross-functional teams (Sales, CCC, Finance, Legal, Credit, etc.).
- Demonstrated ability to manage conflict, resolve issues, and drive forward momentum in time-sensitive, high-visibility situations.
Communication & Interpersonal Skills- Excellent communication, negotiation, and relationship-building capabilities, with the ability to present confidently to internal and external stakeholders.
- High degree of professionalism and customer focus, especially in mission-critical Federal environments.
Preferred Qualifications- MBA or related business education is a strong plus.
- Experience working directly with Federal purchasing vehicles (GSA, SEWP, DLA SOE) and Federal Primes is highly desirable.
The level of role will be based on applicable experience, education and skills; Most offers will be between the minimum and the midpoint of the Salary Range listed below.
CO and VA Pay Range MIN $150,730 MIDPOINT $200,970.00 MAX $251,220.00
DC Area Pay Range MIN $162,330.00 MIDPOINT $216,430.00 MAX $270,540.00
Note: For other locations, pay ranges will vary by region
US Employees may be eligible for the following benefits:
- Medical, dental and vision
- Health Savings Account
- Health Care and Dependent Care Flexible Spending Accounts
- Life, Accident, Disability insurance
- Business Travel Accident and Business Travel Health
- 401(k) Plan
- Flexible Time Off, Paid Holidays
- Paid Family Leave
- Discounts, Perks
- Tuition Reimbursement
- Adoption Assistance
- ESPP (Employee Stock Purchase Plan)
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