Channel Manager – Strategic Partnerships

Location: Hybrid – Arlington, VA (Local travel within the DMV area required)

Industry: Cybersecurity, IT Distribution, OEM Partnerships

Job Type: Full-time

Step beyond the quote desk and into a dynamic, partner-facing role with one of the region’s fastest-growing technology integrators. This is a rare opportunity for someone currently in an inside sales or channel support role who is ready to expand their impact and visibility across the IT channel. In this position, you’ll cultivate meaningful partnerships, deepen relationships with OEMs and distributors, and directly influence revenue through strategic collaboration.

This role is ideal for someone looking to become a key player in channel sales strategy - working closely with industry-leading manufacturers, tech distributors, and internal sales teams.

Compensation & Perks

• Competitive base salary with performance-based commission tied to total team revenue.
• Flexible hybrid schedule with autonomy and trust from leadership.
• Opportunity to step into a more strategic, externally-facing role with growth potential in partner sales or OEM management.
• Be part of a company known for its high integrity, strong industry reputation, and top-tier technical backing.

Key Responsibilities

• Manage a portfolio of key OEM and distributor relationships, serving as the main point of contact and advocate for partner success.
• Collaborate with internal account managers and external channel reps to support deal registration, maximize margin protection, and streamline communications.
• Represent the company at industry events, training sessions, and partner summits.
• Facilitate the development and execution of joint business plans to unlock new revenue opportunities.
• Maintain knowledge of core product lines and ensure certification and compliance with partner programs.
• Monitor partner engagement metrics, certifications, and renewals to support long-term channel growth.
• Identify whitespace in the market and coordinate with engineering teams to align technical support and solutions strategy.

Qualifications

• 3+ years of experience in IT distribution, channel sales, or OEM relationship management (inside or outside roles welcome).
• Experience with key distributors (e.g., IMX, Ingram Micro, TD Synnex, or similar).
• Strong understanding of the IT channel ecosystem - VARs, distributors, OEMs.
• Proven success in relationship-based sales or business development.
• Excellent communication and organizational skills.
• Local to the DMV area with the ability to travel to in-person events and meetings regularly.
• Self-driven, strategic thinker with a proactive mindset and collaborative attitude.

Why This Role Stands Out

• Transition Opportunity: Ideal for inside sales reps or channel coordinators looking to move into external relationship management.
• Autonomy & Impact: Collaborate directly with leadership and influence revenue-driving decisions.
• High-Trust Culture: Work in an environment that values transparency, relationships, and performance - not micromanagement.
• Channel-First Mentality: Join a team focused on partner success and long-term value creation over transactional sales.

About Blue Signal:  

Blue Signal is an award-winning, executive search firm specializing in various specialties. Our recruiters have a proven track record of placing top-tier talent across industry verticals, with deep expertise in numerous professional services. Learn more at bit.ly/46Gs4yS