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Channel Sales Manager
2 weeks ago
Job Title: Channel Sales Manager
OverviewWe are seeking a highly experienced and results-driven Channel Sales Manager to join our team. This individual will be responsible for managing relationships with strategic partners, driving revenue growth, and ensuring partner alignment with our business strategy.
Key Responsibilities- Partner Management & Relationship Building
Build and maintain strong working relationships with assigned partners, serving as the primary liaison for sales, training, co-selling, and escalation. Conduct regular business reviews and joint planning sessions to ensure partners are fully enabled and motivated.
- Revenue & Pipeline Growth
Own and exceed sales targets through your partner portfolio, identifying and driving high-potential joint opportunities in public and private sectors. Support partners in deal registration, proposal creation, and competitive positioning to ensure they bring new customers to us on a regular basis.
- Enablement & Technical Guidance
Ensure partners are trained and certified on our products, working with pre-sales/technical teams to support product demos and proof of concept deployments. Keep partners informed about new features, SKUs, compliance updates, and documentation to maintain their expertise.
- GTM & Marketing Execution
Collaborate on joint go-to-market strategies, campaigns, and local events to drive usage of MDF funds for lead generation and awareness. Ensure alignment on pricing, branding, and value proposition to deliver consistent messaging across all channels.
- Forecasting & Reporting
Track pipeline, partner performance, and sales forecast via CRM/PRM tools, identifying and addressing gaps in performance or activity across partners. Provide market and partner feedback to internal teams for continuous improvement.
Requirements- 8–12 years of experience in channel sales, partner account management or business development, preferably in deep tech, defense, surveillance, or industrial solutions.
- Proven success in working with system integrators, defense contractors or value-added resellers (VARs).
- Ability to understand and communicate complex technical products to both technical and commercial audiences.
- Experience working on government tenders, RFPs, or regulated procurement cycles is a plus.
- Strong interpersonal and influencing skills with an ownership mindset.
- Willingness to travel 30–50% of the time for partner meetings, demos, and field support.
- Engineering/MBA degree required.