Channel Manager

Jobtailor; Ashburn (VA); On-site; USD 90,000 - 120,000; Full time

Job summary

Jobtailor is seeking a Channel Manager to lead and expand partner programs, leveraging relationships to grow current accounts and open new business opportunities. You will onboard partners and vendors, analyze performance, recruit new collaborators, and work with Sales to shape strategy.

The role requires DoD/IC market awareness and up to 25% travel. Experience with enterprise software, cyber security or cloud technology is a plus.

Qualifications

• At least 3 years of experience working in channel/partner management or similar role.
• Public sector experience desired
• Excellent verbal and written communication skills
• Excellent interpersonal skills
• Highly organized and able to work effectively in a fast-paced environment
• Ability to prioritize and meet time sensitive deadlines
• Previous experience working in the public sector a plus
• Understanding of enterprise solution software, cyber security and/or cloud technology
• Strong understanding of Department of Defense (DoD) and Intelligence Community (IC) markets desired
• Established industry network

Responsibilities

• Lead and expand new business opportunities by leveraging relationships and growing current accounts.
• Facilitate onboarding of new partners and vendors
• Analyze partner performance and understand their operations
• Proactively recruit new qualifying partners to generate new opportunities and revenue
• Work with sales to build and execute strategy around partner management to grow sales
• Lead joint partner planning discussions to help develop mutual performance objectives, financial targets, and critical milestones
• Manage and track partner agreements, program levels, and training requirements
• Utilize partner portals to maintain partner activities and available training paths
• Provide cross-functional support to Capture and Proposals team
• Plan and coordinate internal and/or external meetings, luncheons, trainings, and industry events
• Attain MDF revenue from partner network to support promotional marketing, demand generation, and partner training activities
• Cultivate trusted relationships with Channel, Marketing, Executive, and Account Managers at OEM/Distribution Partners
• Establish positive relationships with industry VARS and SIs for potential teaming opportunities
• Travel may be required, up to 25%

Skills

Channel management

Relationship building

Strategic planning

Communication

Project management

Job description

• Channel Manager will lead the way in creating and expanding new business opportunities by leveraging relationships and growing current accounts.
• Facilitate the onboarding of new partners and vendors
• Analyze our partner’s performance and have a strong understanding of their operations
• Proactively recruit new qualifying partners to generate new opportunities and revenue
• Work with sales to build and execute strategy around our partner management to grow sales
• Lead joint partner planning discussions to help develop mutual performance objectives, financial targets, and critical milestones
• Manage and track partner agreements, program levels, and training requirements
• Utilize partner portals to maintain partner activities and available training paths
• Provide cross-functional support to Capture and Proposals team
• Plan and coordinate internal and/or external meetings, luncheons, trainings, and industry events
• Attain MDF revenue from partner network to support promotional marketing, demand generation, and partner training activities
• Cultivate trusted relationships with Channel, Marketing, Executive, and Account Managers at OEM/Distribution Partners
• Establish positive relationships with industry VARS and SIs for potential teaming opportunities
• Travel may be required, up to 25%

Requirements

• At least 3 years of experience working in channel/partner management or similar role
• Public sector experience desired
• Excellent verbal and written communication skills
• Excellent interpersonal skills
• Highly organized and able to work effectively in a fast-paced environment
• Ability to prioritize and meet time sensitive deadlines
• Previous experience working in the public sector a plus
• Understanding of enterprise solution software, cyber security and/or cloud technology
• Strong understanding of Department of Defense (DoD) and Intelligence Community (IC) markets desired
• Established industry network

Demonstrates expertise in channel and partner management, with a strong focus on building relationships, analyzing partner performance, and executing strategic initiatives to drive revenue growth. Proficient in managing partner agreements and providing cross-functional support while maintaining a high level of organization in a fast-paced environment.