Channel Partner Director

Summary:

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).

Disclaimer: This job description is not designed to be a complete list of all duties and responsibilities required for this role.

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