Channel Partner Manager

Thermon•Morristown, TN

3d•Remote

About The Position

The Channel Partner Manager - Vapor Precision will be responsible for driving performance and growth through Thermon's Vapor Precision Business Unit channel partner network across the Western Hemisphere. This role will provide strategic and operational support to Regional and Business Development Managers in the U.S. and Canada, while directly managing all channel partners. The ideal candidate is a seasoned professional with a proven track record of managing channel partners, leveraging technology for performance management, coordinating communication and training, and fostering strong relationships to achieve revenue and market share goals. The Channel Partner Manager - Vapor Precision , has broad responsibility to drive the company growth strategies and manage the day-to-day activities of the organizations key relationships with both internal and external stakeholders. The bulk of Vapor Precision's sales efforts are managed via a global network of independent manufacturers sales representatives who are guided by this role. The Channel Partner Manager reports to the Senior Manager, Business Development. Work travel is anticipated to be approximately 30% to accomplish the primary job responsibilities. Travel will be increased during the onboarding process and first couple months of the role.

Requirements

Bachelor's degree in Business, Marketing, or Industrial/Engineering-related field (MBA preferred).
Minimum 5 years of experience managing channel partners in an industrial or technical environment.
Proven ability to leverage technology for partner management and performance optimization.
Experience in sales strategic planning and execution.
Knowledge of contracting, negotiating, and change management.
Knowledge of structuring sales quota goals and revenue expectations.
Experience in planning marketing strategies, advertising campaigns, and successful industry relations efforts.
Strong analytical, communication, and negotiation skills.
Ability to work independently and collaboratively in a fast-paced environment.
Experience in North American markets.
Strong experience in the sales and marketing of highly engineered/manufacture-to-order capital equipment.
Strong experience in the development, management, and growth of independent manufacturer's representative networks.
Experience and significant accomplishments as a senior sales and marketing executive in a technical environment.
Work requires professional written and verbal communication and interpersonal skills.
Ability to motivate teams to produce quality materials within tight timeframes and simultaneously manage several projects.
Experience with CRM systems and partner portals.
Knowledge of industrial products or solutions.
Cultural awareness and ability to work effectively across diverse regions.

Responsibilities

Develop, maintain, and refine the Rep Performance Scorecard, including reporting, metrics tracking, and quarterly performance reviews.
Manage and administer rep agreements and contracts, working with Legal and leadership to onboard, develop, expand, or terminate representatives based on performance and market needs.
Identify opportunities to optimize the rep and distribution network to improve geographic coverage, responsiveness, and revenue growth.
Promote strong relationships with representatives, distributors, and strategic partners to ensure consistent engagement and accountability.
Serve as the primary operational partner to the Technical Product Line BDMs, supporting their market development initiatives across steam and hydronic boiler product lines.
Coordinate closely with Thermon and VPI Application Engineering teams to ensure representatives have the technical resources required to win projects.
Support the development and execution of go-to-market strategies for Vapor Power and Precision Boilers product lines.
Help align representatives and distributors with the company's strategic priorities, target markets, and key accounts.
Develop and manage the sales pipeline reporting process across the rep network to support revenue growth targets.
Implement and manage a rep-based forecasting methodology to improve bookings visibility for quarterly and annual planning.
Work with representatives and BDMs to identify strategic project opportunities and key pursuits.
Analyze sales performance data to evaluate sales effectiveness, market coverage, and channel productivity.
Identify operational improvements that drive greater sales velocity, improved quoting responsiveness, and higher win rates.
Assist in coordinating large project pursuits and major quotations when required to support the sales organization.
Support marketing initiatives that strengthen the Vapor Power and Precision Boilers market position, including trade shows, industry events, and channel promotions.
Assist in the development and distribution of sales materials, product messaging, and partner enablement tools.
Represent the company at key industry meetings, trade events, and partner engagements.
Contribute to the development of short- and long-range commercial strategies for the boiler product lines.
Work with leadership and product line BDMs to ensure channel alignment with overall business objectives.
Recommend and implement improvements to processes, policies, and tools that enhance channel effectiveness.
Proactively address and resolve any channel conflicts that may arise to maintain smooth partner operations providing high levels of customer satisfaction.
Significant accomplishments in the categories of sales growth, market expansion and new product introductions.