Channel Partner Director

Channel Partner Director

Job Category: Sales & Marketing
Full-Time
Remote
Fredericksburg, VA 22408, USA
Description

The Channel Partner Director supports HDT BD and the Direct Sales teams by managing channel partnerships, assisting in sales capture opportunities, and serving as a bridge between channel partners, HDT inside sales, and operations. Additionally, this position assists with government bid tracking, manages responses to Requests for Quotes (RFQs), and providing administrative and strategic support to facilitate sales operations.
Essential Duties:
Strategy & Growth: Develop comprehensive channel sales strategies to expand market reach and meet revenue targets
Proactive Partner Recruitment: Identify, recruit, and onboard new partners (e.g., VARs, MSPs, technology partners)
Relationship Management: Build and maintain strong, productive relationships with key partners
Enablement: Provide training, marketing support, and resources to help partners successfully sell products, with a minimum of quarterly face to face engagement to drive technical fluency & engagement
Performance Tracking: Monitor partner performance metrics (KPIs) to optimize sales and engagement
Assists with go to market strategies and helps facilitate marketing and sales initiatives
Collaborate with partners to identify joint business opportunities that help drive pipeline growth and sales $5-7M a year
Actively monitors public Gov. bid sites i.e. Dibbs, Sam.Gov etc.
Evaluate and prioritize bidding opportunities in alignment with the company's strategic goals
Collaborate with the Sr. VP BD and Sr. Director of Direct Sales, inside sales, operations, supply chain and Inside sales team keep a consistent flow of information to the sales team
Track and follow up on RFQ submissions to ensure timely responses and updates
Provides support to the Direct Sales team including, order scheduling, and reporting as necessary
Assist in preparing sales presentations, proposals and contracts as needed
Liaise between resellers, Direct Sales team and other departments as needed
Serves as a conduit for the Direct Sales team necessary to action on various issues surrounding the efficient relaying of communication
Education/Experience/Other Skills & Abilities:
BS or equivalent experience/education
Five to ten years of experience in sales, operations, sales support or similar roles
Previous experience in government contract sales, military procurement, or channel partner management is a plus
Solid background in the Expeditionary Market is a strong plus
Must be able to practice confidentiality when dealing with sensitive information
Excellent written and verbal communication skills
Ability to prioritize and multi-task
Strong organizational skills and attention to detail
Strong understanding of government procurement processes (DIBBS, SAM.gov, RFQs, and contract vehicles).
Comfortable working with internal stakeholders across departments (finance, operations, legal, and sales).
Possesses strong interpersonal skills and the ability to work with customers, vendors, employees and managers at all levels within the company
Possesses strong computer skills with demonstrated proficiency in standard business software packages (e.g., Microsoft Office)
Experience with CRM software (salesforce, SAP) is a plus
This position requires access to or use of export-controlled technical data or technology controlled by the International Traffic in Arms Regulations (ITAR) or Export Administration Regulations (EAR). Accordingly, applicants must be U.S. Persons or must be eligible to obtain the required export authorizations from the U.S. Department of State or U.S. Department of Commerce. A U.S. Person is defined as a U.S. Citizen, U.S. Permanent Resident, or a person who is a protected individual under the Immigration and Naturalization Act (8 U.S.C.1324(b)(a)(3).
Equal Opportunity Employer of protected Veterans, disabled individuals or other individuals regardless of race, color, religion, national origin, gender, gender identity, age or sexual orientation
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.