Channel Manager

Join D-Fend Solutions — where technology meets purpose.
As the global leader in cyber-takeover counter-drone technology, we develop advanced solutions that keep airspaces safe from evolving drone threats. Our team — including veterans of elite military tech units — pushes boundaries every day to deliver smarter, faster, and safer protection for customers worldwide.
If you’re passionate about cutting-edge technology, real-world impact, and working in a collaborative, high-energy environment — we’d love to have you on board.
Become a D-Fender. Shape the future of airspace security.

Key Responsibilities:

- Partner Development and Management
- Recruits, onboard, and manages high-performing channel partners (VARs, MSPs, SIs, Distributors).

- Serves as the primary point of contact for strategic channel partners, driving alignment between partner leadership and internal sales teams.

- Develops and executes Joint Business Plans (JBPs) with key partners, establishing clear revenue targets, co-marketing strategies, and growth milestones.

- Conducts quarterly business reviews (QBRs) to monitor performance against KPIs and pipeline health.

Revenue Growth and Pipeline Management

- Owns and exceeds monthly, quarterly, and annual channel sales targets.

- Manages deal registration processes to eliminate channel conflict and ensure margin protection for partners.

- Collaborates with partners' sales reps to identify, prospect, and close hardware opportunities in target enterprise/mid-market accounts.

- Forecasts channel revenue accurately using CRM systems (e.g., Salesforce, HubSpot, NetSuite).

Channel Enablement & Training

- Delivers comprehensive enablement programs to ensure partner sales and pre-sales engineering teams are fully certified and proficient in our hardware solutions.

- Coordinates sales training, product webinars, and technical workshops.

- Equips partners with sales collateral, battlecards, demo units, and competitive positioning tools.

Co-Marketing & MDF Program Execution

- Collaborate with Marketing to develop and execute joint campaigns, partner events, trade shows, and demand-generation programs.

- Manage allocated Market Development Funds (MDF), track program results, and evaluate return on investment.

- Support partner conferences and customer engagements to increase awareness and generate qualified opportunities.

Hardware Logistics & Distribution Operations

- Work with distributors and internal Operations teams to coordinate inventory availability, stock rotation, delivery lead times, and supply constraints.

- Coordinate special pricing agreements and communicate relevant product availability and production updates to partners.

- Collaborate with Sales, Business Development, Pre-Sales, Marketing, and Customer Success to support partner and customer needs throughout the sales process.

Qualifications:

- Bachelor’s degree or equivalent professional experience.

- Five or more years of experience in channel management, partner management, sales, or business development.

- Experience working with resellers, distributors, system integrators, or managed service providers.

- Demonstrated ability to build strong partner relationships and develop revenue-generating opportunities.

- Strong communication, presentation, negotiation, organizational, and problem-solving skills.

- Ability to manage multiple partners, opportunities, and competing priorities.

- Experience with CRM systems, pipeline management, and sales forecasting.

- Ability to travel as needed for partner meetings, customer engagements, training, and events.

Preferred Experience

- Experience in defense, security, technology, or government markets.

- Familiarity with counter-UAS, UAS, defense technology, or public safety solutions.

- Experience with joint business planning, partner marketing programs, deal registration, and hardware distribution.