Channel Management Leader

Cummins • Indianapolis, IN

1d

About The Position

We are looking for a talented Channel Management Leader to join our team specializing in Marketing for Cummins, Inc. in Indianapolis, IN. In this role, you will make an impact in the following ways: Co-develop channel strategy and support models with the Channel Strategy Director, BUs, and global/regional leaders to enable partner success and CMI performance. Analyze qualitative and quantitative data to inform strategic decisions on channel support models, product adoption, customer support, and ROI. Anticipate and resolve channel challenges by leveraging knowledge of regional partners, customer needs, market trends, and the product pipeline. Develop strategic and tactical solutions , including business cases, that balance product, segment, and regional strategies across the channel. Lead cross‑functional strategic projects by defining scope, objectives, plans, milestones, timelines, and success measures. Track execution and manage risk by monitoring progress, identifying issues, conducting root‑cause analysis, and driving corrective actions with stakeholders. Communicate and align strategy by sharing assumptions, presenting recommendations to leadership, building buy‑in, and ensuring coordinated execution and handoff to regions. Improve strategic planning effectiveness by developing reusable frameworks, leading efficiency initiatives, engaging stakeholders, and contributing to annual operational and financial planning.

Requirements

• Bachelor’s Degree in business or a relevant field or equivalent experience is required.
• Prior leadership/involvement in strategic planning preferred.
• Project management experience required.
• 3-5 years’ experience in distribution channel-relevant work preferred as well as strong emotional intelligence and experience working with broad stakeholder groups.
• Skill and experience in a matrixed global organization and change management preferred.

Nice To Haves

• MBA in business or a relevant field is preferred.
• This position may require licensing for compliance with export controls or sanctions regulations.

Responsibilities

• Balances stakeholders - Proactively anticipate the needs of BUs, regional channel leaders, partners, and corporate functions, making trade‑offs transparent and aligning them around shared channel outcomes and priorities.
• Customer focus - Deeply understand channel partners and end‑customers, translating their needs into practical, customer centric channel strategies, frameworks, and support models that drive adoption and value.
• Strategic mindset - Look ahead to market, customer, and product lifecycle trends, shaping forward‑looking channel strategies that build long-term capabilities while supporting near-term business goals.
• Business insight - Use market, customer, and partner insights to shape channel strategy. Leverage data and competitive context to drive decisions and influence stakeholders.
• This Channel Management Leader provides global leadership for channel management by leading 3–5 Channel Management Managers and integrating across regions and Business Units. The role builds trust-based partnerships with regional channel teams to identify gaps/risks and drive mitigation, and works with BUs/segment leaders/SMEs to define channel partner capability standards and deploy scalable global processes and digital tools.
• Accountable for lifecycle governance (selection → onboarding → performance → renewal/termination), monitoring adoption/metrics, escalating issues, and ensuring consistent execution and improved customer experience outcomes.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Number of Employees: 5,001-10,000 employees