Channel Manager

Location: McLean, VA

Security Clearance: US Citizen/Clearable

Channel Manager – U.S. Market

Channel Sales | Strategic Partnerships | Airspace Security

Shape the Future of Airspace Security

Help bring next-generation airspace security technology to market by building the partnerships that drive growth. Our company develops advanced cyber-takeover counter-drone solutions that protect critical infrastructure, government agencies, and commercial organizations from evolving drone threats.

We’re looking for a results-driven Channel Manager to expand our U.S. partner ecosystem, accelerate revenue growth, and turn strategic relationships into lasting business opportunities. This is an opportunity to take ownership of channel strategy, build high-performing partnerships, and make a meaningful impact in a rapidly evolving technology market.

The Opportunity

As Channel Manager, you’ll lead the recruitment, development, and performance of strategic channel partners across the United States, including resellers, distributors, system integrators, and managed service providers. You’ll work closely with internal sales, marketing, business development, and technical teams to strengthen partner capabilities, generate pipeline, and deliver measurable revenue growth.

What You’ll Do

Build and Scale the Channel: Recruit, onboard, and develop high-performing partners while expanding market reach and strengthening strategic relationships.

Drive Revenue Growth: Own channel sales targets, build qualified pipeline, support complex deals, and work with partners to identify and close new business.

Develop Partner Strategies: Create joint business plans, establish growth objectives, track performance, and conduct regular business reviews.

Enable Partner Success: Deliver sales training, product education, demonstrations, and competitive positioning resources that help partners effectively sell and support our solutions.

Lead Channel Marketing: Partner with Marketing to execute joint campaigns, industry events, trade shows, and demand-generation initiatives that create new opportunities.

Optimize Channel Performance: Manage deal registration, partner incentives, forecasting, and market development funds while protecting channel alignment and profitability.

Coordinate Distribution Operations: Work with distributors and internal Operations teams to manage product availability, inventory, delivery schedules, and pricing agreements.

Collaborate Across the Business: Align Sales, Business Development, Pre-Sales, Marketing, and Customer Success to deliver a strong partner and customer experience.

What You Bring

Bachelor’s degree or equivalent professional experience.

5+ years of experience in channel sales, partner management, business development, or a related commercial role.

Proven success developing channel partnerships and generating revenue through resellers, distributors, system integrators, or managed service providers.

A track record of building partner relationships, developing pipeline, and achieving sales targets.

Experience with joint business planning, sales enablement, channel programs, and revenue forecasting.

Strong negotiation, presentation, communication, and relationship-management skills.

Proficiency with CRM platforms and pipeline management tools.

Willingness to travel for partner meetings, customer engagements, and industry events.

Preferred Qualifications

Experience in defense, security, public safety, or enterprise technology markets.

Familiarity with counter-UAS, drone detection, airspace security, or related defense technologies.

Experience managing hardware distribution, deal registration, partner incentives, and co-marketing programs.

Why Join Us?

Make an Impact: Help bring innovative counter-drone technology to customers addressing real-world security challenges.

Build Something That Matters: Shape the U.S. channel ecosystem and influence how our solutions reach new markets.

Work Across Disciplines: Collaborate with talented commercial and technical teams in a fast-moving technology environment.

Grow With the Opportunity: Play a key role in expanding a growing business at the intersection of security, defense, and advanced technology.

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