Pdwcareers

Channels & Partners Director

Remote (United States) · Director

Sponsorship not specifiedDetected 7 days ago

CybersecuritySalesforceCRMSalesBusiness DevelopmentLead GenerationNegotiationProcurementRoboticsLeadershipCommunicationCollaboration

About the role

You will join a team of operators, engineers, and builders who solve hard problems with humility and focus.
Experience supporting DoD, Federal Civilian, Homeland Security, Law Enforcement, Public Safety, or commercial technology markets.
Experience enabling technical sales organizations and coordinating customer demonstrations.

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.
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.

The physical demands described here are representative of those that must be met to successfully perform the essential functions of the job.
Must have manual dexterity to operate standard office equipment.
Must be physically capable of the duties outlined.
Requirements 10+ years of experience in channel management, strategic partnerships, business development, or defense/aerospace sales leadership.
Strong understanding of U.S. Government procurement processes, contract vehicles, and acquisition strategies.
Proficiency with Salesforce or similar CRM platforms and partner reporting frameworks.
Must be eligible to obtain and maintain a U.S. Secret security clearance or higher, as required.
Ability to sit, stand, bend, reach, climb, and move about regularly throughout the day and lift / carry up to 25 pounds.

Familiarity with defense, UAS, robotics, autonomy, or dual-use technologies strongly preferred.
Bachelor's degree in Business, Engineering, Marketing, or related field (Master's preferred).
Preferred Military service strongly preferred, particularly experience in aviation, unmanned systems, intelligence, communications, electronic warfare, or related operational roles.

Safe Harbor 401(K) with company match.
Support U.S. Government opportunities across DoD, Federal Civilian, Homeland Security, Law Enforcement, Public Safety, and commercial customers.
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.

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

This listing is sourced directly from Pdwcareers's careers page and normalized into a canonical job model.