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Channel Development Manager Jobs in Washington (NOW HIRING)

Verkada

National Channel Sales Manager, Federal

Washington, DC · On-site

$172K/yr

  • Medical

  • Dental

  • Vision

  • PTO

What You'll Do * Own, manage, and grow Verkada's Federal channel business by developing and ... Professional development stipend * Wellness/fitness benefits * Healthy lunches and dinners provided ...

OptiTrack

Senior Business Development Manager

Arlington, VA · On-site +1

  • Medical

  • Dental

  • Vision

  • Life

  • Retirement

  • PTO

OptiTrack is seeking an experienced Senior Business Development Manager to own and grow OptiTrack ... Collaborate with channel partners and integrators where appropriate while maintaining and ...

Granicus

Senior Federal Channel Partnerships Manager

Washington, DC · On-site

$172K - $173K/yr

  • Medical

  • Life

  • Retirement

  • PTO

Senior Federal Channel Partnerships Manager Location US-DC-Washington ID 2026-10351 Category Sales ... What Your Impact Will Look Like Federal Partner Strategy & Ecosystem Development Define and own ...

OptiTrack

Senior Business Development Manager

Arlington, VA · Remote

  • Medical

  • Dental

  • Vision

  • Life

  • Retirement

  • PTO

OptiTrack is seeking an experienced Senior Business Development Manager to own and grow OptiTrack ... Collaborate with channel partners and integrators where appropriate while maintaining and ...

OptiTrack

Senior Business Development Manager

Arlington, VA · Remote

  • Medical

  • Dental

  • Vision

  • Life

  • Retirement

  • PTO

OptiTrack is seeking an experienced Senior Business Development Manager to own and grow OptiTrack ... Collaborate with channel partners and integrators where appropriate while maintaining and ...

CYBERMAXX, LLC

Channel Sales Advisor

Linthicum Heights, MD · On-site

$148K/yr

  • Medical

  • Dental

  • Vision

  • Life

  • Retirement

  • PTO

Our modern MDR (Managed Detection & Response) approach is tailored to the unique characteristics ... Leverage Partner Development resources to align comprehensive training and enablement programs to ...

Granicus

Senior Federal Channel Partnerships Manager

Washington, DC · On-site

$172K - $173K/yr

  • Medical

  • Life

  • Retirement

  • PTO

This role goes beyond traditional channel management-owning strategic alliances, technology ... What Your Impact Will Look Like Federal Partner Strategy & Ecosystem Development * Define and own ...

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All JobsChannel Development JobsChannel Development Manager JobsChannel Development Manager Jobs in Washington

Channel Development Manager information

See Washington salary details

$12.5K

$143K

$164.8K

How much do channel development manager jobs pay per year?

As of Aug 13, 2026, the average yearly pay for channel development manager in Washington is $142,990.00, according to ZipRecruiter salary data. Most workers in this role earn between $131,400.00 and $152,300.00 per year, depending on experience, location, and employer.

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

AspectChannel Development ManagerSales Manager
Primary FocusDeveloping and managing channel partnerships to expand market reachDirectly selling products or services to customers
Work EnvironmentCollaborates with partners, distributors, and internal teamsInteracts mainly with clients and sales teams
Required CredentialsExperience in channel sales, marketing, or business developmentSales experience, often with a background in customer relationship management
Industry UsageCommon in tech, manufacturing, and wholesale sectorsWidespread across retail, B2B, and service industries

The Channel Development Manager focuses on building and maintaining relationships with channel partners to grow the company's market presence, while the Sales Manager concentrates on direct sales efforts to individual customers. Both roles require strong sales skills and industry knowledge but differ in their approach and target audiences.

How much do channel development managers make in the US?

Channel Development Managers in the US typically earn between $80,000 and $130,000 annually, depending on experience, industry, and location. Compensation may also include bonuses, commissions, and benefits, especially in sales-focused roles requiring strong negotiation and relationship-building skills.

What is a channel development manager?

A Channel Development Manager is responsible for building and managing relationships with third-party partners, resellers, and distributors to grow a company's sales and market reach. They develop strategies to identify new channel opportunities, onboard partners, and ensure effective collaboration to achieve mutual business goals. This role often involves training partners, monitoring performance, and providing ongoing support to optimize sales through indirect channels. Channel Development Managers play a key role in expanding a company's presence in the market by leveraging external partnerships.

What does a channel development manager do?

A channel development manager partners with sales marketers and business associates to develop marketing techniques and strategies to reach customers in a specific channel. You are the link between businesses and customers, and your job duties include recruiting candidates, creating resources to reach customers, and managing or teaching other channel managers. A career as a channel developer requires you have some formal qualifications and education, typically at least a bachelor’s degree in business, marketing, or a related field, and a minimum of five years of experience in sales or marketing and management. Developing relationships with channel partners is necessarily interpersonal, so you should emphasize skills in communication, organization, and developing messaging strategies.

What are some common challenges channel development managers face when building new partner relationships?

Channel Development Managers often encounter challenges such as aligning partner goals with company objectives, overcoming initial trust barriers, and navigating varying business cultures. They need to clearly communicate value propositions and establish mutually beneficial terms to ensure long-term collaboration. Effective negotiation, adaptability, and proactive communication are essential for resolving misunderstandings and maintaining strong, productive partnerships.

What are the key skills and qualifications needed to thrive as a channel development manager, and why are they important?

To thrive as a Channel Development Manager, you need strong skills in sales strategy, partner relationship management, and market analysis, typically supported by a bachelor’s degree in business or a related field. Familiarity with CRM platforms like Salesforce, channel management software, and relevant certifications such as Certified Channel Manager are often essential. Exceptional negotiation, communication, and networking skills help build and sustain effective partnerships. These skills ensure successful channel growth, improved partner performance, and achievement of revenue targets.
More about Channel Development Manager jobs
What are popular job titles related to Channel Development Manager jobs in Washington? For Channel Development Manager jobs in Washington, the most frequently searched job titles are:
What job categories do people searching Channel Development Manager jobs in Washington look for? The top searched job categories for Channel Development Manager jobs in Washington are:
What cities in Washington are hiring for Channel Development Manager jobs? Cities in Washington with the most Channel Development Manager job openings:
Channel Development Manager jobs near you
Infographic showing various Channel Development Manager job openings in Washington as of August 2026, with employment types broken down into 1% As Needed, 81% Full Time, 16% Part Time, and 2% Contract. Highlights an 91% Physical, 3% Hybrid, and 6% Remote job distribution, with an average salary of $142,990 per year, or $68.7 per hour.

National Channel Sales Manager, Federal

Verkada

Washington, DC • On-site

$172K/yr

Full-time

Medical, Dental, Vision, PTO

Posted 5 days ago

Job description

About the Role

As our Federal Channel Partner Leader, you'll drive Verkada's Federal revenue growth through new and existing channel partners. Working closely with the Head of Federal and the Federal sales team, you'll build and execute the partner strategy that surfaces new business across a nationwide portfolio of Federal partners and geographies, with the goal of sourcing 50% of Federal revenue through the channel.

You'll manage a large portfolio of Federal partners, building joint accountability plans, identifying whitespace, confirming pipeline, and executing strategic plans that tie directly to the Federal Division's goals.

This is an individual contributor role. It requires hands-on execution and with a focus on deal registrations and booked revenue against Federal Division targets. Close collaboration with Sales, Marketing, and Verkada's corporate Partner team is essential to your success and to the health of our Federal channel business.

What You'll Do
  • Own, manage, and grow Verkada's Federal channel business by developing and expanding relationships across a defined portfolio of certified partners: value-added resellers (VARs), distributors, and strategic partners.
  • Build trusted executive relationships across the partner ecosystem, from front-line sellers to C-level leadership, to drive long-term, mutual business growth.
  • Partner with the Federal sales team to identify, develop, and close strategic opportunities across Federal Civilian and Department of War  customers.
  • Create and execute quarterly business plans with partners to generate pipeline, grow revenue, and expand into new markets.
  • Design and deliver sales enablement and technical training that empowers partner organizations to sell and support Verkada.
  • Lead partner marketing initiatives and co-selling activities to generate demand and accelerate deals.
  • Serve as the voice of the Federal channel inside Verkada, advocating for partner needs and driving alignment with internal sales, marketing, and product teams.
  • Associate pipeline and deal registrations to the right partners, and forecast and manage that business in Salesforce.
  • Travel up to 50% nationally to support partner engagements, business planning sessions, and customer opportunities.
Requirements
  • 10+ years selling into or supporting the U.S. Federal Government market.
  • Proven success managing Federal reseller, VAR, distribution, or channel partner relationships.
  • A demonstrated track record of exceeding sales targets, including recognition such as President's Club or equivalent.
  • Experience building executive relationships with stakeholders ranging from front-line sales teams to C-level leadership.
  • Strong command of channel sales strategies, partner programs, and Federal procurement processes.
  • Experience influencing and driving results across cross-functional teams without direct authority.
  • Highly organized, with the ability to manage competing priorities, execute independently, and consistently hit deadlines.
  • Proficiency with Salesforce and standard business productivity tools (Google Workspace and similar).
  • Excellent verbal, written, and presentation skills.
  • Based in or near the Washington, D.C. metropolitan area.
  • Willingness and ability to travel up to 50% nationally.
US Employee Benefits

Verkada is committed to investing in the holistic health and wellbeing of all employees and their families. Our benefits and perks programs include, but are not limited to:

  • Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under most plans and 80% for family premiums
  • Nationwide medical, vision and dental coverage
  • Health Saving Account (HSA) and Flexible Spending Account (FSA) with tax saving options
  • Expanded mental health support
  • Paid parental leave policy & fertility benefits
  • Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time
  • Professional development stipend
  • Wellness/fitness benefits
  • Healthy lunches and dinners provided daily

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