Channel Manager

Avnan • Irwindale, CA

14h

About The Position

Falcon Electric is seeking a Channel Manager to design and run the company's channel program end-to-end. This role will involve establishing partner tiers, deal registration, margin structures, and fast-quote SLAs. The Channel Manager will be responsible for managing, activating, supporting, and growing existing partners, as well as identifying, recruiting, and onboarding new partners in priority verticals such as water/wastewater SCADA integrators, ITS/traffic and rail integrators, UL 508A control-panel builders, and industrial distributors. A key aspect of this role will be managing channel-direct harmony through deal-registration rules and conflict arbitration to maintain partner trust as both direct and channel sales motions scale. The Channel Manager will also equip partners with the necessary tools, spec support, and co-marketing resources. Performance will be measured on pipeline conversion to design wins and revenue, with a focus on a weekly operating rhythm and clear metrics.

Requirements

• 5+ years managing B2B channel, distribution, or partner programs in industrial, electrical, power, controls, or automation markets.
• Demonstrated experience building or scaling a partner program (deal registration, tiers, enablement) not just managing an existing one.
• A track record recruiting and activating distributors, systems integrators, or reps that produced real revenue.
• Comfort with technically specified products and a specifying-engineer / integrator sales motion.
• Willingness to operate hands-on with AI and automation tooling as a force multiplier.

Nice To Haves

• Background in UPS, backup power, or harsh-environment / rugged industrial equipment.
• Existing relationships in water/wastewater, ITS/traffic, rail, or industrial automation channels.
• Experience managing channel–direct conflict at a growing manufacturer.

Responsibilities

• Design and run Falcon's channel program end to end, including partner tiers, deal registration, margin structure, fast-quote SLAs, enablement, and training.
• Manage, activate, support, and grow Falcon's current distributors, integrators, and reps through structured QBRs, joint pipeline planning, and enablement.
• Identify, recruit, and onboard new partners in priority verticals: water/wastewater SCADA integrators, ITS/traffic and rail integrators, UL 508A control-panel builders, and industrial distributors.
• Own the deal-registration rules and conflict arbitration to maintain partner trust as direct and channel motions scale.
• Equip partners with the tools, spec support, and co-marketing they need to sell Falcon into their accounts.
• Own and report weekly on partner-sourced pipeline, deal-registration volume, partner activation rate, and quote-SLA adherence.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed