The Channel Manager will drive revenue through distributors, manage partner relationships, ensure compliance, and optimize channel performance across global markets.
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.
Top Skills
Hubspot
Salesforce
Doodle Labs Los Angeles, California, USA Office
13274 Fiji Way, Suite 250, Marina Del Rey, Los Angeles, CA, United States, 90292
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