Channel Manager

Key Responsibilities:

• Partner Development and Management

• Recruits, onboard, and manages high-performing channel partners (VARs, MSPs, SIs, Distributors).
• Serves as the primary point of contact for strategic channel partners, driving alignment between partner leadership and internal sales teams.
• Develops and executes Joint Business Plans (JBPs) with key partners, establishing clear revenue targets, co-marketing strategies, and growth milestones.
• Conducts quarterly business reviews (QBRs) to monitor performance against KPIs and pipeline health.

Revenue Growth and Pipeline Management

• Owns and exceeds monthly, quarterly, and annual channel sales targets.
• Manages deal registration processes to eliminate channel conflict and ensure margin protection for partners.
• Collaborates with partners' sales reps to identify, prospect, and close hardware opportunities in target enterprise/mid-market accounts.
• Forecasts channel revenue accurately using CRM systems (e.g., Salesforce, HubSpot, NetSuite).

Channel Enablement & Training

• Delivers comprehensive enablement programs to ensure partner sales and pre-sales engineering teams are fully certified and proficient in our hardware solutions.
• Coordinates sales training, product webinars, and technical workshops.
• Equips partners with sales collateral, battlecards, demo units, and competitive positioning tools.

Co-Marketing & MDF Program Execution

• Collaborate with Marketing to develop and execute joint campaigns, partner events, trade shows, and demand-generation programs.
• Manage allocated Market Development Funds (MDF), track program results, and evaluate return on investment.
• Support partner conferences and customer engagements to increase awareness and generate qualified opportunities.

Hardware Logistics & Distribution Operations

• Work with distributors and internal Operations teams to coordinate inventory availability, stock rotation, delivery lead times, and supply constraints.
• Coordinate special pricing agreements and communicate relevant product availability and production updates to partners.
• Collaborate with Sales, Business Development, Pre-Sales, Marketing, and Customer Success to support partner and customer needs throughout the sales process.  

Qualifications:

Bachelor’s degree or equivalent professional experience.
Five or more years of experience in channel management, partner management, sales, or business development.
Experience working with resellers, distributors, system integrators, or managed service providers.
Demonstrated ability to build strong partner relationships and develop revenue-generating opportunities.
Strong communication, presentation, negotiation, organizational, and problem-solving skills.
Ability to manage multiple partners, opportunities, and competing priorities.
Experience with CRM systems, pipeline management, and sales forecasting.
Ability to travel as needed for partner meetings, customer engagements, training, and events.
Preferred Experience
Experience in defense, security, technology, or government markets.
Familiarity with counter-UAS, UAS, defense technology, or public safety solutions.
Experience with joint business planning, partner marketing programs, deal registration, and hardware distribution.