Channel and Partner Manager

Company Overview 

At Performance Drone Works (PDW), we are at the forefront of creating custom small unmanned aerial systems (sUAS) in a wide range of fields from commercial and Industry to DOD and LE. PDW is proudly American owned, with all design, engineering, and manufacturing of our products taking place domestically. At PDW, we are focused on bringing the right technology, expertise, and culture to enable and iterate, innovative solutions quickly to a rapidly evolving UAS landscape. 

Role

We are seeking a strategic and results-driven Channel Manager to join our highly motivated and mission-focused Channels & Partners team. In this pivotal role, you will develop and manage relationships with key channel partners to drive revenue growth and expand market presence through indirect sales and strategic partnerships. The ideal candidate should have a deep understanding of both the Defense and commercial technology landscape, government procurement processes, and a proven track record of building high-performing partner ecosystems.

They will play a key role in supporting the broader Go-To-Market team, particularly our driven Account Executives, by aligning customer needs with our commitment to enabling mission success worldwide through our expanding network of partners. This role is perfect for a candidate that thrives in a fast-paced, innovative environment, excels at critical thinking, and adapts effortlessly to an constantly evolving industry.

Responsibilities

• Identify, onboard, and nurture key channel partners, ensuring alignment with company objectives and market expansion goals.
• Develop and implement a comprehensive channel strategy to drive sales through partners, resellers, and system integrators.
• Collaborate with internal teams to design and implement a robust partner enablement program, including sales training, technical/marketing resources, pricing strategies, and incentive programs
• Assist in responding to Government RFPs, contract bids, and procurement opportunities
• Identify new market opportunities within Commercial, Defense and intelligence, and Government agencies.
• Work cross-functionally with legal and compliance teams to ensure adherence to ITAR, FAR, DFARS, and other defense industry regulations.
• Work with Marketing to Develop co-marketing campaigns, joint events, and industry conference participation to enhance partner visibility and lead generation.
• Monitor competitive landscape and provide insights to enhance partner sales strategies
• Manage Reseller Agreements, pricing structures, and government contract compliance.
• Work with contracts team to ensure adherence to export control regulations, cybersecurity compliance (CMMC, NIST 800-171), and industry-specific security requirements.

Requirements

• 5 years of experience in channel sales, business development, or partner management within the defense, aerospace, security or commercial technology sector.
• Proven track record of managing industry partnerships and delivering revenue through indirect sales channels.
• Deep understanding of government procurement cycles, its processes and contracting vehicles (e.g., GSA, IDIQ, SBIR, OTA contracts).
• Strong network within defense contractors, DoD agencies, and system integrators
• Experience working with ITAR, FAR, DFARS, and CMMC compliance.
• Proven ability to develop and execute complex go-to-market strategies in both highly regulated and commercial markets
• Strong negotiation, communication, and presentation skills.
• Ability to align channel strategy with broader business objectives and market trends.
• Willingness to travel as needed, up to 50%, for partner meetings, trade shows, and industry events.

ITAR Requirement  

In compliance with International Traffic Arms Regulations (ITAR), candidates must be U.S. Citizens, U.S. Permanent Residents (Green Card holders) or individuals granted asylee/refugee status as defined by 8 U.S.C. 1324b(a)(3).  

Compensation and Benefits 

PDW values our team, and we offer a compensation package reflective of your experience and capabilities. Benefits include: 

• Comprehensive BCBS medical, dental, and vision coverage; 80% sponsored by the company.
• Safe Harbor 401(K) with company match.
• A work environment that encourages teamwork and innovation.
• Competitive salary, generous paid time off (PTO), and flexible leave options. 

Commitment to Inclusivity 

PDW is an equal opportunity employer that upholds all federal and state non-discrimination laws. We ensure a fair and unbiased evaluation for employment for all qualified candidates, regardless of race, color, religion, age, sex, sexual orientation, gender identity, national origin, marital status, medical condition, disability, genetic information, veteran status, or any other characteristic protected by law.