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Channel Sales Manager

SF Bay Area - San Francisco Full Time


Dedrone is the market and technology leader in airspace security. The Dedrone counter-drone platform combines hardware sensors and machine-learning software, providing early warning, classification of, and mitigation against all drone threats. Based in San Francisco, Dedrone was founded in 2014 and is backed by investors including Felicis Ventures, Menlo Ventures, and John Chambers, Chairman Emeritus of Cisco Systems and founder of JC2 Ventures. In October 2019, Dedrone introduced Dedrone Defense, our consultancy which provides the essential tools for all U.S. federal agencies and armed forces to assess, protect and defend against unauthorized sUAS. Dedrone Defense is the sole provider and manufacturer of DroneDefender, a non-kinetic, radiofrequency sUAS countermeasure, which safeguards airspace without risking collateral damage. DroneDefender quickly disrupts the adversary's control of the sUAS, neutralizing it so that no remote action, including detonation, can occur, minimizing sUAS damage and risk to public safety.


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.


Responsibilities

  • 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

Requirements

  • 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