Channel Partner Manager - Analytical Instruments
About The Position
The Channel Partner Manager (CPM) is responsible for managing and developing a portfolio of channel partners, including Value-Added Resellers (VARs), Original Equipment Manufacturers (OEMs), Value-Added Distributors (VADs), and System Integrators (SIs) for Analytical Instruments. This role ensures sales growth, partner satisfaction, contract management, and quota attainment through effective relationship management, business planning, and go-to-market execution. The CPM collaborates cross-functionally with internal teams and externally with channel partners to drive business expansion, execute marketing and sales strategies, and enhance partner enablement efforts.
Requirements
- Bachelor’s or master’s degree in business, Marketing, Sciences, Engineering, or a related field.
- 4+ years of relevant experience in channel sales, business development, or a related role.
- Strong relationship management skills with the ability to engage, influence, and negotiate effectively.
- Experience managing sales forecasts, quotas, and pipeline development.
- Strong business acumen with a data-driven approach to decision-making.
- Excellent communication, presentation, and teamwork skills.
- Proficiency in SAP ECC, Salesforce and Microsoft Office tools.
Nice To Haves
- Experience in B2B sales with Indirect Channels (VARs, OEMs, or Distributors).
- Experience with scientific instruments, laboratory equipment, or analytical solutions.
- Ability to work across regions and engage with global teams.
- Experience driving e-commerce adoption and digital sales strategies.
Responsibilities
- Develop and execute Analytical Instruments business plans with channel partners, aligning objectives with overall company strategy.
- Drive sales growth by identifying new business opportunities, cross-selling, and upselling within partner accounts.
- Manage and optimize the partner portfolio, ensuring strong engagement and productivity.
- Monitor and analyze sales performance, market trends, and competitive landscape to drive strategic actions.
- Ensure customer and partner satisfaction, addressing any issues proactively.
- Own and manage Analytical Instruments sales forecasting, goals setting, and revenue attainment for assigned partners and/or geographic territories.
- Track and drive performance metrics to ensure revenue targets are met or exceeded.
- Support partners in deal registrations, lead qualifications, and sales opportunities.
- Assist partners in pricing strategies, discounting approvals, and order processing.
- Collaborate with marketing teams to execute joint campaigns, promotions, and lead generation initiatives.
- Develop and implement partner training programs, ensuring partners are equipped to sell and support the company’s solutions.
- Facilitate the adoption of e-commerce and digital tools to streamline partner transactions and increase efficiency.
- Lead contract negotiations, renewals, and governance for assigned partners, ensuring compliance and mutual success.
- Work closely with legal and finance teams to structure agreements that align with company policies.
- Maintain strong relationships with partners through regular business reviews and strategy alignment meetings.
- Work cross-functionally with Analytical Instruments field sales, marketing, customer support, and product teams to drive partner success.
- Collaborate with regional teams and global stakeholders to align partner strategies and share best practices.
- Act as a bridge between partner needs and internal teams, advocating for partner-driven solutions.
Benefits
- Sales incentive eligible
- Reimbursement for personal vehicle usage (in the US)
- Bonus
- Stock
- Benefits
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
