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Channel Sales Manager

SF Bay Area - San Francisco Full Time

Dedrone is the first automated drone security platform; an extension of physical and cyber security into the airspace that protects a vulnerability gap exploited by the advances in consumer and commercial drone technology. Our aerial intrusion detection platform provides early warning of malicious drone activities and is used to protect data centers, prisons, airports and other critical facilities from corporate espionage, smuggling, terrorism, and hacking. We automatically detect, classify, issue alerts, record evidence to identify and assess potential threats and can automatically trigger offensive or defensive countermeasures if needed. A software-first approach with over-the-air updates future proofs customers insuring that their solution will stay up to date with the evolving drone market and allows it to be interoperable and easily scalable with sensors and countermeasures for any specific deployment. Dedrone has an active and growing install base. Our most notable references include the Clinton-Trump presidential debates, the Suffolk County prison in New York, the Royal Family of Qatar, the New York Mets’ stadium, and the World Economic Forum in Davos. Dedrone is headquartered in San Francisco. Development and production are located in Kassel, Germany.

Job Description

Ready to drive the channel program for the fastest growing lower airspace security company in the world? Reporting to Dedrone’s Head of Sales, the Channel Sales Manager will be tasked to do just that. You’ll be responsible for the strategy, development and execution of the channel program. Your focus will be on ensuring we are successfully leveraging the channel to meet our revenue growth targets.


  • Develop acquisition and on-boarding plans for new channel partnerships
  • Directly manage 5-6 national/global channel partners
  • Establish and execute appropriate strategies that leverage the indirect sales channel to achieve company growth goals
  • Stay in front of channel partners through regular site visits, timely responses to partner requests, and by building strong, personal relationships
  • Conduct sales training and product demonstrations for resellers
  • Facilitate meetings, analyzing sales metrics, create action plans to drive revenue growth
  • Conducting regular partner webinars
  • Identify non-performing or misaligned indirect channels
  • Effectively utilize and update information within CRM tool (Salesforce™)
  • Maintain clean lead, contact, and activity records to ensure accurate reporting
  • Representing the business and presenting at conferences/events


  • 7+ years of relevant sales and/or channel partner experience -Ability to utilize a CRM to manage sales tasks, pipeline and closing data Self-motivated, creative thinker who can create new processes from the ground floor
  • Very strong communications skills (oral & written)
  • Capable of multi-tasking and working under pressure with a fast-moving, scale-up environment
  • Experience within the physical security space