Doodle Labs is a fast-growing defense-tech innovator building next-generation wireless communications and unmanned-systems technologies for customers across the U.S. Department of Defense, global defense markets, and commercial industrial sectors. Recognized by Fast Company as one of the Most Innovative Companies, Doodle Labs partners with leading OEMs, primes, and integrators worldwide to deliver high-performance tactical communications and networking solutions.
As we expand our global footprint, the Channel Manager will play a critical role in scaling international partnerships, distributor relationships, and regional coverage across key global markets.
About the JobThis role owns revenue generation through distributors, resellers, and manufacturer’s reps across international markets. You will build and scale a tiered dealer program, stand up a global partner portal, and enforce high standards of operational rigor and compliance (including ITAR/EAR and FMS-aligned processes).
You will source, onboard, and enable high-fit partners; implement structured partner programs; and maintain clear rules of engagement with direct sales. The role requires strong global channel experience, commercial acumen, and the ability to influence and motivate partners at scale.
Reporting to senior global sales leadership, this position sits at the intersection of channel strategy, international GTM, partner enablement, and compliance.
What You’ll Do1. Drive Revenue & Optimize Channel Coverage- Hit channel bookings and pipeline targets across assigned regions.
- Optimize partner coverage by region and vertical; adjust territory and partner alignments as needed.
- Maintain and enforce clear rules of engagement with direct sales.
- Source, evaluate, and contract high-fit distributors, resellers, and rep firms.
- Run onboarding, certification, and enablement programs with consistency.
- Stand up structured co-sell motions and partner playbooks.
- Design and manage a tiered dealer program including benefits, MDF, SPIFFs, deal registration, and certification paths.
- Run recurring QBRs and performance reviews with partners.
- Deploy and scale a partner portal for content, deal registration, lead sharing, incentives, and support.
- Ensure strong portal adoption and ongoing partner engagement.
- Maintain CRM hygiene and accurate regional forecasts.
- Manage pipeline quality, stage progression, and weekly/monthly/quarterly reviews.
- Localize offerings, pricing, and enablement materials for EMEA/APAC/LATAM and other regions.
- Support tenders, frameworks, distributor logistics, and regional opportunities.
- Ensure all partner motions meet ITAR/EAR requirements, including screenings, licenses, provisos, and reporting.
- Align channel activities with FMS-related processes when applicable.
- Design and manage SPIFFs, quarterly incentives, and President’s Club eligibility criteria.
- Motivate partners with transparent, performance-based rewards.
- Aggregate partner feedback to inform product roadmap, pricing strategy, and support models.
- Distributor, reseller, and rep ecosystem mapped and prioritized by region.
- Dealer program structure drafted and initial partners onboarded.
- Partner portal implemented with early adoption by key accounts.
- Consistent forecasting rhythm established with accurate pipeline visibility.
- Achieved channel bookings and influenced pipeline targets across regions.
- Full dealer program operational with certified, active partners.
- High portal adoption, strong deal-reg usage, and measurable MDF ROI.
- Zero export violations; fully compliant ITAR/EAR execution across all partners.
- 5–10+ years of channel sales or partner management experience with distributors, resellers, and rep firms.
- International experience across EMEA, APAC, LATAM, or similar markets with strong cross-cultural communication skills.
- Proven track record building dealer programs and managing partner portals (Salesforce PRM, Impartner, Allbound, etc.).
- Working knowledge of ITAR/EAR and familiarity with FMS processes.
- Strong commercial acumen including agreements, margins, and inventory planning.
- High CRM discipline (Salesforce/HubSpot) and strong quantitative forecasting abilities.
- Excellent communication, influence-without-authority skills, and conflict-resolution capability.
- Nice to Have: Public-safety radios, UAS/drones, MANET/mesh networking, defense tech, industrial IoT experience; tender support experience; additional languages; prior ownership of President’s Club programs.
- Location: Los Angeles or U.S. Remote
- Travel: ~30–50%
- Reporting: VP, Global Sales
- Compensation: Base $120K–$150K | OTE $150K–$200K with accelerators; President’s Club eligible; full standard benefits.
Employment may require access to export-controlled data/products. Applicants must meet U.S. ITAR/EAR requirements, which may include citizenship or nationality restrictions as defined by law.
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