Bachelor's degree or equivalent professional experience.
5+ years in channel management, partner management, sales, or business development.
Experience with resellers, distributors, system integrators, or managed service providers.
Proven ability to build strong partner relationships and generate revenue opportunities.
Strong communication, presentation, negotiation, and organizational skills.
Ability to manage multiple partners and competing priorities.
Familiarity with CRM systems for pipeline management and sales forecasting.
Responsibilities
Recruit, onboard, and manage high-performing channel partners.
Serve as the primary contact for strategic channel partners, aligning partner leadership with internal sales teams.
Develop and execute Joint Business Plans (JBPs) with partners, setting revenue targets and co-marketing strategies.
Conduct quarterly business reviews (QBRs) to assess performance against KPIs.
Own and exceed channel sales targets on a monthly, quarterly, and annual basis.
Manage deal registration processes to protect partner margins and eliminate conflicts.
Deliver enablement programs to ensure partner teams are proficient in hardware solutions.
Collaborate with Marketing to execute joint campaigns and manage Market Development Funds (MDF).
Coordinate logistics with distributors and internal teams to ensure inventory availability and timely delivery.
Benefits
Comprehensive enablement programs for partner teams.
Access to sales collateral, demo units, and competitive tools.
Opportunities for professional development through training and workshops.
Participation in partner events and trade shows.
Support for partner conferences and customer engagements.
Full Job Description
Overview
D-Fend Solutions is seeking an experienced Channel Manager to develop, manage, and grow strategic partnerships across the U.S. market. Partners include Value-Added Resellers (VARs), Managed Service Providers (MSPs), System Integrators (SIs), national distributors, and other strategic partners. This role drives channel revenue growth through partner recruitment, joint business planning, sales enablement, co-selling, and coordinated marketing activities supporting D-Fend Solutions' hardware and technology portfolio.
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.
