{"id":2002555,"url":"https://alion.io/job/d-fend-solutions-channel-manager","title":"Channel Manager","company":{"id":3468,"name":"D-Fend Solutions","domain":"dfendsolutions.com","url":"https://alion.io/company/dfendsolutions","size_band":null,"is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Lever","truth_index":{"grade":"A","score":87,"open_postings":19,"ghost_share":0,"stale_share":0.316,"repost_share":0,"time_to_fill_p50_days":85,"computed_at":"2026-10-22T06:10:10Z"}},"role":"Sales","role_family":"Sales","seniority":"senior","employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["McLean, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":96000,"max_usd":204000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":4086},"experience_years_min":5,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"HubSpot","optional":false},{"name":"Salesforce","optional":false}],"status":"live","first_seen_at":"2026-10-07T11:45:51Z","employer_posted_date":"2026-10-07","last_verified_at":"2026-10-22T11:18:42Z","board_verified":true,"closed_at":null,"days_open":15,"trust":{"level":"ok","repost_count":0,"flags":[],"days_open":14},"description":"Overview\nD-Fend Solutions is seeking an experienced Channel Manager to develop, manage, and grow strategic partnerships across the U.S. market. Partners include Value-Added Resellers (VARs), Managed Service Providers (MSPs), System Integrators (SIs), national distributors, and other strategic partners. This role drives channel revenue growth through partner recruitment, joint business planning, sales enablement, co-selling, and coordinated marketing activities supporting D-Fend Solutions’ hardware and technology portfolio.\nKey Responsibilities:\nPartner Development and Management\n\nRecruits, onboard, and manages high-performing channel partners (VARs, MSPs, SIs, Distributors).\nServes as the primary point of contact for strategic channel partners, driving alignment between partner leadership and internal sales teams.\nDevelops and executes Joint Business Plans (JBPs) with key partners, establishing clear revenue targets, co-marketing strategies, and growth milestones.\nConducts quarterly business reviews (QBRs) to monitor performance against KPIs and pipeline health.\nRevenue Growth and Pipeline Management\nOwns and exceeds monthly, quarterly, and annual channel sales targets.\nManages deal registration processes to eliminate channel conflict and ensure margin protection for partners.\nCollaborates with partners' sales reps to identify, prospect, and close hardware opportunities in target enterprise/mid-market accounts.\nForecasts channel revenue accurately using CRM systems (e.g., Salesforce, HubSpot, NetSuite).\nChannel Enablement & Training\nDelivers comprehensive enablement programs to ensure partner sales and pre-sales engineering teams are fully certified and proficient in our hardware solutions.\nCoordinates sales training, product webinars, and technical workshops.\nEquips partners with sales collateral, battlecards, demo units, and competitive positioning tools.\nCo-Marketing & MDF Program Execution\nCollaborate with Marketing to develop and execute joint campaigns, partner events, trade shows, and demand-generation programs.\nManage allocated Market Development Funds (MDF), track program results, and evaluate return on investment.\nSupport partner conferences and customer engagements to increase awareness and generate qualified opportunities.\nHardware Logistics & Distribution Operations\nWork with distributors and internal Operations teams to coordinate inventory availability, stock rotation, delivery lead times, and supply constraints.\nCoordinate special pricing agreements and communicate relevant product availability and production updates to partners.\nCollaborate with Sales, Business Development, Pre-Sales, Marketing, and Customer Success to support partner and customer needs throughout the sales process. \nQualifications:\nBachelor’s degree or equivalent professional experience.\nFive or more years of experience in channel management, partner management, sales, or business development.\nExperience working with resellers, distributors, system integrators, or managed service providers.\nDemonstrated ability to build strong partner relationships and develop revenue-generating opportunities.\nStrong communication, presentation, negotiation, organizational, and problem-solving skills.\nAbility to manage multiple partners, opportunities, and competing priorities.\nExperience with CRM systems, pipeline management, and sales forecasting.\nAbility to travel as needed for partner meetings, customer engagements, training, and events.\n Preferred Experience\nExperience in defense, security, technology, or government markets.\nFamiliarity with counter-UAS, UAS, defense technology, or public safety solutions.\nExperience with joint business planning, partner marketing programs, deal registration, and hardware distribution.","description_format":"text","description_chars":3760,"description_truncated":false,"requirements":{"experience_years_min":5,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":{"level":"bachelor","optional":false},"security_clearance":false,"languages":[]},"benefits":[],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":false,"industries":["Travel Technology","Air Defense","Electronic Warfare","Homeland 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