Channel Manager
HID, Florida, NY, United States
Channel Manager
HID Global is seeking a Channel Manager to support and grow our partner ecosystem for biometric authentication solutions while also managing a small set of assigned direct accounts. The role is well‑suited for candidates with typically 2 years of experience and helps drive pipeline and revenue through partner enablement, partner engagement, direct account support, and coordinated co‑selling activities with the direct sales team. The ideal candidate is organized, curious, and comfortable communicating with partners, customers, and internal stakeholders while learning channel programs, tools, and best practices. This role will have full ownership and accountability for channel sales performance, including revenue targets, partner success, and market expansion.
Location: Austin, TX or Palm Beach Gardens, FL
Job ID: 47041
Responsibilities
Serve as the primary revenue owner for all channel‑led business and ensure attainment of annual sales targets
Own and execute a channel growth plan, including partner expansion, activation strategies, and quarterly revenue acceleration initiatives
Maintain regular communication with assigned channel partners and distributors (check‑ins, follow‑ups, and basic account hygiene)
Support partner onboarding and enablement by coordinating training, sharing sales tools, and reinforcing program requirements
Identify, qualify, and progress opportunities across both partner‑led deals and assigned direct accounts; coordinate handoffs and next steps with the direct sales team as needed
Assist with forecasting and pipelining management in the CRM (updating opportunities, partner details, and activity notes)
Manage day‑to‑day engagement for a set of assigned direct accounts, including meeting coordination, needs discovery, and follow‑up on action items
Support account planning for assigned direct accounts by tracking stakeholders, current install base; assist with renewals and upsell/cross‑sell motions in coordination with sales leadership
Coordinate deal registration, pricing requests, and required internal approvals in alignment with channel policies
Prepare basic partner performance snapshots (pipeline, wins/losses, activities) and summarize insights for leadership
Collaborate with product management, marketing, operations, and customer success to resolve partner and customer questions and improve overall customer/partner experience
Drive overall channel revenue performance for biometric commercial technologies, including target attainment, pipeline health, and partner contribution
Develop and execute partner coverage and growth plans (recruit, onboard, enable, activate), aligned to territory priorities and quarterly objectives
Manage partner and assigned direct‑account engagement cadence, ensuring consistent follow‑up, opportunity progression, and clear internal/external communication
Coordinate co‑selling activities with direct sales and cross‑functional teams to advance opportunities from qualification through close, including smooth handoffs and next steps
Maintain accurate CRM hygiene, forecasting inputs, and reporting; summarize partner performance and key insights for leadership
Ensure compliance with channel policies and processes (deal registration, pricing, approvals) while improving partner experience and program adherence
Support demand‑generation efforts with partners (campaigns, webinars, events) and track outcomes and follow‑up actions to convert interest into pipeline
Qualifications
Bachelor’s degree (B.S. or B.A.) in business, marketing, communications, or a technical field; equivalent experience considered
Typically 2 years of relevant experience supporting sales and/or partners (channel, distribution, reseller, alliances) and/or managing smaller direct accounts
Preferred: exposure to identity, security, authentication, or related technology solutions (biometrics a plus, not required)
Experience using a CRM to manage contacts, activities, and opportunities; comfort with basic forecasting concepts
Demonstrated ability to learn quickly, take ownership of follow‑ups, and deliver on commitments
2 years of experience in sales, channel/partner support, business development, customer success, and/or account management
Ability to support a book of direct accounts, including scheduling customer touchpoints, documenting requirements, and coordinating internal resources to move opportunities forward
Strong written and verbal communication skills with the ability to present information clearly and professionally
Highly organized with attention to detail; able to manage multiple requests, deadlines, and follow‑ups
Comfort working in CRM tools (e.g., Salesforce) and Excel; able to track pipeline and report basic metrics
Interest in technology solutions and willingness to learn biometric authentication concepts and channel programs
Ability to work collaboratively with cross‑functional teams and communicate status/progress consistently
Benefits
Competitive salary and rewards package
Competitive benefits and annual leave offering, allowing for work‑life balance
A vibrant, welcoming & inclusive culture
Extensive career development opportunities and resources to maximize your potential
To be a part of a global organization that is pioneering the hardware, software and services that allow people to confidently navigate the physical and digital worlds
HID is committed to building a diverse, equitable, and inclusive workforce that reflects the global communities we serve. As an equal opportunity employer, we welcome applications from individuals of all backgrounds, experiences, and perspectives. We evaluate applicants without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, disability, age, veteran status, or any other legally protected characteristic. Our goal is to create a workplace that empowers everyone to thrive and be their authentic selves, fostering an environment of mutual respect and inclusivity. If you have a disability and require assistance or accommodation to participate in the application process or to perform essential job functions, please contact accommodations-ext@hidglobal.com.
Note: This position may be posted in multiple locations, and hiring is conducted on an as‑needed basis.
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Location: Austin, TX or Palm Beach Gardens, FL
Job ID: 47041
Responsibilities
Serve as the primary revenue owner for all channel‑led business and ensure attainment of annual sales targets
Own and execute a channel growth plan, including partner expansion, activation strategies, and quarterly revenue acceleration initiatives
Maintain regular communication with assigned channel partners and distributors (check‑ins, follow‑ups, and basic account hygiene)
Support partner onboarding and enablement by coordinating training, sharing sales tools, and reinforcing program requirements
Identify, qualify, and progress opportunities across both partner‑led deals and assigned direct accounts; coordinate handoffs and next steps with the direct sales team as needed
Assist with forecasting and pipelining management in the CRM (updating opportunities, partner details, and activity notes)
Manage day‑to‑day engagement for a set of assigned direct accounts, including meeting coordination, needs discovery, and follow‑up on action items
Support account planning for assigned direct accounts by tracking stakeholders, current install base; assist with renewals and upsell/cross‑sell motions in coordination with sales leadership
Coordinate deal registration, pricing requests, and required internal approvals in alignment with channel policies
Prepare basic partner performance snapshots (pipeline, wins/losses, activities) and summarize insights for leadership
Collaborate with product management, marketing, operations, and customer success to resolve partner and customer questions and improve overall customer/partner experience
Drive overall channel revenue performance for biometric commercial technologies, including target attainment, pipeline health, and partner contribution
Develop and execute partner coverage and growth plans (recruit, onboard, enable, activate), aligned to territory priorities and quarterly objectives
Manage partner and assigned direct‑account engagement cadence, ensuring consistent follow‑up, opportunity progression, and clear internal/external communication
Coordinate co‑selling activities with direct sales and cross‑functional teams to advance opportunities from qualification through close, including smooth handoffs and next steps
Maintain accurate CRM hygiene, forecasting inputs, and reporting; summarize partner performance and key insights for leadership
Ensure compliance with channel policies and processes (deal registration, pricing, approvals) while improving partner experience and program adherence
Support demand‑generation efforts with partners (campaigns, webinars, events) and track outcomes and follow‑up actions to convert interest into pipeline
Qualifications
Bachelor’s degree (B.S. or B.A.) in business, marketing, communications, or a technical field; equivalent experience considered
Typically 2 years of relevant experience supporting sales and/or partners (channel, distribution, reseller, alliances) and/or managing smaller direct accounts
Preferred: exposure to identity, security, authentication, or related technology solutions (biometrics a plus, not required)
Experience using a CRM to manage contacts, activities, and opportunities; comfort with basic forecasting concepts
Demonstrated ability to learn quickly, take ownership of follow‑ups, and deliver on commitments
2 years of experience in sales, channel/partner support, business development, customer success, and/or account management
Ability to support a book of direct accounts, including scheduling customer touchpoints, documenting requirements, and coordinating internal resources to move opportunities forward
Strong written and verbal communication skills with the ability to present information clearly and professionally
Highly organized with attention to detail; able to manage multiple requests, deadlines, and follow‑ups
Comfort working in CRM tools (e.g., Salesforce) and Excel; able to track pipeline and report basic metrics
Interest in technology solutions and willingness to learn biometric authentication concepts and channel programs
Ability to work collaboratively with cross‑functional teams and communicate status/progress consistently
Benefits
Competitive salary and rewards package
Competitive benefits and annual leave offering, allowing for work‑life balance
A vibrant, welcoming & inclusive culture
Extensive career development opportunities and resources to maximize your potential
To be a part of a global organization that is pioneering the hardware, software and services that allow people to confidently navigate the physical and digital worlds
HID is committed to building a diverse, equitable, and inclusive workforce that reflects the global communities we serve. As an equal opportunity employer, we welcome applications from individuals of all backgrounds, experiences, and perspectives. We evaluate applicants without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, disability, age, veteran status, or any other legally protected characteristic. Our goal is to create a workplace that empowers everyone to thrive and be their authentic selves, fostering an environment of mutual respect and inclusivity. If you have a disability and require assistance or accommodation to participate in the application process or to perform essential job functions, please contact accommodations-ext@hidglobal.com.
Note: This position may be posted in multiple locations, and hiring is conducted on an as‑needed basis.
#J-18808-Ljbffr