U.S. Citizenship Requirement: Due to the requirements of this government/military contract, applicants must be U.S. citizens to be eligible for consideration. This requirement is mandatory for this position.
The Opportunity
StaffRight Associates is recruiting for a Channel Manager to join an aerospace and defense technology company whose advanced counter-drone systems protect government agencies, commercial enterprises, and critical infrastructure from emerging unmanned aircraft threats. This is a fully on-site position based in McLean, Virginia.
The client seeks a results-oriented commercial leader to grow its U.S. partner network, speed up revenue expansion, and convert key alliances into durable, long-term business. As the Channel Manager, you will take ownership of national channel strategy, recruiting and cultivating system integrators, resellers, managed service providers, and distributors while partnering closely with internal sales, marketing, business development, and technical teams. You’ll sharpen partner capabilities, build pipeline, and produce measurable revenue gains.
This is a rare chance to define how an innovative security technology reaches new U.S. markets. The Channel Manager will collaborate with talented commercial and engineering colleagues in a fast-paced setting and play a pivotal part in scaling a growing business where defense, security, and advanced technology converge, putting solutions in front of customers tackling real-world security challenges.
What You’ll Do
- Identify, sign, and nurture top-performing partners nationwide, widening market coverage and deepening strategic alliances.
- Own channel revenue quotas, cultivate qualified pipeline, and guide partners through complex, multi-stakeholder deals to win new business.
- Craft joint business plans with each partner, set growth goals, monitor results, and lead recurring business reviews.
- Equip partners to sell and support the client’s solutions through sales training, product instruction, live demonstrations, and competitive positioning materials.
- Spearhead co-marketing efforts alongside the Marketing team, including joint campaigns, trade shows, industry events, and demand-generation programs that open fresh opportunities.
- Administer deal registration, market development funds, partner incentive programs, and forecasting, safeguarding channel alignment and profitability.
- Orchestrate distribution logistics with distributors and internal Operations, overseeing product availability, inventory levels, delivery timelines, and pricing arrangements.
- Unite Business Development, Pre-Sales, Sales, Customer Success, and Marketing teams to create a seamless experience for partners and end customers.
What You Bring
Required
- Bachelor’s degree, or comparable professional experience in lieu of a degree.
- 5+ years in Channel Sales, Partner Management, Business Development, or a similar commercial role.
- A demonstrated record of building Channel Partnerships and driving revenue via system integrators, managed service providers, resellers, or distributors.
- A history of cultivating partner relationships, advancing Pipeline Development, and hitting sales targets.
- Hands-on experience with Sales Enablement, Revenue Forecasting, Joint Business Planning, and Channel Program Management.
- Excellent Communication, Negotiation, Relationship Management, and Presentation abilities.
- Working command of CRM Platforms and tools for Pipeline Management.
- Ability and willingness to travel to meet partners and customers and to attend industry events.
- Must be able to work on-site in McLean, Virginia; local candidates are preferred and relocation assistance is not offered.
- Visa sponsorship is not available for this position.
Preferred
- Background in Enterprise Technology, Public Safety, Defense, or Security markets.
- Knowledge of Drone Detection, Counter-UAS, Airspace Security, or adjacent defense technologies.
- Experience overseeing Deal Registration, Co-Marketing Programs, Partner Incentive Programs, and Hardware Distribution.
Compensation & Total Rewards
- Salary: $165,000–$200,000 (USD, annual)
- Engagement: Full-time, direct hire; on-site in McLean, Virginia
- Benefits: Top-tier benefits package
Joining StaffRight Associates
When you partner with StaffRight Associates in your search for your next role, you’re doing more than pursuing a job, you’re aligning yourself with a team of experts committed to placing top-tier talent in truly impactful positions. We take pride in fostering professional growth and connecting forward-thinking individuals with organizations that value innovation and excellence. We look forward to showcasing your expertise in a way that resonates with our clients and opens the door to meaningful opportunities.
