Channel Partner Manager - Analytical Instruments

Agilent Technologies•Wilmington, NC

5d•Remote

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.