Overview
Why This Role. Why Now. Why Dynabook.
Dynabook Americas, a Sharp company and the direct successor to Toshiba’s commercial laptop division, has demonstrated meaningful federal demand. We have already moved significant volume with select Department of Defense customers and continue to see consistent inbound quote activity across our federal reseller base — all without a dedicated federal channel team in place. This indicates a clear opportunity to formalize and scale our federal go-to-market strategy.
That is the opportunity: the demand signal is already live. Now we need a builder who can convert that momentum into a structured, scalable partner ecosystem.
This is a greenfield role with real runway. You will not be inheriting a broken model or simply maintaining a mature book of business. You will be designing the channel strategy, recruiting and enabling the federal reseller network, and writing the playbook for how Dynabook wins in the federal market.
If you thrive on building something from the ground up, this is that role.
Dynabook Americas is seeking a Federal Account Executive—a channel-first leader who will build and scale a partner-driven federal business from an established foundation. This is not a traditional end-user federal sales role. The primary mandate is to identify, recruit, onboard, and develop the reseller and VAR ecosystem that will drive Dynabook’s federal revenue at scale.
The role will own the federal go-to-market strategy, build the partner channel infrastructure, and generate revenue through a broad, highly engaged reseller network. In Year 1, this individual will operate as a motivated individual contributor, with a clear path to building and leading a strategic federal channel team as the business scales and promotion to Director role.
Success in this role will be measured by the strength of the partner ecosystem built, the pipeline those partners generate, and the federal revenue that follows in that order.
Responsibilities
Federal Channel Strategy Development
- Create, refine, and own a federal sales strategy centered on reseller recruitment, activation, and long-term partner growth.
- Define target reseller profiles, priority partners, coverage models, and engagement motions aligned to key federal agencies, programs, and contract vehicles.
- Transition Dynabook’s federal business toward a scalable, partner-led model that increases pipeline velocity, deal volume, and market coverage.
Reseller Acquisition and Ecosystem Expansion
- Identify, recruit, onboard, and develop federal-focused resellers, VARs, systems integrators, distributors, and contract holders.
- Build a broad, productive partner ecosystem capable of expanding Dynabook’s reach across defense, civilian, and public-sector agencies.
- Establish clear partner expectations, business plans, engagement models, and performance standards to drive accountability and results.
Channel Activation and Pipeline Growth
- Drive partner enablement through product training, sales tools, joint account planning, and targeted opportunity development.
- Ensure partners are consistently generating qualified pipeline and actively bringing forward federal opportunities.
- Build a high-volume pipeline model driven by increased partner engagement, repeatable sales motions, and structured opportunity management.
Revenue Growth Through Partners
- Meet or exceed federal sales targets by driving revenue through reseller-led and partner-influenced opportunities.
- Support key deals by aligning pricing, positioning, configuration, procurement strategy, and execution across Dynabook and partner teams.
- Develop strategic account coverage through partners for major federal agencies, programs, and buying centers.
Channel and Contract Alignment
- Align reseller strategy with key federal contract vehicles, including GSA Schedule, NASA SEWP, 2GIT, and other relevant procurement channels.
- Work with distributors, aggregators, and contract holders to maximize Dynabook’s visibility, positioning, and competitiveness within federal procurement pathways.
- Collaborate with internal teams to support compliance with applicable federal acquisition requirements, including FAR and DFARS considerations.
Relationship Building
- Establish executive-level relationships with top federal resellers, VARs, systems integrators, distributors, and channel leaders.
- Build strong connections across the federal partner ecosystem to position Dynabook as a preferred OEM partner.
- Represent Dynabook at federal, public-sector, and partner-focused events, conferences, trade shows, and customer meetings.
Internal Collaboration
- Work closely with marketing to develop partner-driven federal campaigns, demand-generation programs, and enablement materials.
- Partner with product and technical teams to ensure federal requirements, customer use cases, and partner feedback inform future product and solution development.
- Collaborate with sales operations, finance, business planning, logistics, and customer support to ensure seamless partner engagement and deal execution.
Qualifications
- Bachelor’s degree required; MBA or advanced degree preferred.
- 8+ years of experience selling technology solutions into the U.S. Federal Government, preferably laptops, mobile devices, endpoint solutions, or IT hardware through reseller and channel partners.
- Deep understanding of federal acquisition processes, procurement cycles, funding timelines, and contracting practices.
- Strong existing network of federal-focused resellers, VARs, systems integrators, distributors, and contract holders.
- Demonstrated success building, activating, and scaling partner ecosystems in the federal market.
- Proven ability to manage complex sales cycles, including RFP responses, pricing strategy, contract alignment, and negotiations.
- Experience working with federal contract vehicles such as GSA Schedule, NASA SEWP, 2GIT, and related procurement vehicles.
- Strong understanding of partner-led pipeline development, opportunity registration, reseller enablement, and channel performance management.
- Outstanding communication, negotiation, presentation, and executive relationship-building skills.
- Proven ability to grow revenue, capture market share, and retain strategic customers and partners.
- Experience defining sales strategies, implementing repeatable sales processes, and tracking performance metrics.
- Ability to analyze pipeline, partner productivity, close rates, and sales performance data to proactively improve results.
- Keeps current with emerging federal sales, channel, and procurement best practices.
- Strong verbal and written communication and presentation skills.
- Ability to travel up to 30% as needed.
ABOUT US: DynabookAmericas, Inc.
Headquartered in Irvine, Calif., Dynabook Americas, Inc., provides a diverse portfolio of enterprise-grade hardware andsoftwareofferings, including award-winningmobilecomputers, innovative wearable devices, augmented reality applications, and security solutions. Dynabook designs, engineers, and manufactures its offerings in its own-operated facilities to ensure quality and reliability. Dynabook Americas is an independent operating company wholly owned by Dynabook, Inc., of Japan, a majority-owned company of Sharp Corporation.
Compensation for this position
The compensation range for this role is $91,000- $115,000. The listed salary range or contractual rate excludes bonuses, incentives, differential pay, and any other forms of compensation or benefits. We determine starting salary based on several factors, including experience, education, training, certification, and location. You may also be eligible to receive an annual discretionary incentive award, commissions, and program-specific awards, which are subject to the rules governing these programs.
Employee perks
- Comprehensive, family-friendly healthcare plans (medical, dental, vision).
- 401 (k) retirement plan with a competitive match and plenty of financial support tools.
- Employee Assistance Plan to care for you and your family's mental and behavioral health, balance, and support. Financial protection for you and your family (life insurance and disability insurance)
- Rewarding and holistic wellness program.
- Training, professional development, and mentorship
- Full suite of voluntary insurance benefits for financial planning (auto, home, ID protection, and legal)
- Dynamic culture eager to innovate, enhance diversity, and work smarter.
Sharp Electronics Corporation is an equal opportunity employer – minority/female/disabled/veteran.
#DBA #li-sd1
