Channel Manager (Global) — Distributors, Resellers & Reps
Location: Los Angeles/Remote Reports to: VP, Global Sales Travel: ~30–50%
About the Job:
Own revenue through distributors, resellers, and manufacturer’s reps across international markets. Build and scale a tiered dealer program and partner portal. Operate with rigor on compliance (ITAR/EAR) and support Foreign Military Sales (FMS) motions. Motivate partners with clear incentives (President’s Club/overachievers trips), enablement, and predictable operating rhythm.
What You’ll Do:
- Revenue & Coverage: Hit channel bookings and pipeline targets; optimize territory and partner coverage by region/vertical; enforce rules of engagement with direct sales.
- Partner Lifecycle: Source, contract, onboard, and enable high-fit partners; run certifications, playbooks, and co-sell motions.
- Dealer Program: Stand up/own program design (tiers, benefits, MDF, SPIFFs, deal reg, certifications, QBR cadence).
- Portal/PRM: Launch and drive adoption of a partner portal (content, deal reg, training, leads, incentives, support).
- Forecast & Hygiene: Maintain accurate forecasts; run weekly/monthly/quarterly reviews; manage pipeline quality and stage progression.
- International GTM: Localize offers, pricing, and enablement; support tenders/frameworks; coordinate logistics with distributors.
- Compliance: Ensure 100% adherence to ITAR/EAR (screenings, licenses, provisos, reporting); align channel activities with FMS processes.
- Incentives & Recognition: Design/manage President’s Club/overachievers criteria, SPIFFs, and quarterly incentives.
- Voice of Partner: Aggregate partner feedback to influence roadmap, pricing, and service.
Required Qualifications:
- 5–10+ years channel sales/partner management with distributors, resellers, and rep firms.
- International experience (EMEA/APAC/LATAM or similar) with cross-cultural fluency.
- Proven dealer program buildout and partner portal/PRM ownership (e.g., Salesforce PRM, Impartner, Allbound).
- Working knowledge of ITAR/EAR and familiarity with FMS opportunities/processes.
- Strong commercial acumen (agreements, margins, inventory planning); CRM discipline (Salesforce/HubSpot).
- Excellent communication, influence without authority, and conflict resolution.
Nice to Have: Industry background (public-safety radios, UAS/drones, MANET/mesh networking, defense tech/industrial IoT); government/tender support experience; additional languages; prior ownership of President’s Club logistics.
KPIs:
- Channel-sourced & influenced bookings vs. target
- Pipeline health/coverage, win rate, sales cycle
- Active/certified partners; portal adoption & deal-reg usage
- Forecast accuracy (±10%); QBR completion
- MDF ROI and campaign contribution
- Compliance metrics (zero export violations)
- Partner NPS and retention
Compensation:
- Base: $120K - $150K OTE: $150K - $200K (accelerators for over-attainment)
- President’s Club eligibility; standard benefits
Export/Trade Compliance:
Employment may require access to export-controlled data/products. Applicants must meet U.S. ITAR/EAR requirements, which may include citizenship/nationality restrictions as defined by law.
