Channels & Partners Director

PDW

10d • $170,000 - $190,000 • Hybrid

About The Position

PDW is seeking a Channels & Partners Director to lead its U.S. channel and partner ecosystem, encompassing resellers, distributors, systems integrators, and strategic partners. This role is crucial for developing, executing, and scaling a nationwide channel strategy to expand market reach across Defense, Federal Civilian, Homeland Security, Law Enforcement, Public Safety, and commercial sectors. The Director will provide strategic updates on domestic growth, partner performance, and execution progress, collaborating closely with PDW's Regional Sales Account Executives to enable structured routes to market, foster partner-led opportunities, and enhance customer engagement across the United States.

Requirements

• 10+ years of experience in channel management, strategic partnerships, business development, or defense/aerospace sales leadership.
• Demonstrated success building and growing reseller, distributor, VAR, OEM, or systems integrator networks within the United States.
• Strong understanding of U.S. Government procurement processes, contract vehicles, and acquisition strategies.
• Experience supporting DoD, Federal Civilian, Homeland Security, Law Enforcement, Public Safety, or commercial technology markets.
• Experience negotiating reseller agreements, channel contracts, pricing structures, and partner programs.
• Strong leadership skills with the ability to influence internal stakeholders and external partners.
• Experience enabling technical sales organizations and coordinating customer demonstrations.
• Familiarity with defense, UAS, robotics, autonomy, or dual-use technologies strongly preferred.
• Proficiency with Salesforce or similar CRM platforms and partner reporting frameworks.
• Strong communication, presentation, negotiation, and relationship management skills.
• Willingness and ability to travel domestically up to 40%.
• Bachelor's degree in Business, Engineering, Marketing, or related field (Master's preferred).
• Must be eligible to obtain and maintain a U.S. Secret security clearance or higher, as required.

Nice To Haves

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

Responsibilities

• Lead PDW's CONUS channel and partner strategy, managing reseller, distributor, VAR, OEM, and systems integrator relationships across the United States.
• Develop, implement, and continuously refine a strategic domestic growth plan while providing execution updates to the Senior Director.
• Identify, recruit, onboard, and manage high-performing channel partners aligned with PDW's strategic objectives.
• Drive partner negotiations, pricing strategy, reseller agreements, and partner performance management.
• Work closely with Legal, Contracts, and Compliance to ensure all domestic partner agreements meet company requirements.
• Partner with Regional Sales Account Executives to develop structured routes to market, joint customer engagement strategies, demonstrations, and pipeline development.
• Support U.S. Government opportunities across DoD, Federal Civilian, Homeland Security, Law Enforcement, Public Safety, and commercial customers.
• Represent PDW at domestic trade shows, demonstrations, military exercises, industry conferences, and customer engagements.
• Deliver market intelligence, competitive analysis, partner scorecards, pipeline reporting, and growth recommendations through Salesforce and CRM reporting tools.
• Build executive-level relationships with government agencies, channel partners, systems integrators, and commercial organizations throughout the United States.
• Develop partner enablement programs including sales training, technical resources, demonstration support, pricing guidance, and marketing initiatives.
• Coordinate with Marketing to support co-branded campaigns, trade shows, partner events, and lead generation activities.
• Drive partner accountability through measurable KPIs, quarterly business reviews, revenue targets, and strategic planning.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior