--- title: 'Channel Manager at D-Fend Solutions' canonical: 'https://feeny.ai/job/channel-manager-d-fend-solutions-mclean-k6vr1e8v81h9' type: 'job' last_seen: '2026-10-18' --- # Channel Manager at D-Fend Solutions - **Company:** D-Fend Solutions - **Location:** Mclean, VA - **Employment:** full-time - **Work type:** onsite - **Posted:** 2026-10-07 - **Last confirmed live:** 2026-10-18 - **Apply:** https://jobs.lever.co/d-fendsolutions/e91a6304-aa10-4e36-bd93-5202f959ebaf ## Job description Join D-Fend Solutions — where technology meets purpose. As the global leader in cyber-takeover counter-drone technology, we develop advanced solutions that keep airspaces safe from evolving drone threats. Our team — including veterans of elite military tech units — pushes boundaries every day to deliver smarter, faster, and safer protection for customers worldwide. If you’re passionate about cutting-edge technology, real-world impact, and working in a collaborative, high-energy environment — we’d love to have you on board. Become a D-Fender. Shape the future of airspace security. ## Overview D-Fend Solutions is seeking an experienced Channel Manager to develop, manage, and grow strategic partnerships across the U.S. market. Partners include Value-Added Resellers (VARs), Managed Service Providers (MSPs), System Integrators (SIs), national distributors, and other strategic partners. This role drives channel revenue growth through partner recruitment, joint business planning, sales enablement, co-selling, and coordinated marketing activities supporting D-Fend Solutions’ hardware and technology portfolio. Key Responsibilities: - Partner Development and Management - Recruits, onboard, and manages high-performing channel partners (VARs, MSPs, SIs, Distributors). - Serves as the primary point of contact for strategic channel partners, driving alignment between partner leadership and internal sales teams. - Develops and executes Joint Business Plans (JBPs) with key partners, establishing clear revenue targets, co-marketing strategies, and growth milestones. - Conducts quarterly business reviews (QBRs) to monitor performance against KPIs and pipeline health. Revenue Growth and Pipeline Management - Owns and exceeds monthly, quarterly, and annual channel sales targets. - Manages deal registration processes to eliminate channel conflict and ensure margin protection for partners. - Collaborates with partners' sales reps to identify, prospect, and close hardware opportunities in target enterprise/mid-market accounts. - Forecasts channel revenue accurately using CRM systems (e.g., Salesforce, HubSpot, NetSuite). Channel Enablement & Training - Delivers comprehensive enablement programs to ensure partner sales and pre-sales engineering teams are fully certified and proficient in our hardware solutions. - Coordinates sales training, product webinars, and technical workshops. - Equips partners with sales collateral, battlecards, demo units, and competitive positioning tools. Co-Marketing & MDF Program Execution - Collaborate with Marketing to develop and execute joint campaigns, partner events, trade shows, and demand-generation programs. - Manage allocated Market Development Funds (MDF), track program results, and evaluate return on investment. - Support partner conferences and customer engagements to increase awareness and generate qualified opportunities. Hardware Logistics & Distribution Operations - Work with distributors and internal Operations teams to coordinate inventory availability, stock rotation, delivery lead times, and supply constraints. - Coordinate special pricing agreements and communicate relevant product availability and production updates to partners. - Collaborate with Sales, Business Development, Pre-Sales, Marketing, and Customer Success to support partner and customer needs throughout the sales process. Qualifications: - Bachelor’s degree or equivalent professional experience. - Five or more years of experience in channel management, partner management, sales, or business development. - Experience working with resellers, distributors, system integrators, or managed service providers. - Demonstrated ability to build strong partner relationships and develop revenue-generating opportunities. - Strong communication, presentation, negotiation, organizational, and problem-solving skills. - Ability to manage multiple partners, opportunities, and competing priorities. - Experience with CRM systems, pipeline management, and sales forecasting. - Ability to travel as needed for partner meetings, customer engagements, training, and events. ## Preferred Experience - Experience in defense, security, technology, or government markets. - Familiarity with counter-UAS, UAS, defense technology, or public safety solutions. - Experience with joint business planning, partner marketing programs, deal registration, and hardware distribution. ## About D-Fend Solutions ## Company Overview - **One-liner**: D-Fend Solutions is the leading provider of RF cyber-driven, non-kinetic, AI-enhanced counter-drone takeover technology that detects, takes over, and safely lands rogue drones in sensitive environments. - **Entity Type**: Private (Series C funded) - **Headquarters**: Ra'anana, Israel (with presence in the US, UK, and Japan) - **Founded**: 2017 - **Founders**: Not publicly available ## Core Business - **Primary industry**: Counter-drone / Counter-Unmanned Aircraft Systems (C-UAS) defense technology; classified under Defense and Space Manufacturing - **Target customers**: B2G and B2B — military, homeland security, law enforcement, airports, prisons, critical infrastructure operators, and major event organizers - **Mission**: "To lead in providing the most advanced technology and solutions to overcome rogue drone threats in our customers' most sensitive environments and airspace, in a controlled manner that enables continuity." [d-fendsolutions.com](https://d-fendsolutions.com/about-us/) ## Products & Services - **EnforceAir**: Core counter-drone system that autonomously executes RF cyber-takeovers of rogue drones. It detects, locates, and identifies threats in protected airspace, then neutralizes them via non-kinetic, non-jamming RF takeover for safe landings and controlled outcomes. Deployable as a standalone, multilayer, or integrated system, and enhanced with AI capabilities. [d-fendsolutions.com](https://d-fendsolutions.com/) ## Market Standing - **Valuation**: Not disclosed (private company) - **Key Metric**: Total funding of $65M across 4 rounds — Seed (Nov 2017), Series A ($6M, May 2018), Series B ($28M, Sep 2019), and Series C ($31M, Dec 2024) - **Notable Investors/Partners**: Israel Growth Partners (led Series C), Claridge Israel (led Series B); LinkedIn company data lists Motorola Solutions, Inc. as parent company - **Growth Signals**: Headcount of 193 employees (+25.1% YoY, +45 people); workforce distributed across 8 countries including Israel, US, Canada, Netherlands, and Singapore; hundreds of deployments worldwide; designated best-in-class and deployed by top-tier U.S. and international government agencies, major international airports, and large-scale events [linkedin.com](https://www.linkedin.com/company/d-fend-solutions) ## Competitive Advantages - **Category pioneer**: Creator of the RF Cyber Takeover counter-drone category — a non-kinetic, non-jamming approach that avoids collateral damage and operational disruption, unlike kinetic or jamming alternatives - **Field-proven credibility**: Chosen as best-in-class by military, federal law enforcement, and homeland security units, plus major international airports and VIP protection details - **AI-enhanced detection**: Combines RF cyber technology with AI to autonomously detect, prioritize, and mitigate drone threats - **Multi-disciplinary R&D**: Engineering team includes personnel from elite military intelligence technology units, enabling deep expertise in both cyber and drone domains [d-fendsolutions.com](https://d-fendsolutions.com/about-us/) ## Strategic Focus - **Staying ahead of emerging threats**: Continuously innovating to counter next-generation drone technologies and evolving tactics - **Sector expansion**: Growing across military, public safety, airport, prison, major event, and critical infrastructure markets - **Next-generation development**: Proactively building capabilities for future drone threats, with a risk-based approach that analyzes drone prevalence, payload capacity, and range [d-fendsolutions.com](https://d-fendsolutions.com/) ## Why Work Here - **Mission-driven work**: Directly protect sensitive environments — from forward-operating bases and borders to stadiums and airports — from rogue drone threats - **Elite technical culture**: R&D team draws from elite military intelligence technology units, with specialized expertise across RF, hardware, system engineering, and drone operations - **Global reach**: Distributed team across 8 countries, with an on-site presence in Ra'anana, Israel, and offices in the US, UK, and Japan - **Current openings** (27 total ## Other roles at D-Fend Solutions - [Senior Software Engineer (Cloud/Backend)](https://feeny.ai/job/senior-software-engineer-cloud-backend-d-fend-solutions-raanana-9gfgw57ej848) — Raanana, Israel - [Vice President of Sales (Federal)](https://feeny.ai/job/vice-president-of-sales-federal-d-fend-solutions-mclean-b411wz0mktvn) — Mclean, VA - [Full Stack Software Engineering Team Leader](https://feeny.ai/job/full-stack-software-engineering-team-leader-d-fend-solutions-raanana-anw5nt5ss0t7) — Raanana, Israel - [System Engineer](https://feeny.ai/job/system-engineer-d-fend-solutions-raanana-tdw2jmh8hwg7) — Raanana, Israel - [Senior Buyer / Strategic Sourcing Specialist (Electromechanical Commodities)](https://feeny.ai/job/senior-buyer-strategic-sourcing-specialist-electromechanical-commodities-d-fend-eqrcx5bbad8x) — Raanana, Israel - [Director, DoW Business Development](https://feeny.ai/job/director-dow-business-development-d-fend-solutions-mclean-kt1ha02r858j) — Mclean, VA - [Hardware Product Manager -Deployment Kits & Configurations](https://feeny.ai/job/hardware-product-manager-deployment-kits-configurations-d-fend-solutions-raanana-arany9xcwxv6) — Raanana, Israel - [Operations Finance Controller](https://feeny.ai/job/operations-finance-controller-d-fend-solutions-raanana-vvnrre01edfc) — Raanana, Israel - [Sales Operations Team Lead](https://feeny.ai/job/sales-operations-team-lead-d-fend-solutions-raanana-xre0w8sja27q) — Raanana, Israel - [Sales Executive - Airports Sector](https://feeny.ai/job/sales-executive-airports-sector-d-fend-solutions-mclean-a5w3bce95nh0) — Mclean, VA