Federal Channel & Inside Sales Manager (Tampa)

Federal Channel & Inside Sales Manager

GrayLineX LLC

Location: Tampa, Florida — In Office ( GrayLineX expects to relocate its primary office to the Lakeland, Florida area within approximately 12 months.)

Compensation: $80,000 base salary + performance-based commission

Target Earnings: Approximately $120,000 at plan, with uncapped upside

Employment Type: Full-Time

About GrayLineX

GrayLineX LLC is a veteran-owned defense and federal contracting company supporting the U.S. Department of Defense, federal agencies, prime contractors, and government resellers.

GrayLineX is an SDVOSB and HUBZone-certified small business. Our business includes federal procurement and sourcing, unmanned systems, fiber-optic UAS technology, mobile UAS infrastructure, command and emergency-response systems, and other mission-focused products and solutions.

We are seeking a highly motivated Federal Channel & Inside Sales Manager to manage incoming federal sales opportunities, build profitable quotes, grow existing channel relationships, and create new sources of federal business.

Position Overview

The Federal Channel & Inside Sales Manager will own the quote-to-win process for a significant portion of GrayLineX's federal business.

This person will work directly with federal resellers, channel partners, prime contractors, and other customers to understand requirements, source products, develop pricing, prepare quotes, follow opportunities, and grow relationships.

A major responsibility of the role is taking incoming RFQs and independently turning them into accurate, competitive, and profitable customer quotes.

The ideal candidate is resourceful, commercially minded, highly organized, comfortable researching technical products, and able to manage multiple opportunities simultaneously.

This is not a passive account-management role.

We are looking for someone who can take an RFQ, figure it out, price it correctly, submit it quickly, follow it aggressively, and continually generate additional opportunities.

Key Responsibilities

Manage Incoming RFQs and Sales Opportunities

• Receive and manage RFQs from federal resellers, prime contractors, and other customers.
• Review customer requirements and identify the exact products, part numbers, configurations, and quantities required.
• Research products and identify appropriate manufacturers, distributors, and suppliers.
• Obtain vendor and reseller pricing.
• Verify product availability and expected lead times.
• Identify acceptable alternatives when specified products are unavailable.
• Coordinate internally when additional technical or sourcing support is required.
• Maintain ownership of each opportunity from initial request through award or loss.
  

Build Pricing and Profitable Customer Quotes

• Determine the expected landed cost of each opportunity.
• Calculate expected gross profit and gross margin.
• Establish customer pricing within company-approved margin guidelines.
• Prepare accurate and professional customer quotes.
• Ensure quotes are competitive while protecting GrayLineX profitability.
• Identify opportunities to improve margin through alternate suppliers, better purchasing terms, substitutions, or volume pricing.
• Escalate unusually low-margin, high-risk, or strategic opportunities to company leadership when appropriate.

The individual in this role should become comfortable making independent pricing decisions within established company guidelines.

Own Quote Follow-Up and Closing

• Track every outstanding quote.
• Maintain regular communication with customers regarding status, timing, funding, and purchasing decisions.
• Understand whether GrayLineX pricing is competitive.
• Identify and resolve issues preventing an award.
• Update quotes when quantities, requirements, availability, or pricing changes.
• Maintain accurate expected award dates and opportunity probabilities.
• Ensure opportunities do not disappear simply because a quote has been submitted.
  

Grow Existing Federal Channel Relationships

• Serve as a primary commercial point of contact for existing federal reseller and channel relationships.
• Build relationships across multiple teams and business units within partner organizations.
• Identify additional sales representatives, account managers, program teams, and customers that GrayLineX can support.
• Regularly engage partners to identify upcoming requirements and sourcing needs.
• Position GrayLineX as a responsive and reliable resource for federal purchasing requirements.
• Expand existing relationships into new programs, agencies, customers, and product categories.
  

Develop New Channel Partners

• Identify additional federal resellers, distributors, VARs, and government contractors that could generate opportunities for GrayLineX.
• Conduct proactive outreach and introduce GrayLineX's capabilities.
• Develop new relationships with organizations supporting federal and Department of Defense customers.
• Build a network of channel partners that regularly send GrayLineX opportunities to quote.
• Help diversify GrayLineX's customer and partner base.
  

Develop Selected Prime Contractor Relationships

• Conduct targeted outreach to defense and federal prime contractors.
• Identify relevant sourcing, subcontracting, teaming, and small-business opportunities.
• Develop relationships with purchasing, supply-chain, business-development, small-business, and program personnel.
• Identify areas where GrayLineX can provide products, sourcing, or subcontracting support.
• Surface larger strategic opportunities to company leadership.
  

Manage Sales Pipeline and CRM

• Maintain accurate records of customers, contacts, RFQs, quotes, opportunities, and follow-up activity.
• Track estimated revenue, expected gross profit, expected gross margin, and expected award timing.
• Maintain a clear next action and next-action date for every active opportunity.
• Track quote win/loss results.
• Maintain visibility into customer activity and pipeline health.
• Provide regular updates on active opportunities, forecasted revenue, gross profit, and business-development activity.
• We use HubSpot as our sales CRM.
  

Performance Metrics

Performance will be measured primarily through profitable growth and execution.

Key metrics may include:

• Gross profit generated.
• New gross profit generated.
• Quote volume.
• Quote win rate.
• Average gross margin.
• New qualified opportunities created.
• Growth within existing channel accounts.
• New channel relationships established.
• New customers and customer groups developed.
• Speed and accuracy of quote response.
• Follow-up discipline.
• Pipeline accuracy.
• Customer responsiveness and account growth.
  

Qualifications
Required

• Strong sales, business-development, account-management, estimating, sourcing, or federal contracting aptitude.
• Strong research and problem-solving skills.
• Ability to quickly understand unfamiliar products and technical requirements.
• Comfortable researching manufacturers, distributors, part numbers, specifications, and pricing.
• Comfortable working with cost, selling price, gross profit, and gross margin.
• Excellent written and verbal communication skills.
• Highly organized and capable of managing numerous simultaneous RFQs and opportunities.
• Strong attention to detail.
• Persistent follow-up mentality.
• Comfortable developing new business relationships through outbound outreach.
• Ability to work independently and make sound commercial decisions.
• Strong Microsoft Office and CRM skills.
• U.S. citizenship.
• Ability to work full-time from GrayLineX's office.
• Ability to travel periodically for customer meetings, conferences, and industry events.
  

Preferred

• Experience selling to or supporting the Department of Defense or other federal agencies.
• Experience with federal resellers, VARs, distributors, or prime contractors.
• Experience preparing customer quotes or estimates.
• Experience sourcing IT, electronics, communications equipment, UAS products, or other technical equipment.
• Understanding of federal procurement and government contracting.
• Familiarity with GSA Schedule purchasing, BPAs, IDIQs, government purchase cards, or other federal purchasing methods.
• Experience working with organizations similar to ADS, Darley, SupplyCore, GovSmart, and/or major defense primes.
• Existing federal-industry relationships.
• Military or government experience is a plus but is not required.
  

HUBZone Residency Requirement

GrayLineX is a HUBZone-certified small business, and HUBZone residency is a requirement for this position .

Candidates must either:

• Currently reside within a qualified HUBZone; or
• Be willing and able to establish their primary residence within a qualified HUBZone within six months of their start date.

The employee must maintain qualifying residency consistent with GrayLineX's HUBZone compliance requirements.

To check if you live in a HUBZone, please go t]]> <