Channel Manager

Oversee and coordinate activities across various sales channels, including Original Equipment Manufacturer (OEM) partners, resellers, and other distribution networks, to meet sales and cost goals. Identify, establish, and maintain relationships with strategic partners, ensuring these partners have the tools, knowledge, and capabilities to effectively sell and represent the company’s products or services. Collaborate with these partners to develop and implement both short- and long-term sales strategies, while managing performance objectives, financial targets, and key milestones to ensure the success of the partnership. Strong leadership, strategic thinking, and experience in channel development is required.

Requirements

• Identify, recruit, and manage relationships with new and existing channel partners (resellers, distributors, OEMs).
• Develop and maintain strong, long-term relationships with key channel partners.
• Act as the primary point of contact between the company and its channel partners.
• Develop and execute sales plans with channel partners to meet company sales targets and growth objectives.
• Work with partners to create and implement joint sales strategies, marketing initiatives, and promotional campaigns.
• Set performance objectives and sales targets for channel partners.
• Provide training and resources to channel partners to ensure they are knowledgeable about the company’s products and services.
• Offer ongoing support to ensure partners can effectively sell and support the products.
• Monitor the performance of channel partners, tracking sales, revenue, and growth metrics.
• Analyze partner performance and take corrective actions when targets are not met.
• Provide regular reports to senior management regarding channel performance, sales forecasts, and market trends.
• Collaborate with marketing teams to develop materials and campaigns that help channel partners sell products effectively.
• Support partners with lead generation, co-branded marketing campaigns, and sales promotions.
• Handle and resolve any issues or conflicts between the company and channel partners, ensuring alignment with company objectives.
• Mediate and resolve conflicts that may arise between channel partners and the company or other partners.
• Forecast sales and market trends within the assigned region or channel.
• Work with partners to set joint business plans and ensure the alignment of goals.
• Conduct market research to understand industry trends and competitive landscape.
• Share insights with partners to adjust strategies and stay competitive.
• Negotiate contracts, terms, and pricing with channel partners.
• Ensure that all partner agreements align with company goals and compliance standards.
• Identify opportunities for expanding the company’s presence through new channels and partners.
• Foster the growth and development of underperforming or new channels.

Non-Negotiable Requirements:

1. Top Secret with investigation current within the last 5 years

2. On-site, no remote

Technical Environment: Microsoft, Linux, Splunk, Ansible, Tenable, GEMS

A notification to prospective applicants that reviews, and tests for the absence of any illegal drug as defined in 10 CFR 707.4, will be conducted by the employer and a background investigation by the Federal government may be required to obtain an access authorization prior to employment, and that subsequent reinvestigations may be required. If the position is covered by the Counterintelligence Evaluation Program regulations at 10 CFR part 709, the announcement should also alert applicants that successful completion of a counterintelligence evaluation may include a counterintelligence-scope polygraph examination.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law. In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.