Channel Manager

BlueSnap, Inc; New Hampshire; Remote; USD 70,000 - 110,000; Full time

Job summary

An established industry player in the Aerospace & Defense sector is seeking a dynamic Channel Manager to drive sales growth and expand market presence. This role involves developing strategic partnerships with distributors and resellers, requiring excellent relationship-building skills and a strong understanding of the A/D market. The ideal candidate will have a proven track record of achieving sales targets through channel partners and will be responsible for providing comprehensive training and support. Join a forward-thinking company that values innovation and quality, and make a significant impact in a mission-critical environment.

Qualifications

• 5+ years of experience in channel management or sales in A/D market.
• Strong understanding of power and networking solutions.

Responsibilities

• Develop and manage strategic partnerships with channel partners.
• Conduct training and provide support to channel partners.
• Implement channel sales strategies to achieve revenue targets.

Skills

Channel Management

Sales Strategy

Relationship Building

Communication Skills

Analytical Skills

Problem-Solving Skills

Negotiation Skills

Education

Bachelor's degree in business administration

Bachelor's degree in engineering

Tools

Salesforce CRM

Job description

Milpower Source is a leading provider of ruggedized power and networking solutions for mission-critical applications in the Aerospace & Defense (A/D) market. We design and manufacture high-reliability products that meet the demanding requirements of military and aerospace environments. Our commitment to innovation and quality ensures our customers receive the most advanced and dependable solutions.

Job Summary:

Milpower Source is seeking a dynamic and results-oriented Channel Manager to drive sales growth and expand our market presence within the Aerospace & Defense (A/D) sector. The Channel Manager will be responsible for developing and managing strategic partnerships with distributors, resellers, and system integrators to promote and sell our comprehensive portfolio of power and networking solutions. This role requires a strong understanding of the A/D market, excellent relationship-building skills, and a proven track record of achieving sales targets through channel partners.

Responsibilities:

1. Identify, recruit, and onboard new channel partners (distributors, resellers, system integrators) that align with Milpower Source's strategic goals.
2. Develop and maintain strong relationships with existing channel partners, ensuring their success in promoting and selling Milpower Source products.
3. Conduct virtual and in-person meetings at distributor locations to review performance, improvement areas, establish strategic direction, and opportunities to promote MPS products and solutions.
4. Provide comprehensive product training and technical support to channel partners.
5. Develop and deliver sales tools, marketing materials, and presentations to support channel partner sales efforts.
6. Collaborate with internal teams (product management, engineering, marketing) to ensure channel partners have the resources they need.
7. Sales Strategy and Execution:
8. Develop and implement channel sales strategies to achieve revenue targets and expand market share.
9. Monitor and analyze channel partner performance, providing regular reports and recommendations for improvement.
10. Review and set goals on key Performance Indicators (KPI’s) including Point of Sale, Point of Purchase, and inventory levels.
11. Conduct regular business reviews with channel partners to assess performance and identify opportunities for growth.
12. Work closely with sales and marketing to run promotional events for the channel.
13. Stay informed about industry trends, competitor activities, and customer needs in the A/D market.
14. Provide feedback to product management and engineering teams on customer requirements and market opportunities.
15. Contract Management:
16. Negotiate and manage channel partner agreements, ensuring compliance with company policies and legal requirements.
17. Handle pricing, quotes, and order management.
18. Accurate forecasting by analyzing market and customer trends as well as customer insights.
19. Communicate new product introductions and stocking packages. Position new products and technologies with distributors.

Requirements

Qualifications:

1. Bachelor's degree in business administration, engineering, or a related field.
2. Minimum of 5 years of experience in channel management or sales, preferably in the Aerospace & Defense (A/D) market.
3. Strong understanding of power and networking solutions and their applications in A/D environments.
4. Proven track record of achieving sales targets through channel partners.
5. Excellent communication, presentation, and negotiation skills.
6. Ability to build and maintain strong relationships with channel partners and customers.
7. Strong analytical and problem-solving skills.
8. Ability to travel as required.
9. Ideal candidate will live near a major airport to enable efficient travel.
10. This position can be remote or can work out of our Sale Office located in Manchester, New Hampshire.

Preferred Qualifications:

1. Technical background in electronics or networking.
2. Experience with Salesforce CRM software.
3. Knowledge of military standards and specifications (e.g., MIL-STD-810, MIL-STD-461).