Channel Development Manager – Americas
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Job Description
Channel Development Manager expanding market presence through recruiting and activating partners for packaging and material handling solutions at Robotiq. Drive growth in B2B hardware sectors by leveraging existing networks and managing partner relationships.
Responsibilities:
- Prospect, qualify, and recruit net-new packaging distributors and packaging line system integrators.
- Tailor the commercial pitch to the partner profile: For Distributors: Emphasize ease of deployment, try-before-you-buy models, and fully assembled turnkey systems.
- For Packaging SIs: Position our standardized palletizers as a way to eliminate custom engineering risk, allowing them to focus on the broader line integration and win larger projects.
- Identify coverage gaps across geographies and target industries to build a robust recruitment pipeline.
- Negotiate and finalize commercial distribution agreements and initial onboarding commitments.
- Oversee the rapid onboarding of new partners, ensuring they reach commercial readiness within 90 days.
- Train partner sales teams on how to leverage our automated pre-sales and qualification software to independently identify and quote standard palletizing opportunities.
- Actively co-sell and support the partner’s early-stage opportunities to secure their critical first and second unit sales.
- Facilitate the placement of demo units or showroom equipment to accelerate partner independence.
- Ensure a structured, frictionless handoff of activated, revenue-generating partners to the Regional / Channel Sales Managers for ongoing account management and volume scaling.
- Maintain rigorous tracking of the recruitment funnel, conversion rates, and early-stage pipeline in the CRM (HubSpot).
- Provide field feedback to the Product and Partner Program teams regarding barriers to entry, pricing, or competitive dynamics in the packaging equipment space.
Requirements:
- Bachelor's degree in science or business administration
- At least 5-8 years of channel development experience with proven success in recruiting and developing new partners, in channel sales, or territory expansion, ideally in a B2B hardware/machinery environment.
- Proven track record of B2B cold-recruiting, signing, and accelerating net-new channel partners.
- Executive-level pitching and negotiation (CXO/Owner engagement at the distributor/integrator level).
- Fast-paced pipeline and project management.
- Proficiency with CRM systems (HubSpot) and sales acceleration tools.
- Deep understanding of capital equipment, packaging lines, or material handling sales cycles.
- Strong existing network within the packaging, Food & Beverage, or material handling integration industries.
- Attitude Relentless "Hunter" mindset with high resilience and drive.
- Results-oriented with a sharp focus on closing and execution.
- Ability to build trust quickly and secure buy-in from business owners.
- High autonomy, rigor, and ability to operate independently in the field.
- Excellent, persuasive communication and presentation skills.
- Languages required and preferred: English with complete professional proficiency. Proficiency in other languages is considered as a strong asset (French, Spanish, German, Italian, etc.)
- Willingness to travel 50% of the time for partner facing activities. Location near airport hub is preferred. Ensure possession of a valid passport and driving license at all times.
Benefits:
- Flexible working hours and Holidays (according to local regulations)
- Corporate philosophy based on collaboration and transparency of communications
- Management based on autonomy and both collective and individual objectives
- Challenges of robotics, innovation, and international growth
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