Manager – Direct Market Resellers

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Develop strategies for DMR, VAR, distributor, master dealer, carrier-aligned, and technology resellers that enhance mobility devices, managed services, lifecycle programs, accessories, and partner-driven revenue.

• Activate partnerships with resellers through collaborative business/account plans, sales initiatives, targeted accounts, enablement, performance metrics, account mapping, co-selling, referrals, campaigns, and field engagement.

• Oversee channel business reviews and manage scorecards, QBR materials, performance standards, and executive-ready reporting.

• Foster partner-sourced and partner-influenced pipelines via lead sharing, attribution, field enablement, reseller sales strategies, campaigns, event follow-ups, and conflict resolution.

• Aid in deal registration, pricing approvals, margin management, quotations, availability, escalations, and solution packaging for reseller-led opportunities.

• Ensure accurate forecasts, maintain CRM hygiene, and provide pipeline visibility in collaboration with Sales, Marketing, Product, Finance, Operations, and Customer Success teams.

• Represent NEXA at reseller teams, partner executives, customer engagements, distributor events, trade shows, and enablement sessions.

• Comply with NEXA's information security policies and procedures.

⛳️ Requirements

• Bachelor’s degree in business, sales, marketing, communications, technology, or a related field is preferred.

• Preferred certifications in channel sales, partner management, reseller programs, sales operations, CRM, or enablement training.

• 5–8+ years of experience in channel sales, reseller management, partner account management, business development, or account management, ideally in wireless, mobility, rugged devices, managed mobility, telecom, distribution, or technology solutions.

• Experience managing DMRs, VARs, distributors, master dealers, carrier-aligned partners, MSPs, or technology reseller ecosystems.

• Familiarity with reseller agreements, deal registration, MDF/co-op, incentives, pricing approvals, margin management, indirect sales models, compensation drivers, and channel operations.

• Experience in positioning solutions for enterprise and vertical buyers in sectors such as public safety, field operations, transportation, logistics, utilities, healthcare, retail, connected workforce, rugged/managed mobility, lifecycle services, connectivity, accessories, and enterprise mobility.

• Working knowledge of Android Enterprise, MDM, rugged deployments, connected workforce/enterprise mobility, lifecycle availability, TCO, deployment support, reliability, durability, security, and field-use performance is preferred.

• Ability to articulate NEXA's capabilities into reseller-ready value propositions and support the creation of sales decks, battlecards, solution briefs, promotions, QBR decks, pricing summaries, and co-sell materials.

• Strong negotiation, relationship-building, executive communication, and collaborative skills.

• Expertise in CRM is required; HubSpot is preferred for attribution, staging, deal registration, forecasting, pipeline hygiene, and reseller reporting.

• Proficiency in Microsoft Office is essential.

• Capability to manage partner, pipeline, pricing, enablement, quote, escalation, reporting, and performance workstreams in a scaling environment.

• Willingness to travel for partner meetings, QBRs, distributor events, co-sell meetings, trade shows, and channel enablement.

🏝️ Benefits

• Flexible remote work arrangement.

• Competitive compensation ranging from $80,000 to $100,000.

• Opportunity to engage with innovative mobility solutions and extensive device fleets.

• Travel opportunities for partner meetings, QBRs, distributor events, co-sell meetings, trade shows, and channel enablement.