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L3Harris is dedicated to recruiting and developing high-performing talent who are passionate about what they do. Our employees are unified in a shared dedication to our customers’ mission and quest for professional growth. L3Harris provides an inclusive, engaging environment designed to empower employees and promote work-life success. Fundamental to our culture is an unwavering focus on values, dedication to our communities, and commitment to excellence in everything we do.

L3Harris Technologies is the Trusted Disruptor in the defense industry. With customers’ mission-critical needs always in mind, our employees deliver end-to-end technology solutions connecting the space, air, land, sea and cyber domains in the interest of national security.

Job Title: Indirect Channel Manager

Job Code: 29380

Job Location: Remote – Northeast (VA,MD, PA, NY, MA, NJ,OH,IN) 

Job Schedule: 9/80: Employees work 9 hour days out of every 14 days – totaling 80 hours worked – and have every other Friday off

Job Description:

The Indirect Channel Manager will be responsible for managing regional Master Distributors and growing company sales of mission critical communication solutions through the indirect channel. Additional responsibilities include effective relationship management, supporting channel partners with marketing solutions, advertising, sales promotions, training and general business support to foster growth. It is expected that the indirect channel manager will effectively work with direct sales when necessary and understand all business aspects relative to market trends, competition, vertical market segmentation, product positioning and pricing.

Essential Functions:

• Responsible for working closely with Master Distributor or dealer to ensure sales/account strategies in assigned territories.
• Responsible for oversight and performance of channel partners to ensure training compliance. 
• Evaluate current competitive channel assessment
• Introduce new products and support new product training to the channel partner
• Host regular business reviews in support of the channel partner
• Participate in quarterly formal assessments with Master Distributor along with the Indirect management team
• In conjunction with direct sales, develop annual sales objectives for channel partners and provide quarterly feedback
• Ability to support multiple efforts, changing priorities and can maintain professional behavior in high-pressure situations.
• Advise management as to the strategic needs of the Master Distributor
• Ensure alignment with channel strategies and work collaboratively with sales management to share best practices
• Accountable for generating and communicating channel forecasts for orders and sales.
• Ability to travel up to 50%

Qualifications:

• Bachelor’s degree and minimum 6 years of prior relevant experience. Graduate Degree and a minimum of 4 years of prior related experience. In lieu of a degree, minimum of 10 years of prior related experience.

Preferred Additional Skills:

• 5+ years of experience managing sales in business to business or business to government sales with multi-decision processes; programs, services, or systems in a technology company; communication systems in public safety, utilities, or transportation markets; or selling critical communication solutions in public safety, utilities, or transportation markets
• Sound reasoning and decision-making ability; strong analytical skills
• Inclusive management style: Experience leading and motivating teams across the organization to obtain the required business goals.
• Stellar communication skills including verbal, written and presentation skills for internal and external customers.
• Proven team player with the ability to work effectively with others; has outstanding customer relationship skills and presents a professional appearance.
• Channel management experience
• Proven experience with building and sustaining strong strategic relationships
• Proven experience with consultative selling
• Strong knowledge of market competitors and market technology
• Demonstrated ability to maximize sales growth
• Strong negotiation skills
• Proven experience in marketing, business management, product management, customer service, and procurement
• Ability to develop effective strategy for the channel in conjunction with sales management and PSPC business objectives, including promotional programs

In compliance with pay transparency requirements, the salary range for this role in Colorado State, Hawaii, Illinois, Maryland, Minnesota, Vermont and New York State is $95,500 - $176,000. For California, Seattle, Washington D.C., Maryland Greater Washington D.C. area, the city of Denver, Washington State and New York City, the salary range for this role is $101,000 - $187,500. This is not a guarantee of compensation or salary, as final offer amount may vary based on factors including but not limited to experience and geographic location. L3Harris also offers a variety of benefits, including health and disability insurance, 401(k) match, flexible spending accounts, EAP, education assistance, parental leave, paid time off, and company-paid holidays. The specific programs and options available to an employee may vary depending on date of hire, schedule type, and the applicability of collective bargaining agreements. 

L3Harris Technologies is proud to be an Equal Opportunity Employer. L3Harris is committed to treating all employees and applicants for employment with respect and dignity and maintaining a workplace that is free from unlawful discrimination. All applicants will be considered for employment without regard to race, color, religion, age, national origin, ancestry, ethnicity, gender (including pregnancy, childbirth, breastfeeding or other related medical conditions), gender identity, gender expression, sexual orientation, marital status, veteran status, disability, genetic information, citizenship status, characteristic or membership in any other group protected by federal, state or local laws. L3Harris maintains a drug-free workplace and performs pre-employment substance abuse testing and background checks, where permitted by law.

Please be aware many of our positions require the ability to obtain a security clearance. Security clearances may only be granted to U.S. citizens. In addition, applicants who accept a conditional offer of employment may be subject to government security investigation(s) and must meet eligibility requirements for access to classified information.

By submitting your resume for this position, you understand and agree that L3Harris Technologies may share your resume, as well as any other related personal information or documentation you provide, with its subsidiaries and affiliated companies for the purpose of considering you for other available positions.

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