SLED Channel Sales Manager at Skydio

About the Role

The SLED Channel Sales Manager serves as the primary business owner and point of contact for Skydio’s State, Local, and Education (SLED) channel partners. This role manages opportunity-driven reseller relationships and ensures effective deal registration, partner enablement, and accurate information flow between Skydio and its partners.

Key Responsibilities

• →Own the strategic and day-to-day management of 15–20 SLED Channel Partners, including CDW, Carahsoft, Safeware, Axon, and similar resellers and integrators
• →Serve as the primary point of contact for partner leadership and sales teams, supporting opportunity-by-opportunity transactions from deal registration through close
• →Act as the liaison between Skydio Account Executives and partner Account Executives, ensuring alignment on account strategy, deal structure, pricing, and timelines
• →Manage deal registration and partner readiness, ensuring partners are informed, enabled, and operating with accurate program, pricing, and policy information
• →Drive partner enablement and engagement, including training, product updates, certifications, and go-to-market alignment
• →Proactively grow and mature Skydio’s SLED channel, identifying opportunities to streamline processes, improve efficiency, and scale the partner business
• →Serve as the primary escalation point for partner-related sales issues and executive alignment, collaborating cross-functionally to resolve complex situations
• →Collaborate cross-functionally with Channel Operations to ensure a seamless handoff from sales through fulfillment
• →Conduct QBRs and strategic business reviews to maintain engagement, mindshare, and long-term alignment