Channel Sales Manager (New Business & Sales Channel Development) M/W

Advanced Protection Systems (APS) is a global pioneer in Counter-UAS (C-UAS) technology, providing combat-proven 3D radar systems and integrated defense anti-drone solutions. Our mission is to “Protect Airspace” by providing a reliable, multi-layered shield against evolving drone threats. With an ambitious growth target, we are looking for a high-performing Channel Sales Manager to support our expansion in Poland and international markets.

Ideal Candidate Profile

Beyond standard sales skills, we are looking for a specific profile:

Inherent Curiosity: You need to deeply understand the partner’s business model. Why would they choose APS over others?

Integration Expertise: Proven experience in the integrator business. You must know how to help a partner “stitch together” a solution consisting of APS hardware, our CyView C2 software, and their own or 3rd party solutions.

Extreme Ownership & Reliability: You are the face of APS for our partners. If they have a problem or a technical hurdle, you own the resolution process across our internal departments (R&D, Services).

Coachability & Intelligence: You can navigate complex, multi-layered organizations and influence stakeholders.

Work Ethic: You don’t wait for leads from partners; you proactively build “Go-To-Market”; plans with them.

Key Responsibilities:

Partner Recruitment & Onboarding: Identify and sign high-potential integrators and distributors in key markets (Poland, Eastern Europe and Middle East).

Channel Enablement: Conduct training sessions to ensure partners’ sales and technical teams are “APS-certified”; and can independently pitch our C-UAS solutions.

Joint Business Planning: Develop and execute annual business plans with Tier-1 partners, focusing on pipeline coverage, demo days, and co-marketing activities.

Conflict Management: Navigate complex sales environments where direct and indirect tracks might overlap, ensuring clear Rules of Engagement (RoE).

Technical Integration Support: Work with our engineering teams to help partners integrate APS radars/software into their larger solutions and systems.

Pipeline Management: Monitor and forecast partner-led opportunities to ensure they contribute significantly to pipeline

coverage target.

Experience: Min. 5–8 years in Channel Management or Partner Sales, specifically in complex technology sectors (Defense, Aerospace, Critical Infrastructure, or High-End Industrial Automation).

Proven Track Record: Experience in building a partner network from scratch or significantly scaling an existing one.

Technical Background: Ability to discuss API integrations, radar detection issues, and C2 software architecture with partner engineers.

Language: Fluency in English (C1) is a must; additional languages are a strong plus.

Education: Degree in Business, Engineering, or International Relations.

Travel: Mobility required (40%–60% of time). This includes international domestic and international travel.

Location: Gdynia (Headquarter) or Warsaw; the first quarter of employment will be conducted on-site at our Gdynia HQ.