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Indirect Channel Manager Jobs in Washington (NOW HIRING)

Excelitas Technologies

Channel Manager

Gaithersburg, MD · On-site

$130K - $140K/yr

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 ...

Motorola

Channel Account Manager (Federal)

Linthicum, MD · On-site

$123K - $140K/yr

  • Medical

  • Dental

  • Retirement

... indirect channel routes. We are looking for a high-energy, strategic Channel Account Manager to join our Federal team. In this role, you will be the primary bridge between Motorola Solutions and our ...

nitra

Channel Partnerships Manager

Washington, DC · On-site

$172K - $173K/yr

We're looking for: A Channel Partnerships Manager who will own the strategy and execution of ... indirect sales, with a strong track record of building and scaling referral or reseller partner ...

nitra

Channel Partnerships Manager

Washington, DC · On-site

$172K - $173K/yr

  • Medical

  • Dental

  • Vision

  • Retirement

We're looking for: A Channel Partnerships Manager who will own the strategy and execution of ... indirect sales, with a strong track record of building and scaling referral or reseller partner ...

Nametag

Channel Account Manager

Washington, DC · On-site

We are hiring a Channel Account Manager (CAM) who is responsible for building and scaling an indirect sales ecosystem across our partner base by building deep partner relationships, driving ...

NEXA

Manager of Direct Market Resellers

Washington, DC · On-site

$80K - $100K/yr

Knowledge of reseller agreements, deal registration, MDF/co-op, incentives, pricing approvals, margin management, indirect sales models, compensation drivers, and channel operations. * Experience ...

Komline Sanderson

Marketing Manager

Washington, DC · On-site

$130K - $150K/yr

This Opportunity We are seeking a Marketing Manager to lead Komline's municipal market strategy and ... industries Channel marketing, i.e., marketing through indirect sales channels, manufacturer ...

Komline Sanderson

Marketing Manager

Washington, DC · On-site

$130K - $150K/yr

... Channel marketing, i.e., marketing through indirect sales channels, manufacturer representative networks, distributors, or consulting engineering firms Other: Primary work location must be in a ...

Regal Rexnord

Area Sales Manager- Mid Atlantic

Linthicum, MD · On-site +1

$110K - $130K/yr

  • Medical

  • Dental

  • Vision

  • Life

  • Retirement

  • PTO

... distribution channel throughout the Mid-Atlantic for Kollmorgen products. With a focus on ... Responsible for all customer locations (direct and indirect customers) in a defined geographic ...

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Indirect Channel Manager information

What is the difference between Indirect Channel Manager vs Sales Account Manager?

AspectIndirect Channel ManagerSales Account Manager
Primary FocusManaging relationships with channel partners and indirect sales channelsManaging direct client accounts and sales relationships
Work EnvironmentCollaborates with partners, channel teams, and internal departmentsInteracts directly with individual clients and prospects
Required CredentialsSales experience, industry certifications, strong communication skillsSales experience, customer relationship skills, industry knowledge

The main difference is that an Indirect Channel Manager focuses on developing and maintaining relationships with channel partners to drive sales indirectly, while a Sales Account Manager works directly with individual clients to close sales and manage accounts. Both roles require strong sales skills and industry knowledge but differ in their target audiences and collaboration methods.

What are the key skills and qualifications needed to thrive as an indirect channel manager?

To thrive as an Indirect Channel Manager, you need a strong background in sales, channel management, and business development, often supported by a relevant bachelor's degree. Familiarity with CRM platforms, partner relationship management (PRM) systems, and sales analytics tools is typically required. Outstanding negotiation, relationship-building, and communication skills help foster productive partnerships and drive channel growth. These skills are vital for maximizing revenue through indirect sales channels and ensuring long-term collaboration with partners.

How does an indirect channel manager typically collaborate with partner organizations to achieve sales targets?

An Indirect Channel Manager works closely with external partners, such as resellers, distributors, and agents, to drive sales and expand market reach. This collaboration often involves regular communication to align on strategy, providing training and support, and co-developing marketing initiatives. The manager also monitors partner performance, resolves conflicts, and facilitates resources to help partners succeed. Building strong, mutually beneficial relationships is critical, as success is measured by both sales results and the long-term loyalty of channel partners.

What is an indirect channel manager?

An Indirect Channel Manager is a professional responsible for overseeing a company's relationships with third-party partners, such as resellers, distributors, or agents, who sell the company's products or services. Their main duties include developing channel strategies, recruiting and training partners, ensuring targets are met, and supporting partners with resources and incentives. Indirect Channel Managers play a critical role in expanding the organization's market reach and driving sales growth through these external channels.
What are popular job titles related to Indirect Channel Manager jobs in Washington? For Indirect Channel Manager jobs in Washington, the most frequently searched job titles are:
What job categories do people searching Indirect Channel Manager jobs in Washington look for? The top searched job categories for Indirect Channel Manager jobs in Washington are:
What cities in Washington are hiring for Indirect Channel Manager jobs? Cities in Washington with the most Indirect Channel Manager job openings:
Indirect Channel Manager jobs near you

Channel Manager

Excelitas Technologies

Gaithersburg, MD • On-site

$130K - $140K/yr

Full-time

Re-posted 24 days ago

Excelitas Technologies rating

8.0

Company rating: 8.0 out of 10

Based on 10 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/

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