Channel Manager

5 - 7 years experience  •  Business Services

Salary depends on experience
Posted on 09/22/17
Sunrise, FL
5 - 7 years experience
Business Services
Salary depends on experience
Posted on 09/22/17

Harris Corporation is a leading technology innovator, solving customers’ toughest mission-critical challenges by providing solutions that connect, inform and protect. Harris supports government and commercial customers in more than 100 countries and has approximately $6 billion in annual revenue. The company is organized into three business segments: Communication Systems, Space and Intelligence Systems and Electronic Systems. Learn more at

Job Description: 

Responsible for selling company products, systems and services in assigned territory through indirect saleschannels. Represents the company to the channel and the Channel to the company in all sales-oriented activities, including marketing, advertising, salespromotions, training and otherchannel-related support.  Responsible for understanding all aspects of PSPC business in Caribbean and Latin America relative to accessible channels to market, competition, market trends, vertical market segmentation, product positioning and pricing.

  • Responsible for working closely with Master Distributors to ensure sales / account strategies can be addressed by channel partners
  • Responsible for oversight and performance of channel partners to ensure requirements of training, inventory and other measures of capabilities and execution
  • Evaluate current competitive channel assessment and alternative – non-traditional channels to be considered for PSPC products and solutions
  • Introduce new products designed to be sold by the Channel and assigned territory 
  • Participate in quarterly formal assessments with each Master Distributor along with the Indirect management team
  • In conjunction with Sales develop annual quotas and provide quarterly feedback to the partners on performance to quota
  • Provide PSPC management insight into the needs and opinions of the Master Distributors as well as the channel partners
  • Ensure periodic PSPC and Channel partner interactions
  • Ensure PSPC Channel strategies and policies are adhered to and work collaboratively with Sales Management to ensure consistency and share best practices
  • Provide monthly and as requested updates and forecasts for assigned channel partner and territory


  • Minimum of a Bachelor’s Degree in a related or business management field
  • Channel Management and/or Operation experience
  • 5 or more years’ experience in Telecommunications or Land Mobile Radio 
  • 5+ years’ experience in sales / sales management
  • Experience with the role of channel programs, product pricing and product portfolio
  • in developing channel partners and attracting new partners
  • Experience in LMR technical sales / marketing / channel management
  • Ability to work independently with remote supervision
  • 50% travel within Caribbean and Latin America

Preferred Additional Skills: 

  • Land Mobile Radio background highly preferred
  • Business acumen in marketing, business management, product management, contract negotiations and procurement.
  • Experience in Matrix style organization desirable with ability to meet Quota for assigned territory. 
  • Able to effectively integrate numerous inputs and information to provide a clear understanding of present and future channel performance and needs
  • Ability to manage, direct, motivate and develop channel partners
  • Ability to develop effective strategy for the channel in conjunction with sales management and PSPC objectives, including promotional programs
  • Self-starter with an entrepreneurial attitude
  • Excellent analytical and problem solving skills
    • Possess superior communication skills (oral and written) with ability to present confidently in front of senior executives, partners and customers
    • English, Spanish and Portuguese Language Skills
    • Ability to execute and work within a cross functional, geographically diverse team environment
    • Ability to assess market trends and identify emerging channel opportunities
    • Demonstrated account planning, strong relationship building and negotiating skills


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