NEXA is seeking a Manager of Direct Market Resellers (DMRs) to grow revenue through DMR, VAR, distributor, and channel partners. This role owns reseller activation, co-selling, pipeline generation, account mapping, enablement, forecasting, and performance management across enterprise, public sector, carrier, rugged mobility, managed services, lifecycle, and connected workforce opportunities.
Responsibilities:
- Build DMR, VAR, distributor, master dealer, carrier-aligned, and technology reseller strategies that drive mobility devices, managed services, lifecycle programs, accessory, and partner-led revenue.
- Activate reseller relationships through joint business/account plans, sales motions, target accounts, enablement needs, performance expectations, account mapping, co-selling, referrals, campaigns, and field engagement.
- Lead channel business reviews and maintain scorecards, QBR materials, performance expectations, and executive-ready reporting.
- Drive partner-sourced/influenced pipeline through lead sharing, attribution, field enablement, reseller sales plays, campaigns, event follow-up, and conflict resolution.
- Support deal registration, pricing approvals, margin discipline, quotes, availability, escalations, and solution packaging for reseller-led opportunities.
- Maintain forecasts, CRM hygiene, and pipeline visibility with Sales, Marketing, Product, Finance, Operations, and Customer Success.
- Represent NEXA with reseller teams, partner executives, customers, distributor events, trade shows, and enablement sessions.
- Employees will be required to adhere to NEXA's information security policies and procedures.
Qualifications:
- Bachelor's degree in business, sales, marketing, communications, technology, or related field preferred; channel sales, partner management, reseller program, sales operations, CRM, or enablement training/certifications preferred.
- 5-8+ years in channel sales, reseller management, partner account management, business development, or account management, preferably in wireless, mobility, rugged devices, managed mobility, telecom, distribution, or technology solutions.
- Experience managing DMRs, VARs, distributors, master dealers, carrier-aligned partners, MSPs, or technology reseller ecosystems.
- Knowledge of reseller agreements, deal registration, MDF/co-op, incentives, pricing approvals, margin management, indirect sales models, compensation drivers, and channel operations.
- Experience positioning solutions for enterprise/vertical buyers across public safety, field operations, transportation, logistics, utilities, healthcare, retail, connected workforce, rugged/managed mobility, lifecycle services, connectivity, accessories, and enterprise mobility.
- Working knowledge of Android Enterprise, MDM, rugged deployments, connected workforce/enterprise mobility, lifecycle availability, TCO, deployment support, reliability, durability, security, and field-use performance preferred.
- Able to translate NEXA capabilities into reseller-ready value propositions and support sales decks, battlecards, solution briefs, promotions, QBR decks, pricing summaries, and co-sell materials.
- Strong negotiation, relationship-building, executive communication, and collaboration with reseller leaders, partner sales teams, distributors, customers, internal leadership, and cross-functional teams.
- CRM expertise required; HubSpot preferred for attribution, staging, deal registration, forecasting, pipeline hygiene, and reseller reporting.
- Strong Microsoft Office proficiency; able to manage partner, pipeline, pricing, enablement, quote, escalation, reporting, and performance workstreams in a scaling environment.
- Ability to travel for partner meetings, QBRs, distributor events, co-sell meetings, trade shows, and channel enablement.
