Channel & Marketing Manager

DH Technologies, Inc.; Leesburg (VA); On-site; USD 120,000 - 165,000; Full time

Job summary

DH Technologies, Inc. in Leesburg, Virginia seeks a strategic Channel & Marketing Manager to own our Alliance Program, manage 25+ OEM/vendor/distribution partnerships, and drive GTM initiatives across sales and pre-sales teams.

You will lead alliance strategy, optimize partner performance, oversee MDF/SDF budgets, and coordinate training, campaigns, and events to accelerate federal IT opportunities. This role demands strong leadership, negotiation, and cross-functional collaboration.

Qualifications

• 5-7+ years in channel partner management and B2B/Federal IT marketing.
• Deep familiarity with federal IT procurement and partner networks (e.g., Carahsoft, Ingram Micro, TD Synnex) and major OEMs.
• Proven leadership of cross-functional teams (sales, pre-sales, marketing) and revenue growth.
• Experience managing MDF/SDF budgets, vendor co-op funds, ROI tracking, and sales forecasting.
• Exceptional executive communication, negotiation, and relationship-building skills.

Responsibilities

• Alliance Program Management & Strategic Leadership: lead and shape the program.
• Program Ownership: maintain reseller and installation partner status across 25+ OEMs/vendors.
• Team & Operations Leadership: guide the Alliance Team and align forecasts/workflows.
• Budgetary Management: oversee joint budgets and resource allocations for sales/marketing.
• Partner Performance & Governance: conduct quarterly business reviews and provide actionable insights.
• Partner Recruitment, Onboarding & Enablement: grow the partner ecosystem.
• Strategic Ecosystem Growth: identify onboard strategic OEM/vendor partners for federal opportunities.
• Contractual & Legal Coordination: manage NDA reviews and partner agreements.
• Go-To-Market (GTM) Strategy: build GTM plans and coordinate training and certifications.
• Sales & Partner Education: train internal teams and partners on features, pricing, and campaigns.
• Marketing, MDF Execution & Event Management: own campaigns, MDF/SDF, and events.
• Field Marketing & Events: plan customer events and partner networking.
• Annual Sales Kickoff: lead planning and sponsorships for the event.

Skills

Channel partner management

Strategic alliances

B2B marketing

Federal IT knowledge

Vendor management

Job description

About DH Technologies

DH Technologies is an emerging technology solutins provider that empowers government agencies, labs, and commercial businesses with the right choices, solutions and enterprise technology services. From concept and design through implementation, sustainment, and services, industry experts and peers continue to recognize DH Tech's unique perspective and approach to architecting genuinely holistic solutions for our customers, with the goal of exceeding expectations always, doing whatever it takes.

About DH Technologies

DH Technologies is an emerging technology solutins provider that empowers government agencies, labs, and commercial businesses with the right choices, solutions and enterprise technology services. From concept and design through implementation, sustainment, and services, industry experts and peers continue to recognize DH Tech's unique perspective and approach to architecting genuinely holistic solutions for our customers, with the goal of exceeding expectations always, doing whatever it takes.
DH Technologies is dedicated to exceeding expectations by delivering exceptional service and lasting partnerships. We are also proud to be recognized as one of the Washington Business Journal's Best Places to Work.

Job Description

DH Technologies is seeking a strategic and results-driven Channel & Marketing Manager to own and elevate our Channel Alliance Program, partner ecosystem, and go-to-market (GTM) marketing strategies. In this high-impact leadership role, you will be responsible for end-to-end program management and team ownership—overseeing vendor relationships, enablement, field marketing, and strategic growth across our sales and pre-sales engineering teams. You will manage and expand our portfolio of 25+ key OEM, vendor, and distribution partnerships, ensuring DH Tech maintains its elite standing as an authorized reseller and installation partner in the Federal/Public Sector IT market.

Key Responsibilities

• Alliance Program Management & Strategic Leadership
• Program Ownership: Maintain and optimize company status as an authorized reseller and certified installation partner across 25+ major OEMs, technology vendors, and distribution partners.
• Team & Operations Leadership: Lead and manage the Alliance Team, effectively leveraging manpower, managing project time constraints, and driving alignment across sales forecasts and team workflows.
• Budgetary Management: Oversee joint vendor budgets, alliance funding, and resource allocations for both the sales and marketing teams.
• Partner Performance & Governance: Champion partner success by conducting strategic quarterly business reviews (QBRs) and ad hoc reviews. Deliver data-backed performance metrics and actionable recommendations to optimize incentives, certifications, GTM messaging, and partner tools.
• Partner Recruitment, Onboarding & Enablement
• Strategic Ecosystem Growth: Identify, evaluate, and onboard strategic OEM and vendor partners aligned with federal IT procurement opportunities.
• Contractual & Legal Coordination: Oversee partner document workflows, including NDA reviews, partner agreements, and program tiering compliance.
• Go-To-Market (GTM) Strategy: Develop structured GTM plans for new and existing alliances, coordinating product training, sales campaigns, and partner certifications.
• Sales & Partner Education: Educate internal sales teams, vendor executives, and distribution partners on key product features, channel promotions, pricing structures, and sales campaigns.
• Marketing, MDF Execution & Event Management
• Marketing Strategy & Campaign Ownership: Architect and execute customer-facing and partner-aligned marketing campaigns, managing full lifecycle MDF (Market Development Funds) and SDF execution and compliance.
• Field Marketing & Events: Plan and execute all field marketing initiatives, customer appreciation events, and partner networking engagements.
• Annual Sales Kickoff: Lead the planning, logistics, vendor sponsorship tiering, and execution of the annual DH Tech Sales Kickoff event.

Qualifications & Requirements

• Experience: 5-7+ years of experience in channel partner management, strategic alliances, alliance program enablement, and B2B/Federal IT marketing.
• Industry Knowledge: Deep familiarity with federal IT procurement, distribution partner networks (e.g., Carahsoft, Ingram Micro, TD Synnex), and tier-1 enterprise tech OEMs (e.g., HPE, Cisco, Dell Technologies, VMware, NVIDIA).
• Leadership Skills: Proven track record of managing cross-functional teams who don’t directly report to you (sales, pre-sales engineering, marketing) and driving revenue growth through strategic channel relationships.
• Financial Acumen: Strong experience managing MDF/SDF budgets, vendor co-op funds, ROI tracking, and sales forecasting.
• Communication & Negotiation: Exceptional executive presentation, negotiation, and relationship-building skills.

Additional Information

• This role is subject to a standard background check

DH Technologies participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. DH Technologies does not discriminate in employment on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, military service, or other non-merit factor. DH Technologies believes that diversity and inclusion among our teammates is critical to our success as a company, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool.