Channels & Partners Manager

Now, we’re entering a new phase of growth and are looking for a strategic and results-driven Channel Manager to join our highly motivated and mission-focused Channels & Partners team. In this pivotal role, you will develop and manage relationships with key channel partners to drive revenue growth and expand market presence through indirect sales and strategic partnerships. The ideal candidate should have a deep understanding of both the Defense and commercial technology landscape, government procurement processes, and a proven track record of building high-performing partner ecosystems. 

They will play a key role in supporting the broader Go-To-Market team, particularly our driven Account Executives, by aligning customer needs with our commitment to enabling mission success worldwide through our expanding network of partners. This role is perfect for a candidate that thrives in a fast-paced, innovative environment, excels at critical thinking, and adapts effortlessly to a constantly evolving industry. 

What You’ll Do 

• Identify, onboard, and nurture key channel partners, ensuring alignment with company objectives and market expansion goals. 

• Develop and implement a comprehensive channel strategy to drive sales through partners, resellers, and system integrators. 

• Collaborate with internal teams to design and implement a robust partner enablement program, including sales training, technical/marketing resources, pricing strategies, and incentive programs 

• Assist in responding to Government RFPs, contract bids, and procurement opportunities 

• Identify new market opportunities within Commercial, Defense and intelligence, and Government agencies. 

• Work cross-functionally with legal and compliance teams to ensure adherence to ITAR, FAR, DFARS, and other defense industry regulations. 

• Work with Marketing to Develop co-marketing campaigns, joint events, and industry conference participation to enhance partner visibility and lead generation. 

• Monitor competitive landscape and provide insights to enhance partner sales strategies 

• Manage Reseller Agreements, pricing structures, and government contract compliance. 

• Work with contracts team to ensure adherence to export control regulations, cybersecurity compliance (CMMC, NIST 800-171), and industry-specific security requirements. 

Requirements 

• 5+ years of experience in channel sales, business development, or partner management within the defense, aerospace, security or commercial technology sector. 

• Proven track record of managing industry partnerships and delivering revenue through indirect sales channels. 

• Deep understanding of government procurement cycles, its processes and contracting vehicles (e.g., GSA, IDIQ, SBIR, OTA contracts). 

• Strong network within defense contractors, DoD agencies, and system integrators 

• Experience working with ITAR, FAR, DFARS, and CMMC compliance. 

• Proven ability to develop and execute complex go-to-market strategies in both highly regulated and commercial markets 

• Strong negotiation, communication, and presentation skills. 

• Ability to align channel strategy with broader business objectives and market trends. 

• Willingness to travel as needed, up to 50%, for partner meetings, trade shows, and industry events. 

 
Preferred 

• Military service strongly preferred, particularly experience in aviation, unmanned systems, intelligence, communications, electronic warfare, or related operational roles. 

Physical Requirements 

Ability to sit, stand, bend, reach, and move about regularly throughout the day and lift/carry up to 50 pounds. Must have manual dexterity to operate standard office equipment and be physically capable of attending customer meetings, field events, and trade shows. 

Work Environment 

This position typically operates in office, manufacturing, test, and customer environments. This role requires use of standard office equipment and travel to customer locations, military installations, law enforcement facilities, trade shows, demonstrations, and international partner sites based on customer engagement and Go-to-Market requirements. This is a fast-paced work environment requiring collaboration across business development, engineering, product, manufacturing, operations, and executive leadership teams. 

Benefits   

PDW values our team, and we offer a compensation package reflective of your experience and capabilities. Benefits include:   

• Comprehensive BCBS medical, dental, and vision coverage; 80% sponsored by the company.   

• Safe Harbor 401(K) with company match.   

• Paid Parental Leave.   

• On-site gym.   

• Employer provided life insurance.   

• Robust Employee Assistance Program (EAP).   

• A work environment that encourages teamwork and innovation.   

• Competitive salary, generous paid time off (PTO), and flexible leave options.   

EEO Statement   

PDW is an equal opportunity employer that upholds all federal and state non-discrimination laws. We ensure a fair and unbiased evaluation for employment for all qualified candidates regardless of race, color, religion, age, sex, sexual orientation, gender identity, national origin, marital status, medical condition, disability, genetic information, veteran status, or any other characteristic protected by law.