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Channel Manager Jobs in Reston, VA (NOW HIRING)

varonis

Federal Channel Manager

Washington, DC · On-site

$172K - $173K/yr

The Federal Channel Manager is responsible for driving and delivering sales leads and converting them into new business. (Civilian, FSI) The Varonis Federal Channel Manager works as the primary ...

Varonis

Federal Channel Manager

Washington, DC · On-site

$172K - $173K/yr

TheFederal Channel Manager is responsible for driving and delivering sales leads and converting them into new business. (Civilian, FSI) TheVaronis Federal Channel Managerworksas the primary resource ...

Arrow Electronics

Channel Field Sales Manager

Mclean, VA · On-site

$153K/yr

Channel Field Sales Manager immixGroup is looking for a Manager of Channel Sales to drive growth across our partner ecosystem by managing, training, and coaching a team of Channel Managers that ...

AKKO

National Channel Manager

Washington, DC · On-site +1

$70K - $100K/yr

Manage and optimize all revenue-related tools, including HubSpot and Salesforce. * Ensure that tools are integrated effectively and utilized to their full potential. * Provide training and support to ...

nitra

Channel Partnerships Manager

Washington, DC · On-site

$172K - $173K/yr

A Channel Partnerships Manager who will own the strategy and execution of building Nitra's referral partner network from the ground up. You will identify, prospect, and close relationships with ...

nitra

Channel Partnerships Manager

Washington, DC · On-site

$172K - $173K/yr

A Channel Partnerships Manager who will own the strategy and execution of building Nitra's referral partner network from the ground up. You will identify, prospect, and close relationships with ...

Cellebrite

Channel Account Manager - FSI

Tysons, VA · On-site +1

Cellebrite is seeking a Systems Integrators Channel Manager to lead the development and expansion of strategic Systems Integrator (SI) partnerships across the United States, with a primary focus on ...

Cellebrite

Channel Account Manager - FSI

Tysons, VA · On-site +1

Cellebrite is seeking a Systems Integrators Channel Manager to lead the development and expansion of strategic Systems Integrator (SI) partnerships across the United States, with a primary focus on ...

Gormat

Federal Channel Sales Director

Washington, DC · On-site

This individual will be directly responsible for managing assigned strategic partners within the ... Channel Partner Enablement - Develop product and sales competency within assigned partner ...

Gormat

Federal Channel Sales Director

Washington, DC · On-site

This individual will be directly responsible for managing assigned strategic partners within the ... Channel Partner Enablement - Develop product and sales competency within assigned partner ...

Asana

Public Sector Channel Partner Manager

Washington, DC · On-site

$172K - $196K/yr

As the Public Sector Channel Manager, you will support our Public Sector and Education ecosystem with a focus on our recently launched FedRAMP offering, AsanaGov. You will focus on building, enabling ...

Asana

Public Sector Channel Partner Manager

Washington, DC · Hybrid

$172K - $196K/yr

As the Public Sector Channel Manager, you will support our Public Sector and Education ecosystem with a focus on our recently launched FedRAMP offering, AsanaGov. You will focus on building, enabling ...

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All JobsChannel Manager JobsChannel Manager Jobs in Reston, VA

Channel Manager information

See Reston, VA salary details

$73.3K

$148.2K

$159.7K

How much do channel manager jobs pay per year?

As of Jun 21, 2026, the average yearly pay for channel manager in Reston, VA is $148,196.00, according to ZipRecruiter salary data. Most workers in this role earn between $158,100.00 and $159,200.00 per year, depending on experience, location, and employer.

What are Channel Managers?

Channel Managers are professionals responsible for developing and maintaining relationships with partners, distributors, or resellers that sell a company's products or services. They create strategies to expand the company's reach and maximize revenue through indirect sales channels. Their duties often include onboarding new partners, providing training, setting sales targets, and ensuring that partners align with the company's goals and standards.

What is the difference between Channel Manager vs Sales Manager?

AspectChannel ManagerSales Manager
Primary FocusManaging distribution channels and partner relationshipsDirect sales and customer acquisition
Required SkillsChannel development, partner management, negotiationSales strategy, team leadership, client engagement
Work EnvironmentCollaborates with partners, vendors, and internal teamsLeads sales teams, interacts directly with clients
Industry UsageCommon in tech, manufacturing, and wholesale sectorsWidespread across retail, B2B, and service industries

While both roles involve driving revenue, a Channel Manager focuses on developing and maintaining partner channels, whereas a Sales Manager directly manages sales teams and client relationships. Understanding these differences helps organizations assign the right responsibilities and find suitable candidates.

What jobs pay $2000 a day?

High-paying roles such as senior management, specialized consultants, and certain sales executives can earn $2,000 or more per day, often requiring extensive experience, advanced skills, or industry certifications. These positions are typically found in finance, technology, or consulting sectors and may involve project-based or commission-based compensation structures.

What is the role of a channel manager?

A channel manager is responsible for developing and maintaining relationships with distribution partners, such as retailers or resellers, to promote and sell a company's products or services. They coordinate marketing efforts, monitor sales performance, and ensure channel partners meet sales targets, often using tools like CRM software. Strong communication, negotiation skills, and industry knowledge are essential for success in this role.

What Does a Channel Manager Do?

A channel manager works with sales or marketing within a specific channel. In this career, your duties may involve overseeing sales operations and being the moderator for supplier and customer relationships in a particular territory. Your responsibilities could range from fostering relationships with potential or existing channel partners and clients, creating and implementing sales growth strategies designed to increase profitability for your channel, closing difficult sales, and working on the recruitment of new sales and marketing partners. You may also meet with partners in your sales channel and moderate discussions between your marketing team and your channel partners.

How does a Channel Manager typically collaborate with sales and marketing teams to drive partner performance?

A Channel Manager works closely with both sales and marketing teams to align strategies, develop joint campaigns, and provide partners with the resources they need to succeed. This collaboration often involves regular meetings to discuss partner feedback, analyze sales data, and coordinate promotional activities. By fostering open communication and sharing insights between internal teams and external partners, Channel Managers help ensure that all parties are working toward mutual goals and maximizing revenue opportunities.

How does a channel manager work?

A channel manager oversees the distribution of a company's products or services through various sales channels, such as retailers, online platforms, or partners. They coordinate with channel partners, monitor performance, and implement strategies to maximize sales and market reach, often using specialized software tools. Strong communication, negotiation skills, and industry knowledge are essential for success in this role.

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

To thrive as a Channel Manager, you need expertise in sales strategy, partner relationship management, and a solid understanding of channel sales models, typically supported by a degree in business or marketing. Familiarity with CRM platforms like Salesforce, partner portals, and sales analytics tools is often required. Strong negotiation, communication, and problem-solving skills set exceptional Channel Managers apart. These capabilities are vital for building effective partner networks, driving revenue growth, and ensuring seamless collaboration between an organization and its channel partners.

How much do channel managers make in the US?

In the US, channel managers typically earn between $70,000 and $130,000 annually, depending on experience, industry, and company size. Senior or specialized channel managers may earn higher salaries, often supplemented with bonuses and commissions.
More about Channel Manager jobs
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What job categories do people searching Channel Manager jobs in Reston, VA look for? The top searched job categories for Channel Manager jobs in Reston, VA are:
What cities near Reston, VA are hiring for Channel Manager jobs? Cities near Reston, VA with the most Channel Manager job openings:
Channel Manager jobs near you
Channel Manager

Channel Manager

Excelitas Technologies

Gaithersburg, MD

$130K - $140K/yr

Other

Posted yesterday

Excelitas Technologies rating

7.8

Company rating: 7.8 out of 10

Based on 6 frontline employees who took The Breakroom Quiz

Job description

ENABLE your future through light.

ENGAGE with us today and make your contribution to the future! Join the team that leading technology companies turn to for cutting-edge photonic innovation. At Excelitas Technologies you are how we EXCEL.

Excelitas is seeking a Channel Manager to join out team of leaders and innovators!

Role Summary (Executive-Level Positioning)

The Channel Manager is responsible for developing, managing, and optimizing Excelitas' indirect sales ecosystem to accelerate revenue growth, expand market reach, and strengthen customer access across key segments.

This role owns channel strategy, partner selection, performance management, and capability building, ensuring alignment with Excelitas' commercial priorities and long-term growth objectives.

Key Responsibilities

1. Channel Strategy & Market Expansion

  • Define and execute regional channel strategy aligned with business unit growth targets
  • Identify coverage gaps and expansion opportunities across geographies and end markets
  • Develop segmentation of partners (distributors, integrators, OEMs) based on capability and market focus
  • Drive new partner onboarding to support strategic growth initiatives

2. Partner Management & Performance

  • Own end-to-end partner lifecycle: selection, onboarding, enablement, performance management
  • Establish clear KPIs (revenue, pipeline, conversion rates, market penetration)
  • Conduct regular business reviews (QBRs) with key partners
  • Implement performance improvement plans or rationalization where needed

3. Revenue Growth & Pipeline Development

  • Drive channel-driven revenue growth and ensure alignment with sales targets
  • Build and maintain a robust partner pipeline to support demand generation
  • Collaborate with direct sales teams to avoid channel conflict and maximize coverage
  • Monitor funnel health and conversion efficiency across partner network

4. Commercial Execution & Enablement

  • Develop channel programs (pricing, incentives, rebates, promotions) to drive performance
  • Ensure partners are fully enabled on Excelitas products, solutions, and value propositions
  • Partner with marketing to execute joint campaigns, events, and demand generation initiatives
  • Support complex deals and strategic opportunities through partners

5. Cross-Functional Alignment

  • Collaborate with Product Management, Marketing, Operations, and Finance to ensure channel alignment
  • Provide market intelligence and customer insights to inform product and commercial strategies
  • Ensure compliance with pricing, margin, and contractual frameworks

Key Performance Indicators (KPIs)

  • Channel revenue growth (% and absolute)
  • Partner pipeline coverage vs. target (e.g., 2-3x coverage)
  • Partner productivity (revenue per partner)
  • Conversion rates and sales cycle efficiency
  • Market coverage, penetration, and expansion into target applications

Qualifications & Experience

  • Bachelor's degree required; MBA preferred
  • 8-12+ years in channel sales, partner management, or commercial roles in B2B technology or industrial sectors
  • Experience in: UV technologies (UV, LED, UVC, microwave) and or Infrared (IR) technologies strongly preferred
  • Experience selling captial equipment, components, or raw materials into industrial applications such as: UV Curing (coatings, inks, adhesives), UV disinfection (air, water, surface), Infrared themal processing (drying, heating, and material treatment of substrates)
  • Proven track record of building and scaling indirect sales channels
  • Strong commercial acumen, negotiation, and stakeholder management skills

Key Competencies

  • Application-driven, solution-oriented selling mindset
  • Ability to translate technical capabilities into commercial value
  • Strong execution discipline, forecasting accuracy, and pipeline management
  • Skilled at managing complex, multi-stakeholder sales cycles
  • Collaborative, team-oriented approach focused on shared success

Why Excelitas - Advanced Lighting Solutions

Excelitas' Advanced Lighting Solutions division delivers a comprehensive portfolio of UV and infrared technologies that enable industrial curing, disinfection, and thermal processing applications. These solutions help customers improve process efficiency, product quality, and sustainability outcomes across diverse manufacturing environments.

Salary Range $130,000 - $140,000 depending on experience

#LI-AW1

This position requires the use of information which is subject to the International Traffic in Arms Regulations (ITAR) 

Visa sponsorship is not available for any position at Excelitas 

Equal Opportunity/Affirmative Action Employer

Minorities/Females/Disability/Veteran/Gender Identity/Sexual Orientation

Excelitas is seeking leaders and innovators to join our global team!

Visit: https://jobs.excelitas.com/

Apply