Business Development Manager - FMPS Partnerships and Channels

Panduit • Tinley Park, IL

135d • $90,000 - $130,000 • Remote

About The Position

At Panduit, we don't just offer a job - we offer a career where your contributions directly impact our customers, the environment and our company's success. You'll have the opportunity to grow, innovate, and be a part of an inclusive team that celebrates both individual and collective achievements. If you're ready to elevate your career and help us deliver exceptional experiences to our customers, apply today and make your mark with Panduit! The Business Development Manager - Partnerships and Channels is responsible for developing and executing Panduit's go-to-market strategy for Fault Managed Power Solutions (FMPS) within the low-voltage and PoE lighting market. This role focuses on building strategic partnerships with lighting manufacturers, designers, and ecosystem players, while also developing a scalable sales channel to accelerate adoption of FMPS in lighting applications. The ideal candidate brings prior experience in the lighting industry, particularly with low-voltage or PoE lighting, and understands the technical, commercial, and regulatory challenges involved. This role is critical to Panduit's long-term growth in smart building infrastructure and plays a key part in extending FMPS into new markets!

Requirements

• Bachelor's degree required or relevant equivalent experience in lieu of degree.
• 10+ years in related role, with experience working at or selling into MEP firms, consulting engineering firms, or design-build contractors.
• Experience with building strategic partnerships, OEM collaboration, or solution selling.
• Skilled at developing and delivering technical documentation, spec packages, cut sheets, and design guides tailored to consultants and contractors.
• Familiarity with construction timelines, MEP workflows, and submittal processes.
• Familiarity with specifiers, lighting agents, and channel models in the lighting industry.
• Understanding of low voltage lighting technologies, building management systems, power infrastructure, structured cabling, or smart building technologies.
• Excellent communication skills, with the ability to speak to both technical and commercial stakeholders.
• Ability to travel up to 20%.

Responsibilities

• Conduct market research and competitive analysis to identify breakthrough opportunities and macro trends.
• Drive Voice of Customer initiatives to uncover deep buyer insights and emotional drivers.
• Develop competitive positioning strategies that create sustainable market advantage.
• Build distinctive value propositions aligned with market gaps and customer needs.
• Develop 5-year market strategies that drive growth objectives.
• Identify and evaluate inorganic growth opportunities including acquisitions and strategic alliances.
• Establish strategic partnerships with low-voltage and PoE lighting manufacturers, specifiers, and integrators.
• Design and optimize channel models specific to the lighting segment.
• Create joint solutions, marketing programs, and pilot initiatives with key partners.
• Develop incentive programs that motivate channel partners to drive FMPS adoption.

Benefits

• Enjoy a robust Total Rewards Program that includes health, financial benefits, and more.
• Flexible work options to help you achieve the perfect work-life balance.
• Generous vacation, sick days, holidays, plus a volunteer day to give back to the community.
• 401(k) match, profit sharing, and abundant growth and development opportunities to help you advance your career.
• Parental Leave.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Industry: Electrical Equipment, Appliance, and Component Manufacturing
• Education Level: Bachelor's degree