Channel Sales Manager

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Regular Full-Time Professional Level 1 DC, US

3 days ago Requisition

Salary Range: $95,000.00 To $ Annually

At Lantronix, we are powering innovation through connected intelligence. We help customers around the world increase productivity and solve complex challenges through secure, reliable, and innovative connectivity and Edge AI solutions.

We believe great companies are built by great people. Our culture is rooted in innovation, collaboration, open communication, and accountability. We encourage employees to share ideas, challenge convention, and take ownership of their work in an environment where every voice matters.

Innovation – We embrace creative thinking and continuously seek better ways to solve challenges.

Customer Focus – We are committed to delivering solutions that help our customers succeed.

Leadership – We take responsibility, act with integrity, and empower one another to achieve results.

Communication – We value transparency, collaboration, and the open exchange of ideas.

Quality – We hold ourselves to high standards and take pride in delivering excellence.

If you're looking to make an impact, grow your career, and help shape the future of connected technology, we'd love to hear from you!

The Channel VAR Development Manager is responsible for turning newly recruited and newly assigned reseller reps into confident, self-sufficient sellers of Lantronix technology. This is an enablement-and-activation role: you are the first point of contact for a new VAR rep after they're signed, and your job is to get them from "aware of Lantronix" to "actively closing Lantronix deals at their end customers" as fast as possible.

You will build and run structured onboarding journeys for partner sales reps across Lantronix's three core product lines - Network Infrastructure (NI), Out-of-Band Management (OOB), and Industrial IoT (IIoT) - teaching them how to identify Lantronix-fit opportunities, position against incumbents, and bring a deal from discovery to close. You'll work in close partnership with Regional Sales Managers (RSMs) and the channel team, acting as the connective tissue between a partner's onboarding and their first real pipeline.

• Own the onboarding journey for newly recruited VAR Partner Sales Reps from kickoff through their first qualified opportunity.
• Deliver structured welcome and orientation calls that introduce new reps to Lantronix's product lines, value proposition, and how to sell alongside their existing portfolio.
• Build individualized onboarding plans based on each rep's territory, vertical focus, and prior experience with adjacent technologies.
• Track onboarding milestones (training completion, certification, first registered deal, first closed deal) and proactively follow up to keep new reps moving.

• Teach new reps how to spot Lantronix-fit opportunities at their end customers - refresh cycles, EOL equipment, competitive displacement, and greenfield IoT/OOB use cases.
• Walk reps through positioning against incumbent console server, switching, and cellular gateway vendors, and how to handle common objections.
• Coach reps on qualification basics: use case, application, environment, quantity, timeline, budget, decision process, and competition.
• Coordinate access to enablement resources - sales engineering, LEVEL technical services, demo units, and evaluation samples - so new reps can bring in technical support when they need it.
• Host and follow up on enablement webinars and training sessions, ensuring new reps…