Manager, Account Management

Job Description Join D-Fend Solutions — Where Technology Meets Purpose. As the global leader in cyber-takeover counter-drone technology, we develop advanced solutions that keep airspaces safe from evolving drone threats. Our team — including veterans of elite military tech units — pushes boundaries every day to deliver smarter, faster, and safer protection for customers worldwide. If you’re passionate about cutting-edge technology, real-world impact, and working in a collaborative, high-energy environment — we’d love to have you on board. Shape the future of airspace security. D-Fend Solutions is seeking an experienced Channel Manager to develop, manage, and grow strategic partnerships across the U.Partners include Value-Added Resellers (VARs), Managed Service Providers (MSPs), System Integrators (SIs), national distributors, and other strategic partners. This role drives channel revenue growth through partner recruitment, joint business planning, sales enablement, co-selling, and coordinated marketing activities supporting D-Fend Solutions’ hardware and technology portfolio. Partner Development and Management Recruits, onboard, and manages high-performing channel partners (VARs, MSPs, SIs, Distributors). Serves as the primary point of contact for strategic channel partners, driving alignment between partner leadership and internal sales teams. Conducts quarterly business reviews (QBRs) to monitor performance against KPIs and pipeline health. Revenue Growth and Pipeline Management Owns and exceeds monthly, quarterly, and annual channel sales targets. Manages deal registration processes to eliminate channel conflict and ensure margin protection for partners. Collaborates with partners' sales reps to identify, prospect, and close hardware opportunities in target enterprise/mid-market accounts. Forecasts channel revenue accurately using CRM systems (e.g., Salesforce, HubSpot, NetSuite). Channel Enablement & Training Delivers comprehensive enablement programs to ensure partner sales and pre-sales engineering teams are fully certified and proficient in our hardware solutions. Coordinates sales training, product webinars, and technical workshops. Equips partners with sales collateral, battlecards, demo units, and competitive positioning tools. Manage allocated Market Development Funds (MDF), track program results, and evaluate return on investment. Support partner conferences and customer engagements to increase awareness and generate qualified opportunities. Hardware Logistics & Distribution Operations Work with distributors and internal Operations teams to coordinate inventory availability, stock rotation, delivery lead times, and supply constraints. Collaborate with Sales, Business Development, Pre-Sales, Marketing, and Customer Success to support partner and customer needs throughout the sales process. Qualifications Bachelor’s degree or equivalent professional experience. Five or more years of experience in channel management, partner management, sales, or business development. Experience working with resellers, distributors, system integrators, or managed service providers. Ability to manage multiple partners, opportunities, and competing priorities. Experience with CRM systems, pipeline management, and sales forecasting. Ability to travel as needed for partner meetings, customer engagements, training, and events. Experience with joint business planning, partner marketing programs, deal registration, and hardware distribution. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. If you would like more information about how your data is processed, please contact us. #J-18808-Ljbffr D-Fend Solutions