Remote Channel Enablement Manager for VARs

Lantronix, Inc.; Washington (District of Columbia); Remote; USD 95,000 - 130,000; Full time

Job summary

Lantronix, Inc. is seeking a Channel VAR Development Manager in Washington, DC area. This role focuses on turning newly recruited VAR reps into self-sufficient Lantronix sellers through onboarding, enablement, and activation.

You will develop product fluency across three product lines, coach reps on qualification and discovery, and ensure timely progression from onboarding to first deal. Remote-friendly with frequent partner interactions.

Qualifications

• Bachelor's degree or equivalent in Business, Sales, Marketing, Technology, or Engineering.
• 3+ years in channel sales, partner management, or related role.
• Experience with VARs, system integrators, distributors, or channel programs preferred.
• Familiarity with CRM platforms such as Salesforce preferred.

Responsibilities

• Onboard newly recruited VAR reps from kickoff to first qualified opportunity.
• Provide onboarding on Lantronix products and value proposition; tailor plans per territory.
• Coach reps on qualification basics, discovery, and positioning against competitors.
• Coordinate access to enablement resources and manage webinars and trainings.
• Track onboarding milestones and ensure reps progress toward first deal.

Skills

Channel sales

Partner management

Communication

Time management

Travel

Sales enablement

Education

Bachelor's degree or equivalent in Business, Sales, Marketing, Technology, or Engineering

Tools

Salesforce

Microsoft Office

Job description

Lantronix, Inc. is seeking a Channel VAR Development Manager in Washington, DC area. This role focuses on turning newly recruited VAR reps into self-sufficient Lantronix sellers through onboarding, enablement, and activation.

You will develop product fluency across three product lines, coach reps on qualification and discovery, and ensure timely progression from onboarding to first deal. Remote-friendly with frequent partner interactions.