Pdwcareers

Pdwcareers

Channels & Partners Manager

Remote (United States)

Sponsorship not specified$171k-$800kDetected 7 days ago
Business DevelopmentNegotiationProcurementLeadershipCommunicationCollaborationCritical Thinking

About the role

  • You will join a team of operators, engineers, and builders who solve hard problems with humility and focus.
  • 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.

Responsibilities

  • 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 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.
  • Proven ability to develop and execute complex go-to-market strategies in both highly regulated and commercial markets Strong negotiation, communication, and presentation skills.
  • Willingness to travel as needed, up to 50%, for partner meetings, trade shows, and industry events.
  • Performance Drone Works (PDW) is building the next generation of tactical robotic systems used across defense, national security, and public safety missions.
  • Our approach is grounded in operator-centered design, rapid iteration from field use, and U.S.-based manufacturing.
  • Mission First, Aim Farther, Own It, Win Together.

Requirements

  • Must have manual dexterity to operate standard office equipment and be physically capable of attending customer meetings, field events, and trade shows.
  • Requirements 5+ years of experience in channel sales, business development, or partner management within the defense, aerospace, security or commercial technology sector.
  • Ability to sit, stand, bend, reach, and move about regularly throughout the day and lift/carry up to 50 pounds.
  • 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.

Nice to have

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

Compensation

  • $171k-$800k

Company info

  • Safe Harbor 401(K) with company match.
  • We are building a new center of engineering excellence to design our new category of tactical robotic systems and the industrial capacity to deliver them, bringing decisive airpower into the hands of every operator.
  • We are not here to make promises; we are here to deliver real systems with real capabilities for real missions.
  • We design and produce multi-mission aerial systems that operators trust to perform in real-world conditions, reliably, repeatedly, and at scale.

Equal opportunity

  • EEO Statement PDW is an equal opportunity employer that upholds all federal and state non-discrimination laws.

Visa & Work Authorization

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