Channel Sales Manager

Location: Hybrid, will go to client sites in the DMV area Type: Full-Time About AAIL American AI Logistics (AAIL) is a defense technology company scaling rapidly. We are at the most consequential moment in our short history — growing from a startup into a full-scale defense technology platform. We move fast, win big, and are looking for driven individuals who want to be part of something that matters. At the core of AAIL’s offering a proprietary AI-powered platform that automates the government bidding process for Federal Value-Added Resellers (VARs) and handles the full RFQ lifecycle. This product isn’t a proposal tool. It’s an autonomous agent that replaces the inside sales process for government bids. The Opportunity We are looking for a hungry, self-motivated Channel Sales Manager to join our growing sales team. This person will be responsible for building and managing relationships with government distributors and channel partners to drive revenue across the federal and defense market. You will hit the ground running — owning your partner portfolios, managing a book of channel relationships, working closely with distribution partners, and helping define the sales motion at a company on the rise. What You'll Do Build and manage a pipeline of opportunities within the federal and defense sectors Develop and manage a channel partner program — including onboarding new VAR and distributor partners, enabling them on the product, and tracking partner performance Develop and grow relationships with government-focused distributors, resellers, and VARs. You’ll be selling directly to OEMs and VARs. Introduce and position our product to Federal VAR partners, demonstrating how it eliminates manual bid processes and drives win rates on government contract vehicles Work with channel partners to identify, qualify, and close new business opportunities Collaborate with internal stakeholders to develop go-to-market strategies and sales plays Own the full sales cycle — from prospecting through contract execution Meet and exceed quota targets while building long-term, strategic relationships Represent AAIL at industry events, conferences, and partner meetings Provide feedback from the field to shape product positioning and messaging Who You Are The ideal candidate comes from one of two backgrounds: Channel Sales at an OEM — You have sold through the channel at a software or technology OEM, meaning you know how to work with and through distributors and VARs to drive revenue. You understand how the reseller ecosystem operates, how deals flow from OEM to distribution to VAR to end customer, and how to influence that motion. Distribution — You have worked at a government-focused distributor and have established relationships with Federal VARs and OEM partners across the ecosystem. You know who the key players are, how they buy, and what makes them move. In addition, you bring: 3–8+ years of sales experience in a government IT, defense tech, or channel sales role Background from a government-focused distribution company strongly preferred Experience on the channel side of a software OEM is highly desirable Familiarity with how Federal VARs operate — including the bidding process, contract vehicles, and quote-to-proposal workflows Proven track record of hitting or exceeding quota in a competitive environment Existing relationships with federal/defense-focused resellers, integrators, or distributors Familiarity with government contract vehicles Self-starter mentality — you don't need hand-holding to build a pipeline Strong communicator with the ability to navigate complex sales cycles and stakeholders Passion for national security, defense technology, and mission-driven work Base salary and competitive commission structure depends on experience Unlimited PTO Opportunity to grow with a fast-scaling defense technology company Equal opportunity We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. #J-18808-Ljbffr American AI Logistics