Job Type
Full-Time Regular
Location
Anywhere U.S. Based


Channel Manager (Global) — Distributors, Resellers & Representatives

Location: Los Angeles / Remote  Reports To: VP, Global Sales  Travel: ~30–50%

About the Job

We are a fast-growing global technology company shaping the future of wireless communications for defense, robotics, and industrial connectivity. Our solutions enable secure, high-performance networking for mission-critical applications — from drones and uncrewed systems to advanced mesh communications and edge computing platforms.

As we expand our international footprint, we’re seeking a Global Channel Manager to own and scale our global distribution network. This role will lead revenue generation through distributors, resellers, and manufacturer’s representatives across multiple international markets. You’ll design and implement a world-class channel strategy — including dealer programs, partner enablement, and compliance frameworks — that drives growth while maintaining the highest standards of operational excellence.

The ideal candidate combines channel development expertise with cross-cultural fluency and a strong grasp of regulatory compliance, particularly around ITAR/EAR and Foreign Military Sales (FMS) processes.

What You’ll Do

  • Own Channel Revenue: Achieve bookings and pipeline targets across distributor, reseller, and rep networks. Optimize territory coverage and enforce rules of engagement with direct sales teams.

  • Develop Partner Lifecycle: Source, contract, onboard, and enable high-performing partners; oversee certifications, playbooks, and co-selling motions to ensure consistent execution.

  • Build the Dealer Program: Define and manage a tiered partner framework (benefits, MDF, SPIFFs, deal registration, certifications, and QBR cadence).

  • Launch Partner Portal: Drive adoption of a partner relationship management (PRM) system to streamline deal registration, training, content access, and incentive tracking.

  • Forecasting & Governance: Maintain disciplined CRM hygiene, accurate forecasting, and regular pipeline reviews with global leadership.

  • International Go-to-Market: Adapt offerings and pricing for regional markets; support tenders, frameworks, and FMS engagements; coordinate logistics with global distributors.

  • Compliance: Ensure full adherence to ITAR/EAR export controls, license management, and reporting; align channel activity with FMS and trade compliance processes.

  • Incentives & Recognition: Design and execute President’s Club, SPIFFs, and quarterly incentive programs to motivate and reward top performers.

  • Voice of the Partner: Capture and communicate partner feedback to influence product roadmap, pricing models, and field enablement initiatives.

What We’re Looking For

  • 5–10+ years of success in channel or partner sales management with distributors, resellers, and manufacturer’s reps.

  • Proven experience managing international markets (EMEA, APAC, LATAM, or similar).

  • Demonstrated success in building or scaling dealer programs and partner portals (PRM) such as Salesforce PRM, Impartner, or Allbound.

  • Working knowledge of ITAR/EAR export regulations and familiarity with FMS programs.

  • Strong commercial acumen — including partner agreements, margin structures, and inventory planning.

  • Excellent communication, relationship management, and conflict-resolution skills.

  • CRM discipline (Salesforce or HubSpot).

  • Bonus: Background in public safety communications, UAS/drones, MANET/mesh networking, defense technology, or industrial IoT; prior experience supporting tenders; multilingual proficiency; prior management of President’s Club logistics.

Key Performance Indicators

  • Channel-sourced and influenced bookings versus target

  • Pipeline health, win rate, and coverage ratio

  • Active/certified partners and PRM engagement metrics

  • Forecast accuracy (±10%) and QBR completion rate

  • MDF utilization and campaign ROI

  • Compliance record (zero export violations)

  • Partner NPS and retention rate

Compensation & Benefits

  • Base Salary: $120,000 – $150,000

  • On-Target Earnings (OTE): $150,000 – $200,000 (with accelerators for over-attainment)

  • Eligibility: President’s Club recognition, standard employee benefits, and global travel incentives

Export/Trade Compliance

Employment may require access to export-controlled data or products. Applicants must meet U.S. ITAR/EAR requirements, which may include specific citizenship or nationality restrictions as defined by law.

This opportunity is presented in partnership with Peskind Executive Search, a trusted recruiting partner for growth-stage companies at the intersection of defense, robotics, and advanced wireless communications.