Channels & Partners Director

Now, we're entering a new phase of growth and are looking for a Channels & Partners Director to take ownership of PDW's U.S. reseller, distributor, systems integrator, and strategic partner ecosystem. This leader will be responsible for developing, executing, and scaling a nationwide channel strategy that expands market reach across Defense, Federal Civilian, Homeland Security, Law Enforcement, Public Safety, and commercial markets.

This individual will provide regular strategic briefings on domestic growth initiatives, partner performance, and execution progress. The role requires close collaboration with PDW's Regional Sales Account Executives, enabling them with structured routes to market, partner-led opportunities, demonstrations, and customer engagement across the United States.

What You'll Do

Lead PDW's CONUS channel and partner strategy, managing reseller, distributor, VAR, OEM, and systems integrator relationships across the United States.

Develop, implement, and continuously refine a strategic domestic growth plan while providing execution updates to the Senior Director.

Identify, recruit, onboard, and manage high-performing channel partners aligned with PDW's strategic objectives.

Drive partner negotiations, pricing strategy, reseller agreements, and partner performance management.

Work closely with Legal, Contracts, and Compliance to ensure all domestic partner agreements meet company requirements.

Partner with Regional Sales Account Executives to develop structured routes to market, joint customer engagement strategies, demonstrations, and pipeline development.

Support U.S. Government opportunities across DoD, Federal Civilian, Homeland Security, Law Enforcement, Public Safety, and commercial customers.

Represent PDW at domestic trade shows, demonstrations, military exercises, industry conferences, and customer engagements.

Deliver market intelligence, competitive analysis, partner scorecards, pipeline reporting, and growth recommendations through Salesforce and CRM reporting tools.

Build executive-level relationships with government agencies, channel partners, systems integrators, and commercial organizations throughout the United States.

Develop partner enablement programs including sales training, technical resources, demonstration support, pricing guidance, and marketing initiatives.

Coordinate with Marketing to support co-branded campaigns, trade shows, partner events, and lead generation activities.

Drive partner accountability through measurable KPIs, quarterly business reviews, revenue targets, and strategic planning.

Requirements

10+ years of experience in channel management, strategic partnerships, business development, or defense/aerospace sales leadership.

Demonstrated success building and growing reseller, distributor, VAR, OEM, or systems integrator networks within the United States.

Strong understanding of U.S. Government procurement processes, contract vehicles, and acquisition strategies.

Experience supporting DoD, Federal Civilian, Homeland Security, Law Enforcement, Public Safety, or commercial technology markets.

Experience negotiating reseller agreements, channel contracts, pricing structures, and partner programs.

Strong leadership skills with the ability to influence internal stakeholders and external partners.

Experience enabling technical sales organizations and coordinating customer demonstrations.

Familiarity with defense, UAS, robotics, autonomy, or dual-use technologies strongly preferred.

Proficiency with Salesforce or similar CRM platforms and partner reporting frameworks.

Strong communication, presentation, negotiation, and relationship management skills.

Willingness and ability to travel domestically up to 40%.

Bachelor's degree in Business, Engineering, Marketing, or related field (Master's preferred).

Must be eligible to obtain and maintain a U.S. Secret security clearance or higher, as required.

Preferred

Military service strongly preferred, particularly experience in aviation, unmanned systems, intelligence, communications, electronic warfare, or related operational roles.

Physical Requirements

The physical demands described here are representative of those that must be met to successfully perform the essential functions of the job. Ability to sit, stand, bend, reach, climb, and move about regularly throughout the day and lift / carry up to 25 pounds. Must have manual dexterity to operate standard office equipment. Must be physically capable of the duties outlined.

Work Environment

This position typically operates in a standard office setting, flight line, and manufacturing environments. This position may have exposure to outdoor weather conditions, noise, and non-climate-controlled environments. May require the use of personal protective equipment (PPE) depending on the environment. This is a fast-paced work environment and requires cross departmental collaboration with independent and team-based responsibilities.

Benefits

PDW values our team, and we offer a compensation package reflective of your experience and capabilities. Benefits include:

Comprehensive BCBS medical, dental, and vision coverage; 80% sponsored by the company.

Safe Harbor 401(K) with company match.

Paid Parental Leave.

On-site gym.

Employer provided life insurance.

Robust Employee Assistance Program (EAP).

A work environment that encourages teamwork and innovation.

Competitive salary, generous paid time off (PTO), and flexible leave options.

Performance Drone Works (PDW) is building the next generation of tactical robotic systems used across defense, national security, and public safety missions. We are building a new center of engineering excellence to design our new category of tactical robotic systems and the industrial capacity to deliver them, bringing decisive airpower into the hands of every operator. We are not here to make promises; we are here to deliver real systems with real capabilities for real missions.

You will join a team of operators, engineers, and builders who solve hard problems with humility and focus. We design and produce multi-mission aerial systems that operators trust to perform in real-world conditions, reliably, repeatedly, and at scale. Our approach is grounded in operator-centered design, rapid iteration from field use, and U.S.-based manufacturing. We operate by a clear set of values: Mission First, Aim Farther, Own It, Win Together. This is how we build advantage and how we help protect our service members, our communities, and our country.