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

Esri

Sr. Business Development Manager - National Mapping

Vienna, VA · On-site

$114K - $218K/yr

  • Medical

  • Dental

  • Vision

  • Life

  • Retirement

  • PTO

Overview At Esri, our senior business development managers collaborate with distributors to co-sell ... We invite you to utilize your enterprise sales and multi-channel software business development ...

TBC Corporation

Regional Director - Channel

Washington, DC

  • Medical

  • Dental

  • Vision

  • Life

  • Retirement

  • PTO

Hold Business Development Managers accountable, in partnership with Distribution Center personnel * Ensure growth of sales offerings (new accounts and growth of share of account for existing ...

TBC Corporation

Regional Director - Channel

Alexandria, VA · On-site

  • Medical

  • Dental

  • Vision

  • Life

  • Retirement

  • PTO

Hold Business Development Managers accountable, in partnership with Distribution Center personnel * Ensure growth of sales offerings (new accounts and growth of share of account for existing ...

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All JobsChannel Development JobsChannel Development Manager JobsChannel Development Manager Jobs in Vienna, VA

Channel Development Manager information

See Vienna, VA salary details

$11K

$126.7K

$146K

How much do channel development manager jobs pay per year?

As of Aug 16, 2026, the average yearly pay for channel development manager in Vienna, VA is $126,717.00, according to ZipRecruiter salary data. Most workers in this role earn between $116,400.00 and $135,000.00 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 job categories do people searching Channel Development Manager jobs in Vienna, VA look for?

The top searched job categories for Channel Development Manager jobs in Vienna, VA are:

What cities near Vienna, VA are hiring for Channel Development Manager jobs?

Cities near Vienna, VA with the most Channel Development Manager job openings:

Channel Development Manager jobs near you
Infographic showing various Channel Development Manager job openings in Vienna, VA as of June 2026, with employment types broken down into 94% Full Time, and 6% Contract. Highlights an 67% In-person, 6% Hybrid, and 27% Remote job distribution, with an average salary of $126,717 per year, or $60.9 per hour.

Sr. Business Development Manager - National Mapping

Esri

Vienna, VA • On-site

$114K - $218K/yr

Full-time

Medical, Dental, Vision, Life, Retirement, PTO

Posted 5 days ago

Esri rating

9.6

Company rating: 9.6 out of 10

Based on 14 frontline employees who took The Breakroom Quiz

7th of 244 rated software companies

Job description

Overview
At Esri, our senior business development managers collaborate with distributors to co-sell and promote the adoption of Esri technology. We invite you to utilize your enterprise sales and multi-channel software business development experience to help leverage geographic technology in region. You'll work closely with Esri's distributor network to help customers optimize and expand adoption of Esri technology, identify new areas of growth, and deliver expertise that helps deliver on their mission and vision.
Responsibilities
  • Drive opportunities. Collaborate with Esri account teams and distributors to articulate the vision, roadmap, and business value of Esri software and services within targeted national mapping organizations. Proactively drive value and growth across distributor, customer, and Esri.
  • Think strategically. Expertly speak, present, and negotiate with executives and key stakeholders. Possess strong global and financial skills and provide input into business and strategic growth plans for the national mapping industry and across regions. Demonstrate expert knowledge of product components, application, and GIS value propositions of Esri technology across regions.
  • Partner with others. Build and nurture long-term partnerships with customers and distributors. Facilitate client and distributor meetings that contribute impactful ideas. Influence those internally and externally through communication of ideas and strategies at all business levels. Actively share knowledge and support/mentor team members.
  • Drive results. Lead the 'Executive Review' with distributors to finalize terms and conditions of an enterprise agreement. Demonstrate the ability to be put into any competitive situation and displace competition through research and advanced industry/country knowledge.

Requirements
  • 5+ years of experience successfully supporting the needs of gathering and designing technical specifications to solve a customer's needs
  • Experience selling enterprise software solutions directly and through a channel
  • Expert in negotiation and strategic engagements
  • Advanced story telling skills and experience presenting at conferences and executive level engagements
  • Ability to quickly learn new technology and translate it into solutions that address customer needs
  • Mastery of English and other languages as needed (verbal and written)
  • Understanding of GIS, Esri technology, and topographic mapping as they relate to one another
  • Bachelor's degree in GIS, geomatics, business administration, or a related field
  • Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S.
  • Ability to travel globally 25-50%

Recommended Qualifications
  • Experience working in the areas of BI, marketing, market planning, supply chain, or other key business areas
  • Experience working for a global consulting organization involved in business process improvement in the areas of engineering, operations, customer care, and finance
  • Master's degree in GIS, geomatics, business administration, or a related field
  • Professional proficiency in Spanish preferred; additional language skills are a plus

Questions about our interview process? We have answers
#LI-AC1
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Total Rewards
Esri's competitive total rewards strategy includes industry-leading health and welfare benefits: medical, dental, vision, basic and supplemental life insurance for employees (and their families), 401(k) and profit-sharing programs, minimum accrual of 80 hours of vacation leave, twelve paid holidays throughout the calendar year, and opportunities for personal and professional growth. Base salary is one component of our total rewards strategy. Compensation decisions and the base range for this role take into account many factors including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs.
A reasonable estimate of the base salary range is
$114,400-$218,400 USD
The Company
At Esri, diversity is more than just a word on a map. When employees of different experiences, perspectives, backgrounds, and cultures come together, we are more innovative and ultimately a better place to work. We believe in having a diverse workforce that is unified under our mission of creating positive global change. We understand that diversity, equity, and inclusion is not a destination but an ongoing process. We are committed to the continuation of learning, growing, and changing our workplace so every employee can contribute to their life's best work. Our commitment to these principles extends to the global communities we serve by creating positive change with GIS technology. For more information on Esri's Racial Equity and Social Justice initiatives, please visit our website here.
If you don't meet all of the preferred qualifications for this position, we encourage you to still apply!
Esri is an equal opportunity employer (EOE) and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need reasonable accommodation for any part of the employment process, please email askcareers@esri.com and let us know the nature of your request and your contact information. Please note that only those inquiries concerning a request for reasonable accommodation will be responded to from this e-mail address.
Esri Privacy Esri takes our responsibility to protect your privacy seriously. We are committed to respecting your privacy by providing transparency in how we acquire and use your information, giving you control of your information and preferences, and holding ourselves to the highest national and international standards, including CCPA and GDPR compliance.

What Esri employees say

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Benefits

Hours and flexibility

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About ESRI

Sourced by ZipRecruiter

Our passion for improving quality of life through geography is at the heart of everything we do. Esri's geographic information system (GIS) technology inspires and enables governments, universities, and businesses worldwide to save money, lives, and our environment through a deeper understanding of the changing world around them.

Industry

Scientific research and development services

Company size

1,001 - 5,000 Employees

Headquarters location

Redlands, CA, US

Year founded

1969

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