We are looking for an experienced Channel Manager to join our fast-growing team. The Channel Manager will play a key role in growing the business in the defense, homeland security, law enforcement, and commercial markets including airports, correctional facilities and more. They will serve as our partners’ point of contact to SkySafe product and service catalogue. They will work with key partners to initiate business discussions around their onboarding, training, enablement, and sales needs. The position will lead the learning and understanding how a partners’ stated needs intersect with our products and capabilities and develop intuitive programs to address them. In addition, they will maintain close ties with our partners in core markets in the U.S., North America, and around the globe.


  • Identify, recruit, and onboard new channel partners within assigned territory
  • Achieve monthly, quarterly, and annual sales goals by developing a partner influenced pipeline and close business through solution selling
  • Leverage in-depth knowledge specific to the UAV/counter drone technologies to present and sell SkySafe’s cloud services and critical infrastructure sectors
  • Implement relationship development plans and understand partners' goals to increase revenue growth and customer satisfaction with channel partners.
  • Be a voice of the partner for their success and engagement within SkySafe
  • Create action plans and schedules to increase sales volume in the territory
  • Collaborate with the marketing team to establish partner recruitment activities within an assigned territory
  • Maintain relationships with customers by providing support, information, and guidance on current and emerging capabilities within the company


  • 5+ years’ experience working as a partner manager, alliance manager, or channel manager in a complex solution selling team
  • Strong relationships within one or more verticals - Airports and Aviation, Department of Justice, Dept. of Homeland Security, or the federal government at large
  • Business acumen and work experience within US Government (federal and public) defense sector channel sales 
  • Strong communicator and collaborator; mastery in managing stakeholder community and influencing leadership
  • Able to move forward and deliver results in changing environments
  • Ability to learn new tools and develop processes to support business needs
  • Proven track record of partners satisfaction during the onboarding process
  • Ability to build, grow, validate, and maintain a pipeline of partner identified and qualified opportunities
  • Proven cross-functional influential leadership

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