Channel Management Lead

Trane Italia•Saint Paul, MN

19d•Hybrid

About The Position

The Channel Management Lead plays a critical role in accelerating growth and strengthening the performance of our HVAC controls indirect channels. This role is responsible for developing scalable processes, enabling partner success, and aligning cross-functional teams around shared business goals. A key aspect of the role is servicing as a liaison between channel partners and the Controls Product Management team, ensuring the market needs, product feedback, and channel insights inform product roadmaps and commercial strategies. The ideal candidate brings strong business acumen, a strategic mindset, and a passion for advancing sustainable, climate-forward solutions in the build environment.

Requirements

Bachelor's degree in Business, Engineering, Marketing, or related field
5+ years of experience in channel management, sales enablement, commercial operations, or a similar role
Proven ability to develop and manage partner relationships while driving measurable sales or operational outcomes.
Experience partnering with product management teams and influencing product strategy through market insights.
Strategic thinker with demonstrated success building or support mulit-year business strategies.
Strong financial, analytical, and problem-solving skills.
Excellent communication, facilitation, and relationship-building capabilities across diverse stakeholder groups.
Ability to influence without authority and thrive in a highly collaborative environment.
Ability to travel independently up to 25% of the time.

Nice To Haves

advanced degree preferred.
HVAC or building controls experience strongly preferred.

Responsibilities

Collaborate closely with Sales, Service, Engineering, Finance, and Marketing to ensure alignment on business priorities and drive cross-functional execution.
Serve as a liaison between indirect channels and the Controls Product Management team, ensuring mutual alignment on product needs, roadmap priorities, partner feedback, and commercialization efforts.
Contribute to the development of mulit-year market strategies that drive profitable growth and align with enterprise climate and sustainability commitments.
Build and strengthen relationships with key channel partners to enhance customer experience and deepen market penetration.
Analyze market trends, competitive dynamics, and channel performance to identify growth opportunities and inform strategic decisions.
Create tools, training, and enablement sources that support channel partner success and elevate commercial capability.
Develop and maintain standard work processes to improve consistency and performance across all indirect HVAC controls channels.
Monitor channel metrics, report performance insights, and lead continuous improvement initiatives.
Ensure channel activities comply with corporate policies, ethical standards, and regulatory requirements.