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Channel Development Director Jobs in California (NOW HIRING)

Exodus Cry

Director of Development

San Clemente, CA

$115K - $130K/yr

Development Director Supervisor: Chief of Staff Designation: Full-time, exempt employee Salary ... Strategic thinker with the ability to execute a multi-channel fundraising plan * Strong operational ...

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Channel Development Director information

See California salary details

$109.1K

$141.9K

$160.9K

How much do channel development director jobs pay per year?

As of Jun 16, 2026, the average yearly pay for channel development director in California is $141,867.00, according to ZipRecruiter salary data. Most workers in this role earn between $128,300.00 and $155,400.00 per year, depending on experience, location, and employer.

What are the key skills and qualifications needed to thrive as a Channel Development Director, and why are they important?

To thrive as a Channel Development Director, you need expertise in sales strategy, partnership management, and business development, often backed by a bachelor's degree in business or a related field. Familiarity with CRM platforms, channel management software, and data analytics tools is typically required. Exceptional negotiation, leadership, and relationship-building skills help foster strong partnerships and drive channel growth. These competencies are crucial for expanding market reach, optimizing partner performance, and achieving revenue targets.

How does a Channel Development Director typically collaborate with sales and marketing teams to drive channel growth?

A Channel Development Director works closely with both sales and marketing teams to design and implement strategies that expand the company's channel partner network. This often involves coordinating joint marketing campaigns, aligning sales incentives, and ensuring that partners are equipped with the resources and training they need to effectively promote and sell products. Regular cross-functional meetings and clear communication are essential for aligning goals and tracking channel performance. By fostering strong relationships between internal teams and external partners, a Channel Development Director helps maximize channel revenue and market reach.

What are Channel Development Directors?

Channel Development Directors are senior professionals responsible for creating and managing partnerships with third-party organizations, such as distributors, resellers, or agents, to sell a company's products or services. They develop strategies to expand the company's market reach through these channels, negotiate agreements, and ensure channel partners are well-supported and aligned with business goals. Their role often involves analyzing market trends, training partners, and measuring the performance of channel sales programs. This position is crucial for companies that rely on indirect sales channels to grow revenue.

What is the difference between Channel Development Director vs Sales Manager?

AspectChannel Development DirectorSales Manager
Primary FocusDeveloping and managing channel partnerships and strategiesDirect sales and customer acquisition
Work EnvironmentStrategic planning, partnership management, cross-functional collaborationSales team management, client meetings, target achievement
Required CredentialsBachelor's degree, experience in channel sales, strong communication skillsBachelor's degree, sales experience, leadership skills

The Channel Development Director focuses on building and maintaining channel partnerships to expand market reach, while the Sales Manager concentrates on direct sales activities and meeting sales targets. Both roles require strong communication and strategic skills but differ in scope and daily responsibilities.

What are the most commonly searched types of Channel Development jobs in California? The most popular types of Channel Development jobs in California are:
What cities in California are hiring for Channel Development Director jobs? Cities in California with the most Channel Development Director job openings:
Channel Development Director jobs near you

Channel Director (West)

UltraViolet Cyber

Los Angeles, CA • On-site, Remote

Full-time

Posted 19 days ago

Job description

Make a difference here.
UltraViolet Cyber is a leading platform-enabled unified security operations company providing a comprehensive suite of security operations solutions. Founded and operated by security practitioners with decades of experience, the UltraViolet Cyber security-as-code platform combines technology innovation and human expertise to make advanced real-time cybersecurity accessible for all organizations by eliminating risks of separate red and blue teams.
By creating continuously optimized identification, detection, and resilience from today's dynamic threat landscape, UltraViolet Cyber provides both managed and custom-tailored unified security operations solutions to the Fortune 500, Federal Government, and Commercial clients. UltraViolet Cyber is headquartered in McLean, Virginia, with global offices across the U.S. and in India.
Role Summary
The Channel Director will be responsible for formalizing and scaling the company's channel and alliances program. This role will strengthen and expand strategic national partnerships with firms such as WWT and GuidePoint Security, while activating and growing regional partnerships with firms such as Defy Security, Evotek, Technologent, and other VAR/SI partners.
The Director will focus on three primary outcomes:
  1. Program Development - Establish a structured channel program, engagement model, and operating cadence.
  2. Partner Activation - Drive pipeline and services opportunities through existing partners.
  3. Strategic Expansion - Develop deeper executive relationships with national partners and selectively recruit new regional partners.

This role will work closely with Sales, Marketing, Services, and Vendor Alliances to ensure partners are enabled and producing measurable revenue impact.
What You'll Do:
1. Channel Program Development
Formalize the company's channel operating model.
Key responsibilities:
  • Design and implement a tiered partner program
  • Establish partner engagement framework (rules of engagement, deal registration, referral vs resale vs services)
  • Create partner enablement framework
  • Develop partner onboarding playbooks
  • Align internal teams on partner engagement strategy

Deliverables:
  • Channel program guide
  • Partner onboarding framework
  • Partner enablement curriculum
  • Partner portal / content structure

2. Strategic Partner Development
Build and deepen relationships with key national partners.
Primary targets include:
  • WWT
  • GuidePoint Security
  • Additional national integrators as identified.

Key activities:
  • Executive relationship development
  • Account mapping across top enterprise accounts
  • Joint solution positioning
  • Vendor co-selling alignment
  • Quarterly business reviews

Objective:
Turn national partners into consistent sources of large services engagements.
3. Regional Partner Activation
Strengthen and activate relationships with regional VARs and services partners.
Examples include:
  • Defy Security
  • Evotek
  • Technologent
  • Additional regional security partners.

Key responsibilities:
  • Refresh partner relationships
  • Reintroduce services capabilities
  • Conduct enablement sessions for partner sales teams
  • Identify top seller champions within partner organizations
  • Run pipeline generation campaigns

Objective:
Drive consistent regional services pipeline.
4. Sales Enablement & Field Activation
A major part of the role will be enabling partner sellers.
Responsibilities:
  • Deliver partner sales training
  • Build micro playbooks for partners
  • Equip partners with positioning guides
  • Conduct account mapping sessions
  • Support joint customer meetings

Key outcomes:
  • Partners understand when to bring us in
  • Partners know how to position our services

5. Partner Pipeline Development
The Channel Director will own pipeline development with partners.
Activities include:
  • Joint opportunity identification
  • Co-selling motions
  • Partner-led pipeline campaigns
  • Marketing collaboration
  • Field engagement with partner sellers

Target:
Consistent partner sourced and partner influenced pipeline growth.
6. Partner Governance & Performance
Introduce operational rigor to partner relationships.
Responsibilities:
  • Partner scorecards
  • Quarterly business reviews
  • Joint account planning
  • Pipeline tracking
  • Revenue attribution

Metrics tracked:
  • Partner sourced pipeline
  • Partner influenced revenue
  • Active partner sellers
  • Enablement participation
  • Opportunity conversion rates

What You Have:
Experience:
  • 4-8+ years in channel or alliances roles in a MSSP environment offering Pen Testing, MDR, SOC as a Service, and Security Engineering solutions
  • Experience working with VARs, national integrators, or security partners
  • Experience building partner programs from early stages

Skills:
  • Executive relationship development
  • Partner enablement
  • Pipeline development
  • Sales strategy
  • Cross-functional collaboration

Mindset:
This person must be:
  • Builder (program creation)
  • Operator (drive pipeline)
  • Connector (relationships across partners)

$130,000 - $180,000 a year
UltraViolet Cyber maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect our company's differing products, services, industries and lines of business. Candidates are typically placed into the range based on the preceding factors.
We sincerely thank all applicants in advance for submitting their interest in this position. We know your time is valuable.
UltraViolet Cyber welcomes and encourages diversity in the workplace regardless of race, gender, religion, age, sexual orientation, gender identity, disability, or veteran status.
If you want to make an impact, UltraViolet Cyber is the place for you!
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

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