Channel Partner Manager
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Job Description
Channel Partner Manager responsible for indirect partner ecosystem and sales strategies in Latin America. Collaborates cross-functionally to ensure strong partner performance and drive significant growth for Agilent's offerings.
Responsibilities:
- Develop and execute regional channel sales strategies in Latin America to drive sustainable growth through in‑country distributors.
- Own partner performance, including target setting, quota management, pipeline forecasting, execution discipline, and governance aligned with Agilent objectives.
- Build and maintain trusted, strategic relationships with channel partners, effectively representing Agilent to partners and advocating partner needs internally.
- Enable partners to sell end‑to‑end solutions (instruments, consumables, and services) through coordinated training, communications, product launches, and sales enablement.
- Collaborate cross‑functionally with Product Management, Marketing, Business Development, Finance, Service, and Support to deliver integrated go‑to‑market plans.
- Deploy global and regional marketing resources into tailored, country‑specific programs, campaigns, events, and webinars, ensuring local language relevance where needed.
- Monitor market dynamics, regulatory environments, customer needs, and application trends to identify opportunities, inform strategy, and support consultative sales engagements.
- Ensure partner compliance with Agilent’s Compliance and Ethics standards while providing effective deal support and account reviews.
- Manage the partner lifecycle by identifying market gaps, prospecting and onboarding new partners in underserved territories, and expanding customer coverage.
- Travel within the region to engage distributors, key customers, and industry events, strengthening field presence and navigating negotiations in economically uncertain environments.
Requirements:
- Bachelor’s or Master’s degree in Life Sciences, Chemistry, Biochemistry, or related discipline; MBA or PhD a plus.
- 4+ years of sales and channel leadership experience within analytical instrumentation or analytical chemistry markets (minimum 3 years in similar role).
- Proven success managing multi‑country indirect sales models, including quota ownership, forecasting, and partner performance.
- Strong technical understanding of analytical laboratory workflows, including Chromatography, Spectroscopy, Mass Spectrometry, and consumables.
- Demonstrated experience recruiting, enabling, and managing distributors/dealers to drive business growth.
- Strong commercial selling and closing skills, with a track record of creating value‑added opportunities.
- Ability to influence and align cross‑functional stakeholders across Sales, Marketing, Product, and Operations.
- Proficiency with CRM systems (e.g., Salesforce) and modern collaboration tools (Teams, SharePoint, OneDrive, Zoom).
- Excellent communication and organizational skills, with comfort operating in a remote, multicultural environment.
- Fluent English and Spanish required.
- Willingness and ability to travel internationally up to ~50%.
Benefits:
- Work remotely
- Professional development opportunities
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