Join the world leader in aerial autonomy as we grow exponentially across multiple industries and use cases, drastically increasing the safety and efficiency of our customer’s inspection and situational awareness missions.  Skydio is seeking a highly motivated Enterprise Channel Manager to take responsibility for driving and delivering sales through our Enterprise resell channel.  

About the role: As Enterprise Channel Manager at Skydio, your role will be centered around strategic relationship management to achieve measurable results in increased revenue, market share, and depth of capabilities across key Enterprise reseller partnerships. Your success in this role will be driven by the creation and execution of regional and national partner business plans in support of our Enterprise sales segment.  The focus will be on developing long-term, high-value partnerships.  You’ll work in a collaborative team environment and lead cross-functional resources to ensure partner sales and satisfaction.

How You’ll Make An Impact:

• Build, cultivate and develop strategic resell channel partnerships in the Enterprise space.
• Build specific and measurable growth initiatives that align to our channel business strategy.
• Build annual business plans and track quarterly targets, to include marketing, sales and enablement metrics
• Lead joint account mapping exercise with partners and sales teams.
• Collaborate with sales teams to refer partners that add value to our current customers, identify opportunities and assist in targeted sales pursuits.
• Assume quota responsibility across defined partner channels.
• Design compelling Enterprise value propositions that inspire partners to promote our solutions in this unique market.
• Foster strong, consultative relationships and continually assess, clarify, and validate partner needs on an ongoing basis.
• Collaborate with Skydio and partner the marketing teams to develop industry/use case-specific marketing programs.
• Measure and analyze channel programs, promotions, and other activities.
• Provide clear and consistent communication across the Enterprise segment and build strong internal partnerships throughout our Enterprise sales organization.

 What Makes You a Good Fit:

• Self-starter mentality - you are resourceful, take action, and can be decisive with little oversight.
• Exceptional interpersonal skills - you are confident, articulate, and comfortable interfacing with both internal and external stakeholders.
• Demonstrate working knowledge of Skydio technology and be willing to earn your Part 107 license.
• UAV or end-user industry understanding is preferred.
• 5+ years’ experience in relevant specific Enterprise initiatives and markets.
• Understanding of channel operating models, sales, marketing, and solution development.
• Leadership of cross-functional teams and resources.
• Demonstrated track record of meeting and / or exceeding revenue objectives, especially for revenue sourced through the channel.
• Experience working with Salesforce (CRM) and report building.
• Excellent presentation skills to executives & individual contributors.
• Experience of analyzing performance to identify areas of improvement and optimization.
• Exceptional communication and negotiation skills.

The ideal candidate will:

• have excellent interpersonal skills,
• be able to work well with all levels of the organization,
• be able to work in a matrixed environment,
• understand the importance and intent of driving company growth,
• track the progress of new business opportunities in a CRM system, and
• communicate status (written and verbal) to all stakeholders.

Minimum Requirements:

• Proven track record of consistent quota over-achievement
• Self-starter, with the ability to manage and report on simultaneous partner engagements
• Bachelor’s degree

Compensation Range: The annual base salary range for this position is $116,875 - 147,800 + commission*. Compensation will vary based on factors, including skill level, proficiencies, transferable knowledge, and experience. In addition to base salary, Skydio full-time employees are eligible to enroll in our benefit plans and take advantage of a variety of incentives and stipends.

*For some positions the pay may be dependent upon the individual’s regional location.