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Channel Development Manager Jobs in Reston, VA (NOW HIRING)

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$11.4K

$131.3K

$151.4K

How much do channel development manager jobs pay per year?

As of Sep 5, 2026, the average yearly pay for channel development manager in Reston, VA is $131,344.00, according to ZipRecruiter salary data. Most workers in this role earn between $120,700.00 and $139,900.00 per year, depending on experience, location, and employer.

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 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.

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 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.
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Channel Development Manager jobs near you
Infographic showing various Channel Development Manager job openings in Reston, VA as of July 2026, with employment types broken down into 1% As Needed, 81% Full Time, 15% Part Time, and 3% Contract. Highlights an 91% Physical, 3% Hybrid, and 6% Remote job distribution, with an average salary of $131,344 per year, or $63.1 per hour.

Senior Business Development Manager (Americas)

Iridium Satellite, LLC

Mclean, VA • On-site

Full-time

Medical, Dental, Vision, Retirement, PTO

Re-posted 13 days ago

Job description

Company Overview
Iridium is an award-winning satellite communications company operating the world's only truly global voice and data network, delivering reliable connectivity anywhere on Earth. For more than 20 years, Iridium has powered mission-critical communications for governments, businesses, aviation, maritime, and the rapidly expanding Internet of Things.
Now part of Iridium, Aireon is the world's only space-based air traffic surveillance system, providing real-time visibility of aircraft over oceans, the poles, and remote regions. Together, Iridium and Aireon are helping build a safer, more connected, and more efficient future for global aviation.
Join our team and help shape how the world stays connected. We foster a collaborative, inclusive culture where employees are empowered to innovate, grow professionally, and make a meaningful impact.
What We're Looking For:
If you are experienced in business development within satellite communications or related technologies, then you will be excited about the Senior Business Development Manager opening with Iridium on our Americas team. As a Senior Business Development Manager, you'll be responsible for leading and executing business development activities and projects, including those requiring coordination with cross-functional partners, to advance Iridium's growth in the Americas region. In this role, you will focus primarily on identifying opportunities, developing customer and partner engagement strategies, and supporting the execution of commercial initiatives. You will succeed in this role if you are highly proactive, skilled at navigating complex business environments, and comfortable working independently to move initiatives forward.
What You'll Do:
  • Work independently to identify and pursue business development/sales opportunities across North America that align with organizational objectives.
  • Develop and execute engagement plans that position Iridium's solutions effectively with prospective customers and partners.
  • Analyze commercial, competitive, and environmental factors to support decision making and development of regional growth initiatives.
  • Play a key role in coordinating cross functional efforts with Sales Management, Channel teams, and Lines of Business to advance commercial activities.
  • Determine Iridium's participation in demonstrations, proof of concepts, and market specific solution evaluations.
  • Maintain an accurate and comprehensive sales funnel to ensure visibility, forecasting accuracy, and alignment with business targets.
  • Provide structured feedback, market intelligence, and customer insights to inform product, pricing, and strategic planning efforts.
  • Create and implement plans that uncover customer requirements and align Iridium's capabilities to market needs.
  • Support the execution of high visibility initiatives requiring collaboration across multiple teams.

What You'll Need to Succeed:
  • Bachelor's degree in business, engineering, or a related field OR equivalent relevant experience in lieu of degree.
  • 10+ years of relevant experience in the satellite communications or related technology industries (mobile IoT background).
  • Excellent communication skills, with the ability to convey products, deliverables, analyses, and issues clearly and confidently, while adapting to different audiences and communication styles.
  • Ability to build strong relationships with leadership, partners, and customers, and to provide constructive insights that influence business decisions.
  • Strong analytical and problem-solving skills, with the ability to evaluate options, develop solutions, and execute plans through completion.
  • Demonstrated creativity and resourcefulness in determining methods and approaches for new assignments.
  • Ability to thrive in a dynamic environment by managing multiple priorities and adjusting to shifting business needs.
  • Proactive in sharing knowledge and collaborating across teams.
  • Skilled at navigating complex business structures and influencing outcomes in cross functional settings.
Things That Would be Great if You Brought to the Table:
  • Experience in mobile satellite services
  • Familiarity with the IOT markets, regulations, and customer ecosystems
We'll also need you to:
  • Be able to travel up to 50% of the time across the North America region

Work Environment:
This position primarily works in an office setting and is largely sedentary with the majority of the position working with a computer. The role typically requires the use of basic office equipment such as a phone, video, computer, keyboard, mouse, and printer.
We believe in-person connection drives innovation, strengthens mentorship, and builds culture, while flexibility enables employees to do their best work. Under Iridium's Hybrid Work Policy, employees are expected to work at least four days per week (approximately 80%) in an Iridium office to support collaboration, relationship-building, and professional growth.
Additional Information
This job description outlines the general nature and level of work for this role and is not a comprehensive list of duties, responsibilities, or qualifications. Employees may be assigned additional responsibilities as needed.
Base Pay Range: $130,000 - $170,000 USD
Actual compensation will be determined based on a variety of factors and this range represents an estimate of compensation at the time of posting. Base salary is only one part of our compensation package for this role. You may also be eligible for company stock and annual bonus. Employee benefits also include medical, dental, and vision insurance coverage; 401(k) retirement plan options; paid time off and paid holidays; paid parental leave; and other discounts and perks.
Iridium is an Equal Opportunity Employer, including individuals with disabilities and protected veterans.

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