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Commercial Channel Account Manager



Sales & Business Development
San Mateo, CA, USA
Posted on Thursday, May 16, 2024

Skydio is the leading US drone company and the world leader in autonomous flight, the key technology for the future of drones and aerial transportation. The Skydio team combines deep expertise in artificial intelligence, best-in-class hardware and software product development, and operational excellence to empower a broader, more diverse audience of drone users - from first responders to insurance claims adjusters, utilities, and more!

Join the world leader in aerial autonomy as we grow exponentially across multiple industries and use cases, drastically increasing the safety and efficiency of our customer’s inspection and situational awareness missions. Skydio is seeking a highly motivated Commercial Channel Account Manager to take responsibility for driving and delivering sales through our Commercial reseller channel.

About the role: As Commercial Channel Account Manager at Skydio, your role will be centered around strategic relationship management to achieve measurable results in increased revenue, market share, and depth of capabilities across key Commercial reseller partnerships. Your success in this role will be driven by the creation and execution of regional and national partner business plans in support of our Commercial sales segment. This role will be responsible for driving volume sales in the SMB & Mid-market segment. You’ll work in a collaborative team environment and lead cross-functional resources to ensure partner sales and satisfaction.

How You’ll Make An Impact:

  • Build, cultivate and develop strategic resell channel partnerships in the Commercial space.
  • Build specific and measurable growth initiatives that align to our channel business strategy, with a particular focus on SMB & Mid-Market customers.
  • Build annual business plans and track quarterly targets, to include marketing, sales and enablement metrics
  • Lead joint account mapping exercise with partners and sales teams.
  • Collaborate with sales teams to refer partners that add value to our current customers, identify opportunities and assist in targeted sales pursuits.
  • Assume quota responsibility across defined partner channels.
  • Design compelling Commercial value propositions that inspire partners to promote our solutions in this unique market.
  • Foster strong, consultative relationships and continually assess, clarify, and validate partner needs on an ongoing basis.
  • Collaborate with Skydio and partner the marketing teams to develop industry/use case-specific marketing programs.
  • Measure and analyze channel programs, promotions, and other activities.
  • Provide clear and consistent communication across the Commercial segment and build strong internal partnerships throughout our Commercial sales organization.

What Makes You a Good Fit:

  • Self-starter mentality - you are resourceful, take action, and can be decisive with little oversight.
  • Exceptional interpersonal skills - you are confident, articulate, and comfortable interfacing with both internal and external stakeholders.
  • Demonstrate working knowledge of Skydio technology and be willing to earn your Part 107 license.
  • UAV or end-user industry understanding is preferred.
  • 5+ years’ experience in relevant specific Commercial initiatives and markets.
  • Understanding of channel operating models, sales, marketing, and solution development.
  • Leadership of cross-functional teams and resources.
  • Demonstrated track record of meeting and / or exceeding revenue objectives, especially for revenue sourced through the channel.
  • Experience working with Salesforce (CRM) and report building.
  • Excellent presentation skills to executives & individual contributors.
  • Experience of analyzing performance to identify areas of improvement and optimization.
  • Exceptional communication and negotiation skills.

The ideal candidate will:

  • have excellent interpersonal skills,
  • be able to work well with all levels of the organization,
  • be able to work in a matrixed environment,
  • understand the importance and intent of driving company growth,
  • track the progress of new business opportunities in a CRM system, and
  • communicate status (written and verbal) to all stakeholders.

Minimum Requirements:

  • Proven track record of consistent quota over-achievement
  • Self-starter, with the ability to manage and report on simultaneous partner engagements
  • Bachelor’s degree

Compensation Range: The annual base salary range for this position is $106,000 - $134,000 + commission*. Compensation will vary based on factors, including skill level, proficiencies, transferable knowledge, and experience. In addition to base salary, Skydio full-time employees are eligible to enroll in our benefit plans and take advantage of a variety of incentives and stipends.

*For some positions the pay may be dependent upon the individual's regional location.

At Skydio we believe that diversity drives innovation. We have created a multidisciplinary environment that embraces the power of diverse perspectives to create elegant solutions for complex problems. We are committed to growing our network of people, programs, and resources to nurture an inclusive culture.

As such, we do not make hiring or other employment-related decisions on the basis of an applicant or employee’s race, color, ethnicity, national origin, citizenship, sex/gender (including pregnancy, childbirth, breastfeeding and related medical conditions), gender identity or expression, age, religion, disability status, sexual orientation, marital status, medical condition, genetic information or characteristics, veteran, military or family status, or other classifications protected by applicable federal, state or local anti-discrimination laws.

For positions located in the United States of America, Skydio, Inc. uses E-Verify to confirm employment eligibility. To learn more about E-Verify, including your rights and responsibilities, please visit